Will Frattini

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.

Will Frattini, an experienced sales practitioner, shares invaluable insights for first-time sales hires in startup environments. He emphasizes the importance of shadowing the founder to understand their initial success and replicating their value hook. Discussing pipeline-building without tools, he suggests focusing on feedback and iteration. Will also reveals how he scaled a zero-base office to $3M by teaching others his approach and stresses the significance of qualified meetings over vanity KPIs. His practical tips will resonate with anyone facing sales challenges.

Sales professionals discuss the dangers of task saturation and the importance of prioritization for productivity. Tips include optimizing daily routines, managing workloads efficiently, and navigating high-stakes deals amidst chaos. Strategies focus on efficient time allocation, leveraging tools like ZoomInfo, and blending science with art to reach target audiences effectively.