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 elements of your gross sales cycle, offer you a peek into ZoomInfo’s greatest 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 may, particularly within the go-to-market movement, so it’s necessary to consistently search for methods to tweak and optimize,” mentioned Henry Schuck, founder and CEO of ZoomInfo.
Via trial and error, corporations undertake “gross sales performs” that grow to be repeatable and extremely focused. Companies that dissect the workings of an awesome gross sales play can detect and provoke triggers that drive income.
ZoomInfo’s Workflows device 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 beneath provide 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 beneath 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 development 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 right down to the very best persona by business, location, and the variety of gross sales reps at every explicit group. Whereas standards might differ relying on the play, for essentially the most half, reps at ZoomInfo will proceed to pick the identical filters — however they will simply regulate the filters that greatest assist them tailor their analysis.
Motion: After compiling all needed standards, reps collect the VPs of gross sales and advertising (plus some other key titles) and place them right into a gross sales move or sequence, thus tailoring the following dialog to the prospect’s development plan.
#2: New gross sales or advertising chief play
Triggering occasion: Utilizing Scoops, a gross sales rep at ZoomInfo discovers that an organization has a brand new gross sales or advertising chief. Research present that new executives spend greater than two-thirds of their accessible funds inside their first three to 6 months. As a result of these executives are tasked with making speedy adjustments, there’s no higher time to attach with them — or these they work immediately with — about their outlook and funds.
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 clear up 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 opponents. This occasion can happen when an organization surges on such ZoomInfo-related subjects as “gross sales leads” or “gross sales acceleration.” Companies which might be out of the blue researching pertinent content material can sign key inner shopping for intentions which might be quietly within the making. Reps who get in entrance of those of us can see their win charges improve by round 75%.
Filtering standards stays the identical.
Motion: As soon as reps bucket the information they’ve accordingly, they will establish prospects like gross sales leaders and gross sales ops professionals with a marketing campaign to provoke that first dialog.
#4: Buyer expertise play
Triggering occasion: This occasion happens when a ZoomInfo buyer provides or drops a expertise (equivalent to a device for gross sales engagement) that pairs with ZoomInfo’s core providing. On this case, it’s simpler for a rep to establish alternatives for various 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 combination headache. This play considerably eases the cross-sell and upsell movement to the ZoomInfo buyer base.
#5: Type 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 often scarce bits of data, ZoomInfo can routinely append all different related information not offered by that particular person, thereby dramatically growing the “pace to steer” with further information factors that the shape didn’t request.
Filtering standards stays the identical.
Motion: With almost instantaneous entry to extra correct info on the prospect, gross sales reps can shortly kickstart their outbound motions. These methods can embrace speedy outreach to the prospect or associated contacts, in addition to further 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 appropriate folks on the proper time.
Prepared, Set, Automate
In all the performs talked about above, automation performs a giant half of their capacity 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 device and particulars on how your staff can start to automate their gross sales performs, watch our webinar.
