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.
Sales, Communication, Prospecting, Meeting Management, Pipeline Management
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. A day-to-day life of an Account Executive involves 3-5 meetings, which can be new prospect meetings or follow-up meetings with existing clients and stakeholders.
2. Account Executives need to participate in internal meetings, team meetings, and one-on-one meetings with their managers, as well as collaborate with other departments.
3. In addition to meetings, prospecting is a crucial part of the job, involving activities such as emailing, cold calling, and other lead generation strategies to maintain a full pipeline of potential clients and opportunities.
Transcript
What does a day in the life of an account executive look like?
A lot. It can be very different from day to day, but generally I'll have about three to five meetings. These could be new discovery meetings, where we're meeting a prospect for the first time and demonstrating the platform.
Or they could be D2 meetings. We've already met with them, and we might be meeting with other stakeholders or decision-makers to answer any questions they may have. So, about three to five meetings per day.
On top of that, you have internal meetings, team meetings, one-to-ones with your manager, and huddles with other departments. And then, of course, there's prospecting. This includes follow-up emails, cold calling, and anything else you can do.
The goal is to either move a current opportunity forward or source your own. You have to make your own luck. Meetings are sometimes fed to me, but I also do my own prospecting.
If the pipeline is a little dry, I have to ensure it's full. The best way to do that is by making calls. Smile and dial. I actually don't mind calling, and I think it's the best approach.
People have different opinions on whether cold calling is dead or not. I feel it's much easier to ignore an email than to ignore someone on the phone.
So, that's my day in the life. It varies, but it involves a lot of meetings, a lot of prospecting, and ultimately trying to close business.