The CEO's Playbook for Enterprise Selling Success

The Modern Selling Podcast

Have you ever wondered about the myths surrounding AI-driven sales engagement strategies? Let's talk about three common myths and uncover the truth behind them. But before we dive in, let's explore the real strategies that are revolutionizing sales engagement using AI. Stay tuned for the secrets!

If you're feeling overwhelmed by the time it takes to gather and analyze data for your sales strategies, then you are not alone! Are you tired of juggling multiple tools and platforms to make informed decisions?

It's time to streamline your sales process with AI-driven insights. Let's revolutionize the way you engage with potential customers and boost your sales efficiency!

Henry Schuck, the founder and CEO of Zoom Info, shared his remarkable journey with Mario in this Modern Selling Podcast Episode. Starting the business from his law school dorm with a bold move of putting $25,000 on his credit card, Henry's vision was clear - to build a data asset and a platform to deliver high-quality data to sales and marketing professionals.

I'm no longer then just thinking of Zoom info as the platform that's going to give me names, contact information, titles, data enrichment. I am now thinking of it as a tool that's helping with account research, account insights and, or buying and signals or prioritization. - Henry Schuck

My special guest is Henry Schuck

Henry Schuck is the visionary CEO and founder of Zoom Info, a prominent figure in the sales and marketing industry for over 17 years. With a strong foundation in building a data asset and platform, Henry has successfully provided high-quality data on companies and business professionals to over 35,000 customers. His strategic focus on leveraging AI-driven strategies for efficient sales engagement has been instrumental in driving the company's success. Henry's expertise and achievements position him as an authoritative voice in the realm of sales efficiency and scalable growth, making his insights invaluable for sales teams looking to optimize their strategies.

Henry's commitment to leveraging AI-driven strategies for sales engagement has not only transformed Zoom Info but has set a benchmark for the sales industry as a whole. His wealth of experience and innovative approach make him a compelling source of insights for sales professionals seeking to enhance their sales plan's efficiency and growth at scale.

In this episode, you will be able to:

• Harness the power of AI-driven sales engagement strategies to supercharge your sales process.

• Unlock the potential of personalization in C-suite sales tactics to build stronger, more profitable relationships.

• Discover the game-changing impact of multi-threading in sales processes and how it can revolutionize your approach.

• Navigate the transition from a service to a SaaS business model with expert insights and key strategies for success.

• Gain valuable insights into evaluating sales tool effectiveness in driving revenue and optimizing your sales tech stack.

The key moments in this episode are: 00:00:08 - Introduction to Vengreso and FlyMSG 00:01:17 - Special Guest: Henry Schuck 00:02:18 - Establishment of Zoom Info 00:05:29 - Discoverorg-Zoom Info Connection 00:09:47 - Henry's Legal Background and Risk Management 00:14:56 - Personalized Messaging in Sales 00:17:53 - Targeting Different Organization Sizes 00:21:08 - Targeting High-Level Executives 00:24:25 - Getting C-Suite Involvement 00:27:50 - Navigating Trust and Involving C-Suite 00:28:26 - Leveraging Champions for Meetings 00:29:18 - Connecting at Different Levels 00:30:40 - Building Strong Relationships 00:32:34 - Fostering Partnership with Clients 00:33:45 - Contrasting Sales Tactics for Different Segments 00:41:55 - Importance of Multi-Threading in Sales and Marketing 00:43:24 - Utilizing AI for Efficient Sales 00:45:05 - AI-Driven Account Briefs 00:48:07 - Revolutionizing Go-to-Market Strategy

