How to Close Bigger Deals by Doing LESS in the First Call | Steven Bryerton | Ep. 329
Update: 2025-08-05
Description
š§Ā Cold Email Course: http://bit.ly/44K6jy3
āļøĀ Cold Call Course: https://bit.ly/4jqQ4w2
š®Ā Discovery Course: https://bit.ly/4cQYaM8
š ļøĀ 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.
šļøĀ 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.
STEVENāS PATH TO PRESIDENTāS CLUB:
- SVP of Sales @ ZoomInfo
- Vice President of Sales @ DiscoverOrg
RESOURCES DISCUSSED:
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