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Trent, Account Executive at ZoomInfo: Advize Career Interview
A successful Account Executive at ZoomInfo, a graduate of the University of Idaho, shares insights into a dynamic sales career.
The interview reveals how a rigorous student-athlete schedule translated into the demanding world of sales, emphasizing persistence and a proactive approach to pipeline management.
A typical day involves client meetings, prospecting, and consistent follow-up, all crucial for achieving monthly sales quotas.
The interviewee highlights the importance of teamwork and seeking help, and emphasizes the rewarding aspects of connecting with successful individuals and contributing to a supportive team culture.
Two key entry-level paths are highlighted: outside sales and Sales Development Representative roles.
This professional's journey showcases the valuable transferable skills gained through athletics and the vital lessons learned about consistent performance and collaboration within the tech industry.
The interview is a compelling exploration of a challenging yet rewarding career path in sales, filled with opportunities for continuous learning and networking.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Trent Cowan
Account Executive
ZoomInfo
University of Idaho
N/A
Marketing
Technology
Sales and Client Management
Student Athlete
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Career Path of an Account Executive at ZoomInfo
Trent's career path began as a student athlete at the University of Idaho, where a business marketing degree and four years playing football provided "a lot of preparation" for a sales career. The rigorous schedule of a student athlete, where "my head would hit the pillow one night and I know exactly what I'm doing the next day," proved highly beneficial in transitioning to the demands of a sales role, a skill set which Trent believes is largely due to their experiences as a collegiate athlete.
Main Responsibilities of an Account Executive at ZoomInfo
Trent, a new Account Executive at ZoomInfo, focuses on acquiring "new accounts, new logos, new businesses" in the SMB space, a role perfectly aligned with their sales career since graduating from the University of Idaho. This involves a high volume of meetings ("D ones" and "D twos"), consistent follow-up on a large pipeline of opportunities ("a hundred opportunities"), and ongoing prospecting to meet sales quotas.
A Day in the Life of an Account Executive at ZoomInfo
A typical day for this Account Executive at ZoomInfo involves "three to five meetings," ranging from initial client discovery to follow-ups with stakeholders, interspersed with internal meetings and self-generated prospecting—"hitting the phones" and making cold calls, a strategy the professional finds effective despite differing opinions. The ultimate goal is "closing business," requiring a proactive approach to pipeline management.
Favorite Parts Of Being An Account Executive At ZoomInfo
Trent enjoys selling ZoomInfo's go-to-market software because he gets to "meet with established folks, people that are really successful," learning about their businesses while connecting with individuals in similar sales roles. This broad exposure, interacting with people from diverse backgrounds and locations, makes the job a rewarding experience for Trent, offering continuous learning and networking opportunities.
Biggest Challenges Faced By an Account Executive at ZoomInfo
Trent's biggest challenge as a six-and-a-half-year sales veteran is achieving "consistent month in and month out" results, a struggle exacerbated by the inherent ebbs and flows of sales. This requires diligent "fanatical prospecting," constantly replenishing the pipeline to offset inevitable rejections, a process Trent describes as a "constant battle" still under development.
Favorite Parts Of Working In The Tech Industry As An Account Executive At ZoomInfo
Trent's favorite aspect of the software tech industry, specifically his experience at ZoomInfo, is the supportive and helpful nature of its people; Trent loves that "I've yet to meet somebody that isn't helpful," and strives to pay it forward by mentoring new team members, encouraging them to "badger me with as many questions as you can."
What Type of Person Thrives in Sales According to an Account Executive at ZoomInfo
ZoomInfo's successful account executives possess a potent blend of talent and tireless work ethic; "the best reps are incredibly talented, smart, but they also work immensely hard," demonstrating mastery of discovery to uncover client pain points and tailor solutions, exemplified by asking "what happens if you don't solve that problem?"
What an Account Executive at ZoomInfo Wishes They Had Known Before Entering the Sales Industry
Trent, a ZoomInfo Account Executive with an athletic background, reveals the crucial lesson learned: sales has "peaks and valleys," and success hinges on consistent performance—"what have you done for me lately?"—rather than resting on past achievements. This competitive, numbers-driven environment, while appealing to Trent's competitive nature, isn't for everyone.
Entry-Level Positions for Aspiring Account Executives at ZoomInfo
Trent's career journey began as an "outside sales rep," gaining hands-on experience "from prospecting to closing," which proved invaluable. He highlights two entry-level options for undergraduates: outside sales, offering immediate practical experience, and Sales Development Representative (SDR), a role emphasizing "high activity" and a positive attitude, ultimately setting meetings for account executives.
Significant Career Lesson From An Account Executive At ZoomInfo
Trent, a ZoomInfo Account Executive, learned that "raising your hand when you need help" is crucial for success, shifting from a "win and lose because of me" mentality to embracing teamwork, realizing that "we can be better as a team." This lesson highlights the value of collaboration and seeking assistance from more experienced colleagues to achieve shared goals.
College Experiences That Helped an Account Executive at ZoomInfo Succeed
Trent's experience as a student athlete provided invaluable preparation for a career, instilling "organizational structure" and building a strong network; the rigorous schedule and hard work of football translated to a smoother transition into the professional world, with Trent noting that post-college jobs sometimes feel "a lot easier" than college athletics.
How Identity Has Influenced an Account Executive at ZoomInfo's Career
Trent's experience as a student athlete, playing football "from nine to 23," profoundly shaped their career, highlighting the challenge of transitioning from a significant identity as an athlete to a professional role. The competitive drive honed through sports translates into their current career, finding new outlets like golf while maintaining connections with former teammates, proving a strong background for success in sales.
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