30 Minutes to President's Club | No-Nonsense Sales 146 (Sell): Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
24 snips
May 17, 2023 
AI Snips
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Transcript
Episode notes
Always Book The Next Step
- Always push for the next step when a call is going well to avoid losing momentum.
- Ask how decisions are made and who needs to be on the next call to advance the deal.
Answer Yes Or No First
- When asked a yes-or-no question, answer with 'yes' or 'no' first, then explain if needed.
- This builds credibility and prevents frustrating the prospect with long preambles.
Use Job Postings For Instant Insight
- Check job postings and career pages before every call to learn priorities and metrics for prospects.
- Use that intel to tailor the conversation and show you did homework in three minutes.