Timestamped summary of this episode: 00:00:08 - Introduction to Vengreso and FlyMSG Mario Martinez introduces himself as the CEO and founder of Vengreso, creators of FlyMSG, a free personal writing assistant and text expander application. He sets the stage for the podcast's focus on helping sales leaders grow their sales numbers at scale. 00:01:17 - Special Guest: Henry Schuck Mario introduces Henry Schuck, CEO and founder of Zoom Info, as a special guest. He expresses excitement about having Henry on the show and highlights their shared interest in the evolution of service companies into SaaS companies. 00:02:18 - Establishment of Zoom Info Henry provides a background on Zoom Info, detailing its founding in 2007 and the company's focus on building a data asset to deliver high-quality data to sales and marketing professionals. He emphasizes the importance of identifying companies in the market for products and services. 00:05:29 - Discoverorg-Zoom Info Connection Henry discusses the acquisition of Zoom Info and the subsequent name change from Discoverorg to Zoom Info. Mario shares a story about using Discoverorg's data to demonstrate the ROI and effectiveness of sales tools, ultimately leading to the decision to discontinue data.com. 00:09:47 - Henry's Legal Background and Risk Management Henry reveals his legal background as a licensed attorney in two states, highlighting the credibility it brought to his role as CEO and the value of understanding and managing business risks. 00:14:56 - Personalized Messaging in Sales Henry emphasizes the importance of personalized messaging in sales. Generic messages are ineffective, and it's crucial to tailor the pitch to address specific problems a company is trying to solve. 00:17:53 - Targeting Different Organization Sizes Henry discusses the differences in engagement when dealing with smaller versus larger organizations. As a company grows, decision-making is delegated, and it's essential to adjust the messaging and approach accordingly. 00:21:08 - Targeting High-Level Executives Henry shares his perspective on engaging high-level executives in the sales process. He emphasizes the importance of building trust and partnership with the company's champion first before involving C-suite executives. 00:24:25 - Getting C-Suite Involvement The challenge of involving C-suite executives in the sales process is addressed. Henry advises leveraging the champion in the business to facilitate C-suite involvement and transition from a seller-buyer dynamic to a unified team dynamic. 00:27:50 - Navigating Trust and Involving C-Suite Henry provides insights on navigating trust when involving C-suite executives in the sales process. He highlights the importance of maintaining trust with the champion and offers strategic ways to involve executives without undermining the existing relationship. 00:28:26 - Leveraging Champions for Meetings Henry advises pressing your champion to secure a meeting instead of assuming they will seal the deal. He suggests asking the champion to arrange a meeting with decision-makers and leveraging executives to assist in the process. 00:29:18 - Connecting at Different Levels Henry highlights the importance of connecting with individuals at different levels within the company. He suggests using platforms like LinkedIn to establish connections with managers and managers' managers, showing familiarity with the company's operations and competitors. 00:30:40 - Building Strong Relationships Mario shares an anecdote about building a strong relationship with a CIO at a global pharmaceutical distribution company. The CIO valued vendors who could help improve the business and stand out from competitors. This emphasizes the importance of understanding the client's business and offering solutions. 00:32:34 - Fostering Partnership with Clients The discussion emphasizes the concept of partnership with clients. Henry emphasizes the goal of being a strategic advisor to clients, where they feel comfortable reaching out for assistance with go-to-market problems. Building such relationships leads to continuous growth with clients. 00:33:45 - Contrasting Sales Tactics for Different Segments Henry discusses the differences in sales tactics for small and medium-sized businesses versus enterprise sales. He emphasizes that enterprise sales require relationship-building and understanding the decision-making process, while mid-market sales are more velocity-driven. Sales leaders need to manage metrics differently for each segment. 00:41:55 - Importance of Multi-Threading in Sales and Marketing Henry discusses the importance of multi-threading in sales and marketing at ZoomInfo, emphasizing the need to involve both sales and marketing decision-makers for a more effective approach towards target accounts. 00:43:24 - Utilizing AI for Efficient Sales Henry explains how ZoomInfo uses AI to prioritize target accounts based on collected signals, making the sales process faster and more efficient. He also discusses the use of AI to gather account insights and research, saving time for sales reps. 00:45:05 - AI-Driven Account Briefs Henry elaborates on how ZoomInfo's AI function brings together various data sources, including third-party data, to provide comprehensive account briefs, enabling sales reps to access valuable insights without spending hours on manual research. 00:48:07 - Revolutionizing Go-to-Market Strategy Henry and Mario discuss how ZoomInfo's journey of acquisitions has led to the development of a total solution for the marketplace, impacting their go-to-market strategy. Henry shares how the company's vision has evolved and expanded to deliver a comprehensive offering to customers.

Henry Schuck's realization that most companies lack comprehensive data on existing and potential customers led to the evolution of Zoom Info's data asset, now comprising 100 million companies and 300 million business professionals. Henry's passion for leveraging data to identify companies in the market for specific products and services is truly inspiring. He emphasized the importance of personalization in sales engagement, drawing from his own experience and the pivotal role of legal education in understanding risk and business decision-making. This journey not only highlights Henry's entrepreneurial spirit but also offers valuable insights into leveraging data and personalization in the sales process.

Henry Schuck, has been at the forefront of revolutionizing sales and marketing strategies for over 17 years. His relentless pursuit of high-quality data solutions has empowered over 35,000 customers to engage with their next best customers, identify key decision-makers, and understand market segments.

The resources mentioned in this episode are:

• Connect with Henry Schuck on LinkedIn or Twitter to engage in further conversation about sales strategies and AI implementation.

• Download the FlyMSG extension for free to save 20 hours or more in a month and increase productivity with a free text expander and personal writing assistant.

• Reach out to Henry Schuck via email at [e-mail] to connect directly and discuss sales strategies, AI implementation, or any other related topics.

• Give the Modern Selling Podcast a five-star rating and review on iTunes to show support and help the podcast reach a wider audience.

• Watch Shawshank Redemption, Henry Schuck's all-time favorite movie, for an engaging and thought-provoking cinematic experience.