Biggest Challenges Faced by an Enterprise Account Manager at ZoomInfo
Aaron, an Enterprise Account Manager at ZoomInfo, identifies the biggest challenge as the lack of control over external factors influencing sales, stating, "I can't force a client to sign an order form." This highlights the inherent unpredictability of sales, exemplified by a recent client's unexpected bankruptcy, showcasing the need for adaptability and focus on controllable aspects like preparation and strategic questioning.
Sales, Account Management, Client Relations, Business Development, Unexpected Challenges
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Aaron Levine
Enterprise Account Manager
ZoomInfo
The University of Arizona, 2012
N/A
Business Management & Admin
Technology
Sales and Client Management
Worked 20+ Hours in School, Greek Life Member, Student Athlete
Video Highlights
1. Managing Unexpected Challenges: Account managers must adapt to unforeseen circumstances, such as client bankruptcy, which can impact sales targets. Success involves focusing on controllable factors like preparation and asking the right questions.
2. Influence, Not Control: The role involves influencing clients, not dictating outcomes. The ability to build relationships and guide clients toward decisions is key, as the account manager cannot directly force a sale.
3. Importance of Organization and Preparation: Proactive preparation, including organization and strategic questioning, are crucial for success even when external factors are beyond the account manager's control.
Transcript
What is your biggest challenge in your current role?
I'd say the biggest challenge in my current role is that I don't have control over every little aspect of what is going on, or more importantly, what is going to happen. So all I can do is control what I can control.
This includes being organized before a meeting and making sure I'm asking the right questions. At the end of the day, since I am in a sales position, I can't force a client to sign an order form.
There are other factors that come into play. Just like last week, out of nowhere, one of my clients filed for bankruptcy when we had been talking about a potential big sale. It's things like that that come out of nowhere and catch you by surprise.