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

In this episode of The Leadership Show, Steven Bryerton, SVP of Sales at ZoomInfo, shares actionable strategies for sales leaders aiming to close bigger deals. He emphasizes measuring win rates by time cohort to understand deal velocity and coaching opportunities, assessing deal health through key metrics like sales engineer involvement and business case creation, and monitoring daily pacing of pipeline creation, deal closures, and average sales price. Bryerton details how segmenting sales teams by enterprise and SMB focus, adjusting SDR compensation plans to prioritize quality over quantity, and implementing a MEDDPICC-based sales methodology helped ZoomInfo increase deal sizes. He also highlights the importance of not discussing pricing too early in the sales process to focus on value and problem discovery.