“The abstract of it’s that we prospected like heck, we did most likely 50 to 100 demos, we struck out lots, and each time we struck out we simply stored going and going and going. We pulled out each useful resource we probably might, and we didn’t let ‘no’ defeat us, as a result of we knew it was a superb alternative.” — Andy Lyon
When Andy Lyon began at ZoomInfo, folks known as him “Andy Cub.” The nickname was his group’s manner of each cheering him on and likewise playfully acknowledging the elephant within the room: He wasn’t closing any offers (or, in different phrases, he — regardless of his final title — “was not but a lion”). His background in leisure gross sales for lodges made for a less-than-smooth transition into information and software program, which is what led our CEO, Henry Schuck, to have a good time Lyon’s first closed-won deal by blasting “I Can’t Wait to Be King” from the Lion King — in French — all through the gross sales flooring.
Quick ahead seven years later, and Lyon has simply closed the most important deal in ZoomInfo historical past: an eight determine deal.
Between an 11-month gross sales cycle, a $0 deal, and a request for proposal (RFP) with 67 folks on one name, Lyon’s best problem — regardless of hurdle after hurdle — was preserving the religion. Learn on to learn how he did simply that.
Challenges to Closing Large Enterprise Offers
Problem #1: Inventive Outreach (March 2020)
When Lyon and his SDRs, Reed Newcomer and Rachel Gilkes, came upon that John, their first prospect, had labored on an apple orchard, that they had the right opening for the preliminary outreach e-mail:
Topic: “Cherries, Apples, and Information”
John – Having labored on desk grape and citrus farms in Australia proper out of highschool, I’ve to say the [name redacted] farms portion of your resume was a cool factor to see (therefore the topic line).”
I’m undecided if Reed’s pictures confirmed up on-line for you, or as attachments, however the scoops he included are straight from ZoomInfo, and yours to share with the group. I’m heading to your space within the 2nd week of March, however over the previous few weeks, I’ve talked to a number of reps promoting into the Public Sector who’ve inquired about entry. I hoped to attach and see how we will higher serve your org with the partnership that’s already in place, or maybe we’re already working along with your colleagues and I simply haven’t spoken with them but.
Both manner, I’d love to attach earlier than I’m on the mothership subsequent month.
Finest regards,
Andrew Lyon
With this intro, Lyon began out sturdy. There gave the impression to be about $100,000 in alternative, and the deal was shifting ahead.
Then, the corporate — which was within the technique of buying one other — noticed an issue: The 2 firms have been each clients of ZoomInfo, and so they have been paying two totally different costs.
Now Lyon was confronted with consolidating the contracts.
Problem #2: The $0 Deal (Could 2020)
The primary firm introduced its acquisition two years previous to when it really occurred. Inside this timeframe, each firms had signed separate contracts with ZoomInfo.
Provided that the contracts had confidentiality clauses — and that the merger had not but been made official — Lyon wasn’t at liberty to reveal the small print to each firms. When the groups on the two organizations conferred, nonetheless, and introduced this to Lyon’s consideration, he made a daring resolution: With the intention to offset the costs, he would give them an enormous variety of licenses. Free of charge.
“We have been beneath no obligation to do that, however we needed to do it to point out them that we have been a superb associate,” Lyon mentioned.
“It’s gut-wrenching as an AM since you don’t make something on a $0 transaction, however you need to do all of the work for it. You continue to must undergo contracting, you continue to must construct an official quote, you need to have all of the conversations, you need to inform all of your bosses that depend on upsell income that we’re taking the zero … However the thought was, in the long term, this can repay.”
Problem #3: Overcoming the Naysayer (September 2020
In the identical month that Lyon misplaced the primary deal, he instantly began prospecting for the second. A vital piece of knowledge he had realized was that the 2 firms have been planning to mix Salesforce cases within the close to future, which might solely imply one factor:
They wanted clear information.
Lyon continued prospecting and ultimately bought one of many group’s information hygienists on the telephone, whose job, Lyon realized, was to make sure that the company hierarchy construction information in Salesforce was clear.
Bingo.
Issues have been shifting ahead once more. The entire group gave the impression to be on board — apart from one particular person.
“There was one man who was simply adamant about this notion that he had had from a number of years in the past: That our account information wasn’t sturdy sufficient,” Lyon mentioned.
Lyon and his group did every part they might do to dispel the parable, however they couldn’t cease it from spreading. They might, nonetheless, make the supply of a lifetime: 30 million credit and limitless licenses.
“It was most likely the perfect deal we’ve ever provided. And so they didn’t take it.”
Problem #4: The 67-Particular person RFP (October 2020)
Lower than a month later, the corporate had a change of coronary heart and despatched a proper RFP, which included a multi-page questionnaire about each side of ZoomInfo, from income to variety and inclusion hiring initiatives.
“Between information providers, contracts group, management group, CSMs, SDRs, VPs of merchandise, and resolution gross sales group, there have been about 40 people who have been serving to on this deal. We had one name the place the RFP viewers was a complete of 67 folks.”
From mid-November to late December, Lyon and the group have been in full combating mode. Proper on the finish of the yr, the corporate gave its reply:
No, but once more — however this time, due to a competitor, and so they wouldn’t inform Lyon who.
“That’s form of the place you grit your tooth and also you simply combat by means of it. Simply since you misplaced doesn’t imply it’s over. You could possibly lose the Tremendous Bowl one yr and win it the following.”
Problem #5: Closing an Eight-Determine Deal (February 2021)
Within the first quarter of the brand new yr, Lyon nonetheless stored pushing. Regardless of who the competitor was, he was assured that Zoominfo nonetheless had quite a few use instances that may profit the corporate.
“We walked them by means of each use case you would probably do with ZoomInfo — automated workflows, information hygiene, prospecting, ReachOut, integrations with third-party programs, and many others. — in a slide deck that’s now being leveraged by our complete strategic group.”
From mid-January on, Lyon and the group entered a negotiating frenzy, and in February 2021, they bought a sure. After a five-week procurement course of, Lyon closed the eight determine deal.
How did he do it?
When requested about how he pulled this deal off, Lyon’s fast response was, “It was a group effort.”
So many individuals, he insisted, from colleagues to managers, deserved credit score for his success. The piece of recommendation he took most to coronary heart through the course of was to show his frustration into ardour.
“Typically, I’d have a dialog with one in all my bosses or former bosses, and I’d be so indignant and simply passionate on the telephone, and the steerage they gave me was, ‘How come you weren’t like this on the decision?’” he mentioned. “In case you’re enthusiastic about one thing, and you actually imagine that you simply’re going to remodel somebody’s enterprise, allow them to see that you simply care about it simply as a lot as they do.”
When it got here to Lyon’s motivation and his will to maintain the religion, there was one thought he stored returning to: his household.
“I’ve a imaginative and prescient board above my desk of what I needed to purchase with my fee, and I’ve an image of my youngsters and my spouse on my desk, and so each name, I used to be simply doing it for them. The fee is good, however what’s the fee going to do for my household? That was my private motivation.”
Though his present work-from-home setup doesn’t permit for “I Can’t Wait to Be King” to sound all through the gross sales flooring, a minimum of Lyon can relaxation assured about one factor: He’s actually earned his title.
