30 Minutes to President's Club | No-Nonsense Sales

Hall of Fame: Steven Bryerton

Nov 25, 2024

Steven Bryerton, SVP of Sales at ZoomInfo, dives into the art of sales negotiation with a wealth of experience. He emphasizes the importance of gauging prospect enthusiasm with a simple scale and tailoring pitches based on their internal discussions. Bryerton advises against showcasing excessive software features that could inflate costs and stresses the need to recap past conversations to ensure all needs are addressed. His insights on mastering discovery calls and executive demos offer practical strategies for closing deals successfully.

39:38

Episode guests

Steven Bryerton

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Utilizing a scale of one to ten during sales calls helps gauge prospect enthusiasm and uncover hidden hesitations about the product.

Understanding what prospects discuss in internal meetings allows sellers to tailor their pitch to resonate more effectively with decision-makers.

Deep dives

Discovery with the Intent to Negotiate

When conducting discovery calls, it is crucial to approach the conversation with the intent to negotiate rather than merely gathering surface-level information. This involves asking hard questions that may feel uncomfortable but ultimately lead to deeper insights into the client's needs and priorities. By aiming for a 'no' early in the conversation, sellers can better assess the viability of the deal and set the stage for future negotiations. Establishing this groundwork not only clarifies the client's motives but also equips sellers with valuable information to leverage later in the sales process.

Intro

5min

Mastering Discovery Call Closures

9min

Effective Sales Strategies for Team Meetings and Vendor Reviews

5min

Mastering the Second Sales Call

13min

Mastering Executive Demos and Uncovering Deal Killers

2min

FOUR ACTIONABLE TAKEAWAYS

Gauge your prospect’s enthusiasm by asking where they fall on a scale from one to ten, providing more insight than a simple yes/no question.
Ask your prospect what they discuss in internal meetings to tailor your pitch to resonate with their executive team.
Avoid showing too much software to prevent prospects from associating the product with unnecessary features and higher costs.
Recap previous conversations and then ask the executive what you might have missed, ensuring you address their specific needs while demonstrating your product.

STEVEN'S PATH TO PRESIDENT’S CLUB

SVP of Sales @ ZoomInfo
VP of Sales @ ZoomInfo
Director of Sales @ ZoomInfo
Manager, Enterprise Sales @ ZoomInfo

RESOURCES DISCUSSED

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