What does it take to lead a public go-to-market organization through rapid change without losing focus?
In this episode, Kyle Norton sits down with James Roth, CRO of ZoomInfo, to unpack the leadership principles, GTM evolution, and cultural shifts powering ZoomInfo’s next chapter. From rethinking account ownership models to re-centering around core strengths like data and AI enablement, James shares how he's helping rebuild ZoomInfo into a sharper, more focused enterprise.
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Key chapters:
(00:00) - Introduction to Revenue Leadership Podcast
(01:16) - Guest Introduction: James Roth's Journey
(03:11) - Building Resilience and Grit in Sales
(07:41) - Leading Through Change: Personal Experiences
(09:29) - Navigating Market Challenges and Personal Growth
(18:34) - The Importance of a Growth Mindset
(36:57) - The Rebirth of ZoomInfo: Adapting to Market Changes
(45:48) - Go-to-Market Strategy: Shifts and Innovations
(59:45) - Segmentation and Account Management Strategies
(01:12:22) - The Enablement Journey for Sales Reps
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