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 Introductions

2:45 ZoomInfo's commitment to Vancouver, WA

5:30 The Beer portion of the program

7:57 How to manage growth & executing on opportunities

10:56 Learning from failure

14:20 Best ways to focus on your Total Addressable Market (TAM) - fit and intent

17:33 How company size impacts your ability to pivot

19:56 Ripcord moments

21:21 Cofounding a small business

26:32 Always have a contract

28:11 Tips for scaling your business

32:15 The natural tension between Sales and Operations

34:57 The hardest thing Chris had to sell

35:50 Keys to weathering an economic downturn

39:30 Ways to look bigger as a small business

42:15 The Final Action

43:45 Wrap up

Guest Beer:

Victor 23 Craft Brewery - Vancouver, WA

Briefcase Full of Hops, Fresh Hop Hazy IPA, 7% ABV

Thanks to all our Sponsors of the Passages to Success Fall Conference:

Comcast Business

The Port of Vancouver

Gravitate

Greenhaven Landscapes

Rational Unicorn

In Light Hyperbarics

Twin Star Credit Union

Chase

Victor 23 Craft Brewery

Valo Cellars

Heathen Brewing

K Water Store

The Barbers