Show notes
This episode was recorded live from The Ripple Space in Downtown Vancouver, WA at the Passages to Success Fall Conference. Our guest is Chris Hays, President and COO of ZoomInfo. It's not often that you get to talk to an executive leader of this caliber. Chris shared his experience in growing ZoomInfo into a multibillion dollar public company and provide very relatable ideas for small business owners around sales, growth, scaling, failure, exit strategy, and ways to weather an economic downturn. Prost!Episode Highlights:0:37 Introductions2:45 ZoomInfo's commitment to Vancouver, WA5:30 The Beer portion of the program7:57 How to manage growth & executing on opportunities10:56 Learning from failure14:20 Best ways to focus on your Total Addressable Market (TAM) - fit and intent17:33 How company size impacts your ability to pivot19:56 Ripcord moments21:21 Cofounding a small business26:32 Always have a contract28:11 Tips for scaling your business32:15 The natural tension between Sales and Operations34:57 The hardest thing Chris had to sell35:50 Keys to weathering an economic downturn39:30 Ways to look bigger as a small business42:15 The Final Action43:45 Wrap upGuest Beer:Victor 23 Craft Brewery - Vancouver, WABriefcase Full of Hops, Fresh Hop Hazy IPA, 7% ABVThanks to all our Sponsors of the Passages to Success Fall Conference:Comcast BusinessThe Port of VancouverGravitateGreenhaven LandscapesRational UnicornIn Light HyperbaricsTwin Star Credit UnionChaseVictor 23 Craft BreweryValo CellarsHeathen BrewingK Water StoreThe Barbers