Search a title or topic

Over 20 million podcasts, powered by 

Player FM logo
Artwork

Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://player.fm/legal.
Player FM - Podcast App
Go offline with the Player FM app!

How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton | Ep. 329

37:14
 
Share
 

Manage episode 498379351 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals.

🎙️ ACTIONABLE TAKEAWAYS

  • Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments.
  • Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume.
  • Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle.
  • Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies.

STEVEN’S PATH TO PRESIDENT’S CLUB:

  • SVP of Sales @ ZoomInfo
  • Vice President of Sales @ DiscoverOrg

RESOURCES DISCUSSED:

  continue reading

537 episodes

Artwork
iconShare
 
Manage episode 498379351 series 2782528
Content provided by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

📧 Cold Email Course: http://bit.ly/44K6jy3

☎️ Cold Call Course: https://bit.ly/4jqQ4w2

🔮 Discovery Course: https://bit.ly/4cQYaM8

🛠️ Free Toolkits: http://bit.ly/4nZwvO5

Steven Breyerton, SVP of Sales at ZoomInfo, reveals how he took his team from transactional closes to enterprise-level deals by rethinking win rates, redefining SDR comp plans, and operationalizing deeper discovery. This episode is a tactical roadmap for sales leaders ready to level up their pipeline and close bigger, higher-quality deals.

🎙️ ACTIONABLE TAKEAWAYS

  • Track win rates by time cohort (T0, T1, etc.) to diagnose deal velocity, rep behavior, and coaching opportunities across segments.
  • Incentivize quality over quantity in SDR comp plans by weighting toward qualified meetings and multi-threading efforts instead of raw meeting volume.
  • Adopt frameworks like MEDDPICC (ICE-first) to strengthen discovery and identify pain, champions, and economic buyers early in the sales cycle.
  • Segment daily metrics by segment type (SMB vs. enterprise) to ensure appropriate pacing, forecasting accuracy, and ASP growth strategies.

STEVEN’S PATH TO PRESIDENT’S CLUB:

  • SVP of Sales @ ZoomInfo
  • Vice President of Sales @ DiscoverOrg

RESOURCES DISCUSSED:

  continue reading

537 episodes

All episodes

×
 
Loading …

Welcome to Player FM!

Player FM is scanning the web for high-quality podcasts for you to enjoy right now. It's the best podcast app and works on Android, iPhone, and the web. Signup to sync subscriptions across devices.

 

Copyright 2025 | Privacy Policy | Terms of Service | | Copyright
Listen to this show while you explore
Play