ZoomInfo’s latest webinar, Automation: The Secret to Subsequent-Stage Go-To-Market Technique, highlighted why automation powered by information is a confirmed tactic to speed up win charges and higher allow go-to-market performs.
On this recap of the webinar, we’ll overview the significance of incorporating automation into key components of your gross sales cycle, offer you a peek into ZoomInfo’s finest go-to-market performs, and current new time-saving promoting methods.
The Timeless Case for Automation
A latest ballot carried out by ZoomInfo discovered that over 85% of respondents actively search for methods to automate their work.
“Nothing in your group is operating in addition to it might, particularly within the go-to-market movement, so it’s essential to continually search for methods to tweak and optimize,” mentioned Henry Schuck, founder and CEO of ZoomInfo.
By way of trial and error, firms undertake “gross sales performs” that change into repeatable and extremely focused. Companies that dissect the workings of an important gross sales play can detect and provoke triggers that drive income.
ZoomInfo’s Workflows software ensures that reps can simply automate their performs and make sure that potential gross sales alternatives don’t fall via the cracks. With this performance, reps can choose their triggers, apply filters, and carry out an motion — instantaneously, at scale, and on repeat.
The pictures under supply a glimpse into the Workflows creation course of.
ZoomInfo’s High 5 Gross sales Performs
To assist illustrate the trail to success with automation, we’ll stroll you thru the highest 5 gross sales performs favored by reps at ZoomInfo that can be utilized by gross sales groups in any business. By swapping out job titles, for instance, you’ll discover that the “triggering” moments introduced under will apply to any group’s desired plan of action.
#1: The funding play
Triggering occasion: A small firm secures a spherical of funding (verify). Sometimes, an organization reinvests funds again into the enterprise for progress and scalability. This can be a candy spot for ZoomInfo.
Filtering standards: Utilizing the Scoops and Funding options within the ZoomInfo platform, a rep filters all the way down to the superb persona by business, location, and the variety of gross sales reps at every specific group. Whereas standards might differ relying on the play, for probably the most half, reps at ZoomInfo will proceed to pick the identical filters — however they’ll simply regulate the filters that finest assist them tailor their analysis.
Motion: After compiling all obligatory standards, reps collect the VPs of gross sales and advertising and marketing (plus some other key titles) and place them right into a gross sales movement or sequence, thus tailoring the following dialog to the prospect’s progress plan.
#2: New gross sales or advertising and marketing chief play
Triggering occasion: Utilizing Scoops, a gross sales rep at ZoomInfo discovers that an organization has a brand new gross sales or advertising and marketing chief. Research present that new executives spend greater than two-thirds of their out there price range inside their first three to 6 months. As a result of these executives are tasked with making quick modifications, there’s no higher time to attach with them — or these they work straight with — about their outlook and price range.
Filtering standards stays the identical.
Motion: The gross sales rep is now well-prepared to have a hyper-targeted dialog concerning the numerous challenges ZoomInfo may help resolve for the brand new chief.
#3: Aggressive displacement play
Triggering occasion: A gross sales rep is alerted when a sure firm “spikes” in consuming content material associated to ZoomInfo’s rivals. This occasion can happen when an organization surges on such ZoomInfo-related subjects as “gross sales leads” or “gross sales acceleration.” Companies which are out of the blue researching pertinent content material can sign key inside shopping for intentions which are quietly within the making. Reps who get in entrance of those people can see their win charges enhance by round 75%.
Filtering standards stays the identical.
Motion: As soon as reps bucket the information they’ve accordingly, they’ll determine prospects like gross sales leaders and gross sales ops professionals with a marketing campaign to provoke that first dialog.
#4: Buyer know-how play
Triggering occasion: This occasion happens when a ZoomInfo buyer provides or drops a know-how (akin to a software for gross sales engagement) that pairs with ZoomInfo’s core providing. On this case, it’s simpler for a rep to determine alternatives for different choices.
Filtering standards stays the identical.
Motion: Gross sales can add director-level people to e-mail and name sequences to debate the worth of an all-encompassing, consolidated tech stack — with out the mixing headache. This play considerably eases the cross-sell and upsell movement to the ZoomInfo buyer base.
#5: Kind completion play
Triggering occasion: This occasion happens when somebody fills out a type in your web site to obtain a gated piece of content material or entry a free trial of your resolution. When a prospect enters the normally scarce bits of data, ZoomInfo can robotically append all different related information not offered by that particular person, thereby dramatically rising the “velocity to steer” with extra information factors that the shape didn’t request.
Filtering standards stays the identical.
Motion: With almost instantaneous entry to extra correct data on the prospect, gross sales reps can shortly kickstart their outbound motions. These methods can embody quick outreach to the prospect or associated contacts, in addition to extra outreach to 3 to 5 gross sales leaders within the case of a delay — which additional will increase conversion charges and ensures reps are in entrance of the fitting folks on the proper time.
Prepared, Set, Automate
In all the performs talked about above, automation performs a giant half of their skill to succeed and save reps time. Utilizing WorkFlows, ZoomInfo reps can choose their triggers, sequence with precision, and switch prospects’ intent into motion.
For a demo of the software and particulars on how your workforce can start to automate their gross sales performs, watch our webinar.
