Jeff Zito: 30-60-90 Plans and Account Planning for B2B Sellers

48min | 02/22/2026

Description

Jeff Zito just accepted a new role as Regional Vice President at Cadent and he joins Michael Hess on the MySalesDay Podcast to break down the exact frameworks that help B2B sellers ramp faster and sell more strategically.

This episode tackles two topics that can change your year: building a practical 30 60 90 plan when you start a new role and running a simple account planning process that keeps you proactive instead of stuck “selling out of your inbox.” Jeff shares how he approached his own 30 60 90 request, why early credibility matters, and how to set realistic expectations around activity, meetings, and momentum. Then the conversation shifts into account planning, including account segmentation, retention risk, and relationship mapping so one contact is not a single point of failure.

If you are a B2B sales professional or sales manager, this is a playbook episode on speed to market, building pipeline early, and creating repeatable habits that compound over time.

Time stamps
00:26 Jeff Zito announces his new role as Regional Vice President at Cadent
01:39 Why 30 60 90 plans matter and how they connect to account planning
03:54 Jeff’s reaction to being asked for a 30 60 90 and how he built it
06:00 The foundations of a strong 30 60 90 plan: learn, diagnose, execute
08:44 What “closing” really means in the first 90 days and the value of mini wins
10:49 Setting expectations with your manager and how to sniff out unrealistic plans
11:58 First 30 days priorities: master territory, audit pipeline, prospect immediately
13:27 How to coach hesitant sellers and create early “layups” for confidence
15:17 What must happen in your first 90 days to set up a strong year
17:25 Prep work and organization as the hidden advantage in ramping fast
20:41 When new hires should be tested on objections, competitors, and messaging
22:01 The effort standard in modern sales and why the first week matters
27:01 Shadowing, role playing, and peer learning to accelerate readiness
30:15 Holding activity levels accountable and leading by example as a manager
35:39 Account planning as the shift from reactive to strategic selling
37:26 Segmenting accounts and focusing time where revenue is most likely
38:45 Protect, retain, grow: managing risk and finding white space
45:05 Relationship mapping to reduce risk and build multiple champions
47:52 The best plans are owned by the rep and built with follow through

Watch the full interview on the MySalesDay YouTube channel
Subscribe to the daily sales newsletter at MySalesDay.io
#MySalesDay #B2BSales #SalesPodcast #SalesMotivation

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About MySalesDay

Sales is hard...brutally hard.

And it's messy.

My Sales Day is a podcast BY Sellers, FOR Sellers.

I’m Michael Hess, Founder and Chief Seller Advocate of “My Sales Day”, and it's my job to make “the sales life” "less messy" for you...and of course, to help you excel and perform at your peak abilities.

My goal is to make your time here educational, inspirational, and actionable. And yeah, entertaining too…sales doesn’t have to be boring! Selling is fun too, so let’s have some of that here as well.

You'll get skill ideas, action items, and hugs.

Yes, hugs.

You need support and you don't often get it from inside your org, and you certainly don't get it from the street.

The goal of this show is that you walk away with ideas, confidence, and a whole lot of skip in your step.

And if you need more of this positivity in your sales day, be sure to read the MySalesDay email which you can get by subscribing at mysalesday.io.

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About MySalesDay

Sales is hard...brutally hard.

And it's messy.

My Sales Day is a podcast BY Sellers, FOR Sellers.

I’m Michael Hess, Founder and Chief Seller Advocate of “My Sales Day”, and it's my job to make “the sales life” "less messy" for you...and of course, to help you excel and perform at your peak abilities.

My goal is to make your time here educational, inspirational, and actionable. And yeah, entertaining too…sales doesn’t have to be boring! Selling is fun too, so let’s have some of that here as well.

You'll get skill ideas, action items, and hugs.

Yes, hugs.

You need support and you don't often get it from inside your org, and you certainly don't get it from the street.

The goal of this show is that you walk away with ideas, confidence, and a whole lot of skip in your step.

And if you need more of this positivity in your sales day, be sure to read the MySalesDay email which you can get by subscribing at mysalesday.io.

Hosted on Ausha. See ausha.co/privacy-policy for more information.

