You need to work 12+ hours a day to be successful here, weekends and holidays while you’re at it. If you’re willing and able to do that, you can crush it at Zoominfo. It’s a great place to start your sales career if you’re hungry and ambitious.
With that being said, the reason you have to do that is due to the chaotic nature of how the sales org is aligned/compensated, no sales territory (it’s a free for all), and product offerings you’ll need to sell. This often leads to high pressure sales tactics, so be prepared for that. All of it is fixable IMO, just a matter if that actually happens.
SDR’s are compensated on competed demos. That means they will book ANYTHING and everything they can….completely understandable on their end btw. However, that leads to very poor meeting quality for the AE team, nothing is qualified. Why are they even joining the call….? What problem are we solving for….? Often these prospects don’t even know…you NEED the right audience to sell this product. When that happens, Zoominfo is a slam dunk choice.
Because the SDR’s are getting squeezed, you’re meeting with prospects that have no business or very little use case, IC’s only looking for a free trial, customers that are price driven and looking for a cheaper solution/cheaper quote (Zoominfo ain’t cheap and for good reason) or fraud attempts because nothing is vetted properly.
You’ll need to prepare for each demo (failing to prepare is preparing to fail of course) and knowing your audience is key in order to make the most impact on the conversation. But that takes TIME. On top of that, more time is wasted running the demo that has little or no chance to move the needle or take a next step, due to all of the above. Some of these companies don’t even have outbound selling motions or a sales force…quantity over quality is not needed here, focus on the revenue, retention and upsell.
If compensation for the SDR’s were paid out on revenue, this problem is almost completely eliminated.
Prospecting is a key piece to the role, but so much time is wasted with these demos it makes it hard to source the revenue you’ll need to hit your number.
Because there is no territory you’ll need to constantly scrub leads to see which ones you can work, that adds even more complexity to the process.
Lastly, you’ll need to sell three different product offerings that are all amazing, but complex. They each need time to understand and grasp the selling motion, but because you’re being bounced all over the place your head will be spinning the entire time.
Drinking water through a hose is a statement often said at Zoominfo, right now it’s more like a Fire Hose.
