Steven Bryerton

Steven Bryerton, an SVP of Sales at ZoomInfo, shares invaluable insights into effective sales techniques. He emphasizes the importance of asking tough questions to gauge prospect enthusiasm and uncover their true needs. Bryerton advises tailoring your pitch by understanding what prospects discuss in internal meetings. He warns against overwhelming potential clients with software details that may lead to confusion or cost concerns. Recapping conversations and addressing specific client requirements are also key strategies to foster successful engagements.

In this engaging conversation, Steven Bryerton, SVP of Sales at ZoomInfo, shares his journey in transforming sales strategies to close bigger deals. He emphasizes the need for dedicated teams for enterprise versus SMB sales. Discover how to track win rates effectively, optimize SDR compensation, and utilize frameworks like MEDDPICC to enhance discovery. Bryerton provides actionable insights on analyzing sales performance metrics and prioritizing high-value accounts, making the sales process more efficient and effective in landing substantial deals.

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.