Description

Jeff Zito just accepted a new role as Regional Vice President at Cadent and he joins Michael Hess on the MySalesDay Podcast to break down the exact frameworks that help B2B sellers ramp faster and sell more strategically.

This episode tackles two topics that can change your year: building a practical 30 60 90 plan when you start a new role and running a simple account planning process that keeps you proactive instead of stuck “selling out of your inbox.” Jeff shares how he approached his own 30 60 90 request, why early credibility matters, and how to set realistic expectations around activity, meetings, and momentum. Then the conversation shifts into account planning, including account segmentation, retention risk, and relationship mapping so one contact is not a single point of failure.

If you are a B2B sales professional or sales manager, this is a playbook episode on speed to market, building pipeline early, and creating repeatable habits that compound over time.

Time stamps
00:26 Jeff Zito announces his new role as Regional Vice President at Cadent
01:39 Why 30 60 90 plans matter and how they connect to account planning
03:54 Jeff’s reaction to being asked for a 30 60 90 and how he built it
06:00 The foundations of a strong 30 60 90 plan: learn, diagnose, execute
08:44 What “closing” really means in the first 90 days and the value of mini wins
10:49 Setting expectations with your manager and how to sniff out unrealistic plans
11:58 First 30 days priorities: master territory, audit pipeline, prospect immediately
13:27 How to coach hesitant sellers and create early “layups” for confidence
15:17 What must happen in your first 90 days to set up a strong year
17:25 Prep work and organization as the hidden advantage in ramping fast
20:41 When new hires should be tested on objections, competitors, and messaging
22:01 The effort standard in modern sales and why the first week matters
27:01 Shadowing, role playing, and peer learning to accelerate readiness
30:15 Holding activity levels accountable and leading by example as a manager
35:39 Account planning as the shift from reactive to strategic selling
37:26 Segmenting accounts and focusing time where revenue is most likely
38:45 Protect, retain, grow: managing risk and finding white space
45:05 Relationship mapping to reduce risk and build multiple champions
47:52 The best plans are owned by the rep and built with follow through

Watch the full interview on the MySalesDay YouTube channel
Subscribe to the daily sales newsletter at MySalesDay.io
#MySalesDay #B2BSales #SalesPodcast #SalesMotivation

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About MySalesDay

Sales is hard...brutally hard.

And it's messy.

My Sales Day is a podcast BY Sellers, FOR Sellers.

I’m Michael Hess, Founder and Chief Seller Advocate of “My Sales Day”, and it's my job to make “the sales life” "less messy" for you...and of course, to help you excel and perform at your peak abilities.

My goal is to make your time here educational, inspirational, and actionable. And yeah, entertaining too…sales doesn’t have to be boring! Selling is fun too, so let’s have some of that here as well.

You'll get skill ideas, action items, and hugs.

Yes, hugs.

You need support and you don't often get it from inside your org, and you certainly don't get it from the street.

The goal of this show is that you walk away with ideas, confidence, and a whole lot of skip in your step.

And if you need more of this positivity in your sales day, be sure to read the MySalesDay email which you can get by subscribing at mysalesday.io.

Hosted on Ausha. See ausha.co/privacy-policy for more information.

About MySalesDay

Sales is hard...brutally hard.

And it's messy.

My Sales Day is a podcast BY Sellers, FOR Sellers.

I’m Michael Hess, Founder and Chief Seller Advocate of “My Sales Day”, and it's my job to make “the sales life” "less messy" for you...and of course, to help you excel and perform at your peak abilities.

My goal is to make your time here educational, inspirational, and actionable. And yeah, entertaining too…sales doesn’t have to be boring! Selling is fun too, so let’s have some of that here as well.

You'll get skill ideas, action items, and hugs.

Yes, hugs.

You need support and you don't often get it from inside your org, and you certainly don't get it from the street.

The goal of this show is that you walk away with ideas, confidence, and a whole lot of skip in your step.

And if you need more of this positivity in your sales day, be sure to read the MySalesDay email which you can get by subscribing at mysalesday.io.

Hosted on Ausha. See ausha.co/privacy-policy for more information.

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