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.
Sales, Consistency, Prospecting, Pipeline Management, Resilience
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
Video Highlights
1. Maintaining sales consistency month over month requires diligent prospecting and pipeline management.
2. The challenge of consistent prospecting is amplified by high rejection rates; success depends on the ability to handle setbacks and stay focused.
3. Trent's experience highlights the importance of consistent effort in sales, and how neglecting prospecting can lead to future shortfalls. His recommendation of the book "Fanatical Prospecting" by Jeb Blount is a valuable resource for aspiring sales professionals.
Transcript
What is your biggest challenge in your current role?
I'd say the biggest challenge, especially in sales, is consistency. I've been in sales for six and a half years, and it's something I've fought for.
There are naturally ebbs and flows in sales, but having that consistent month in and month out is difficult. For example, I had a bad January this year, and it set me back. Since then, I've done well, month in and month out. But having that consistent flow is something I'm still trying to conquer to this day.
I think that's the biggest challenge. I read a book called "Fanatical Prospecting" by Jeb Blount a long time ago. He's a great sales mind.
One thing that really stood out to me is that if you don't prospect in March, you'll be fine in March and probably in April. But what's going to happen is in May and June, that's when it's going to come back to bite you.
When you have a hundred opportunities, people you've already met with and deemed good fits, it's easy to get laser-focused on your pipeline. But you have to realize a lot of those will say no, and you have to fill in those losses.
It's a constant battle of consistent prospecting, ensuring a full pipeline. Statistically, you're going to get many "no's" – 80 plus percent, 75 plus percent of the time. You can't let that affect you.
You just have to find a way to stay consistent, whatever that looks like. That's something I'm still trying to figure out today. And I would say that's the biggest challenge in sales.