Sales Gravy: Jeb Blount

Sales Prospecting Sequences and ZoomInfo: Buy or Die Without Burning Bridges (Ask Jeb)

40 snips
Sep 16, 2025
Will Frattini, a key player in scaling ZoomInfo from $10 million to $1.2 billion, dives into the balancing act of sales prospecting. He addresses the 'buy or die' mentality, emphasizing that persistence shouldn't equal annoyance. Frattini advocates for tailored outreach strategies based on deal complexity, urging sellers to know when to push and when to step back. He also shares tips on utilizing AI for personalized messaging, letting sales professionals engage meaningfully with clients while preserving future opportunities.
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ADVICE

Tailor Sequence Length To Deal Size

  • Match sequence length to deal complexity and account size.
  • Use shorter, aggressive sequences for short-cycle sales and long, spaced sequences for large deals.
ADVICE

Pause And Recycle Nonresponsive Prospects

  • Stop chasing prospects who give no meaningful engagement and slot them out.
  • Revisit them later (e.g., 90 days or six months) instead of continuing to pester.
ADVICE

Anticipate Signals And Test Constantly

  • Expect 30–50% of prospects to give a signal during a proper sequence.
  • Test new prospect groups continuously and iterate on what works.
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