Gross sales Tales: 3 Methods ZoomInfo Helps Reps Prospect Smarter | The Pipeline


For individuals who construct merchandise, actual person suggestions is solely invaluable. It’s the one solution to study in regards to the challenges your prospects face, and discover out what sort of options they want from you.

However together with that sensible perception, you additionally get nice tales — concrete examples of how your work makes a distinction in folks’s lives, from the primary time they examine the e-mail over their morning espresso to the second they shut their laptops on the finish of the day.

On this submit, we’ll meet three ZoomInfo prospects — Alan, Nic, and Thomas — to find out how ZoomInfo has helped them streamline their workflows, enhance their efficiency, and develop of their careers.

Smarter Prospecting in Much less Time

For skilled gross sales professionals, utilizing ZoomInfo for the primary time usually seems like discovering a secret; after spending years going door-to-door, abruptly having a world of data at your fingertips will be an invigorating expertise.

This was how Nic Castro, a enterprise improvement consultant and new ZoomInfo person, felt after utilizing the platform for the primary time. 

Castro started his profession in gross sales in a subject function, which has lengthy been shorthand for good old style door-to-door promoting. 

Assembly folks face-to-face was a helpful expertise. However by way of outcomes, it was as tedious because it was ineffective — and that’s earlier than you issue within the bitter Minnesota winters during which Castro discovered himself pounding the sidewalk.

When he moved from subject gross sales to a digital-first strategy, Castro discovered himself overwhelmed by the sheer quantity of administrative work that went into prospecting. However quickly after starting to discover ZoomInfo, he found a world of prospecting data, from up-to-date enterprise contacts to real-time Intent information comparable to acquisitions, funding rounds, and main personnel strikes. 

“It simply makes prospecting a lot simpler in each respect,” Castro says. “Discovering corporations in new markets, figuring out particular person prospects and their contact data — it’s all proper there in a single place.”

Since making ZoomInfo central to his workflow, Castro has saved numerous hours in his prospecting efforts. These time financial savings not solely make him a extra environment friendly rep, they’ve allowed him to domesticate deeper, extra significant relationships together with his purchasers.

“ZoomInfo saves me a lot time,” Castro says. “While you’re making an attempt to make 30 or 40 calls and have significant conversations, you want as a lot time to prep for these calls as doable, versus doing all that analysis throughout 5 completely different web sites or providers.”

Gaining Better Perception into Buyer Wants

“I wouldn’t have time to speak to you if I didn’t use ZoomInfo.”

Meet Steve Westra, a gross sales skilled within the medical gadgets and gear sector. 

Promoting in at present’s economic system is hard sufficient. For gross sales professionals in extremely specialised industries comparable to medical gear, it may be even tougher.

Like many ZoomInfo prospects, Westra had been spending dozens of hours per week sourcing prospecting data. Discovering the appropriate folks to attach with usually took days, treasured time that might have been spent discussing the services Westra’s firm provides with potential prospects.

“I’ve to speak to hospitals, reference laboratories, scientific useful resource organizations, and pharmaceutical corporations every day,” Westra says. “With the ability to discover names and contacts, having that functionality to dig down to precisely who I have to be in entrance of, that’s the largest factor for me.”

Along with the appreciable effectivity positive aspects of utilizing ZoomInfo to deal with his prospecting workflow, Westra has been in a position to achieve higher perception into the challenges dealing with his prospects — an important benefit in such a aggressive business.

“The flexibility to seek out particular people and their contact data is effective sufficient, however the further context is invaluable,” he says. “I can study what these individuals are doing. What are their ache factors? What’s of their pipeline for initiatives? It’s all only a couple clicks away, and I’m higher ready for my conferences.”

Along with being higher ready, Westra is extra environment friendly than ever earlier than in his gross sales profession. This effectivity has translated into much less administrative work and extra gross sales — to not point out much less stress.

“I’ve reached extra folks to this point this yr than I’ve through the earlier 5,” Westra says. “It’s simply phenomenal. I’m working arduous, certain, however I’m working a lot smarter.”

Constantly Exceeding Shopper Expectations

In public relations, timing is the whole lot — and few folks perceive this higher than Alan Roberts of Newswire.

As one of many world’s main information distribution providers, Newswire helps tens of hundreds of organizations unfold the phrase about their merchandise, providers, and purchasers by way of press releases. For Roberts, this implies correct information is mission-critical.

“ZoomInfo has opened up a complete channel of potential gross sales that didn’t exist for us earlier than,” Roberts says. “We had been usually focusing on inbound leads, in addition to present and previous prospects. In the event you purchased a press launch from us a yr in the past, we’d attempt to promote you extra press releases. However in case you’ve simply acquired $10 million in funding and abruptly have a board of administrators respiration down your neck making an attempt to be sure you drive that firm ahead, that’s the ache level I’m going after now.”

ZoomInfo’s Intent information has been instrumental in reshaping Roberts’ workflow to focus on corporations that may profit from Newswire’s providers. Now he and his staff proactively construct relationships with rising and established corporations, fairly than limiting development efforts to upselling current accounts. 

“I exploit ZoomInfo primarily to analysis corporations which have raised funding over the previous few days,” Roberts says. “Particularly, I search out early-stage corporations, usually seed or Collection A, as a result of they haven’t employed a PR agency but and simply obtained hundreds of thousands in funding. Their first response is usually to go and rent a advertising and marketing staff, so I attempt to get to them earlier than any of that occurs and get them to see one other solution to construct valuation by earned media.”

As a startup veteran himself, Roberts has seen firsthand how fledgling companies can stumble after securing funding. This permits him to establish together with his prospects and forge significant connections.

“I really feel that ache as a result of I’ve been in that place,” Roberts says. “I labored at a startup that obtained funding, and you might write a e-book on what number of missteps had been made out of that time on.”

As considered one of many reps, Roberts works intently together with his colleagues in different territories to keep away from overlap on particular accounts and route potential offers to the very best rep. This makes for happier prospects, greater win charges, and higher relationships with colleagues.

“ZoomInfo has made me a extra empathetic worker,” Roberts says. “I regularly ship data to my coworkers on corporations that simply secured funding of their territory, and so they’re at all times extraordinarily appreciative.”


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