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?"
Hard work, Sales experience, Discovery skills, Communication skills, Problem-solving skills
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. Hard work and dedication are essential for success in the sales industry, with top performers often having eight or more meetings per day while maintaining consistency and preparation.
2. Effective discovery and understanding the client's pain points are crucial. Top salespeople ask probing questions to uncover needs and tailor solutions accordingly.
3. A combination of talent, intelligence, charm, and diligent work ethic contributes to success in sales roles at ZoomInfo and similar companies.
Transcript
How would you describe people who typically thrive in this industry?
I think it's a loaded question with many different things you could say. But I believe it all comes down to rolling up your sleeves and hard work.
At ZoomInfo, there are so many talented people. The best reps are incredibly talented and smart, but they also work immensely hard. They are true hard workers.
It's a beautiful combination of sales background and experience, and then also the fact that they are hard workers. There are folks out there who will have eight meetings a day, back to back.
But they don't dip; they don't have worse meetings than others. They are consistent in their meetings and how they run them. They do due diligence before their meetings so they are prepared.
They do great discovery and then tailor the demo to the pain point. The best salespeople, the people who thrive here at ZoomInfo, I think the biggest thing is discovery. That's key.
You have to get to that pain point and then tailor what we solve back to that pain point. Our best reps do that through great discovery questions, poking and prodding to get to the pain.
They ask questions like, "What happens if you don't solve that problem?" or "What are you striving for today? What are your goals for 2024?" They align how ZoomInfo can help with those goals or pain points.
That's what our best reps do, what I see. They are obviously very talented, smart, and charming. Ultimately, they are really hardworking.