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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:

• Metrics Playbook
• Join our weekly newsletter
• Things you can steal
• Save $50 on any 30MPC course with code “PODCAST”
• Free Sales Templates, Scripts and Guides