146 (Sell): Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
146 (Sell): Winning over the CEO by turning their team into champions (Henry Schuck, CEO & Founder @ ZoomInfo)
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ZoomInfo: 5 Plays, 30MPC Style
FOUR ACTIONABLE TAKEAWAYS
Don’t let the fear of breaking rapport prevent you from asking for the next step.
Answer the yes-or-no questions and SHUT UP!
Figure out their vision through discovery, then tell the story of their business in terms of how other world class teams use you to achieve it.
Turn the CEO's team into your champions to get the inside scoop on everything about them beforehand.
PATH TO PRESIDENT’S CLUB
CEO & Founder @ ZoomInfo
CEO & Co-founder @ DiscoverOrg
Adjunct Professor @ Washington State University
RESOURCES DISCUSSED
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