Ask any gross sales rep, they usually’ll inform you an excessive amount of of their time is spent on non-selling actions, like guide information entry, trying up prospects in siloed techniques, and pushing information round spreadsheets.
You want a easy, scalable method to talk with preferrred patrons—minus the inefficiencies that usually include gross sales prospecting.
That’s why ZoomInfo created Have interaction, a gross sales engagement platform designed for smarter, extra environment friendly prospecting and promoting.
Have interaction helps gross sales groups automate gross sales communications. It bundles contact information, account information, real-time alerts, exercise seize, activity administration, and extra. Have interaction permits gross sales groups to:
- Scale up gross sales actions
- Join with extra prospects
- Measure engagement
- Decide which messaging drives outcomes
- Set up buyer relationships past the preliminary deal
We sat down with a number of of our gross sales representatives to learn the way Have interaction makes prospecting simpler, extra environment friendly and focused.
1. Seamless Communication
Gross sales reps can positively multitask, however relating to speaking with tons of of prospects, guide outreach can take its toll. In reality, HubSpot analysis reveals salespeople spend simply one-third of their day truly speaking to prospects.
The opposite two-thirds of their day?
- 21% writing emails.
- 17% coming into information.
- 17% prospecting and researching leads.
- 12% scheduling calls.
For our gross sales crew, the fast good thing about Have interaction is they’ll transfer seamlessly between totally different communication channels corresponding to their e-mail inbox and CRM, empowering them to answer their prospect pool inside seconds.
Gross sales reps can shortly construct their very own dialing lists, save time of their workflows by leaving pre-recorded voicemails, and—with the assistance of dialer analytics— prioritize calls primarily based on the time of day prospects are almost definitely to reply.
With Have interaction, your gross sales reps are only one click on away from knocking out dozens of calls at a time, and its auto-dialer characteristic (as seen under) permits you to set the interval between calls to catch your breath. This permits your gross sales reps to pay attention, reply, and ship precisely what prospects want as they transfer by means of their shopping for journey.
ZoomInfo Have interaction auto-dialer characteristic (under)
Have interaction customers and managers may also create e-mail templates to acquire deeper insights into which messaging is best.
2. Aggressive Integration
Greater than 80 % of gross sales reps consider it is very important have a linked view of knowledge throughout the complete buyer journey, however solely about half of all companies have totally built-in techniques.
Have interaction seamlessly integrates along with your current gross sales workflow, which means you by no means have to depart the platform. You possibly can ship emails, make calls, and monitor name exercise proper from Have interaction (as seen within the platform under). That information then robotically feeds into your CRM so you’ve probably the most correct view of prospects and clients.
“What units Have interaction other than different gross sales engagement platforms is the power to have my prospects’ contact information mixed with ZoomInfo’s biggest options multi function hub,” says Trevor Morris, strategic gross sales growth consultant at ZoomInfo.
With Have interaction’s Salesforce integration characteristic, you may:
- See e-mail exercise and name notes from Have interaction in Salesforce
- Set sync guidelines to stop irrelevant leads and contacts in Have interaction
- Sync lead and call information between Salesforce and Have interaction each 5 minutes to make sure you can shortly take motion on new leads
“Add an integration with Salesforce and you’ve got a powerhouse of a device all in a single tech stack,” says Morris.
3. Prompt Entry to Key Gross sales Intelligence
ZoomInfo Have interaction’s real-time contact information and prospect insights drive higher, extra significant conversations.
For instance, say we’re chilly calling Prospect A, Liz. After I make the decision, I’ve immediate entry to what’s new with Liz’s firm, who her boss is, and what her crew construction seems like (as seen under). This offers context to our gross sales reps.
By studying what distinctive attributes or applied sciences her firm is at the moment utilizing, we improve the probabilities of changing that decision to a gathering.
“With entry to ZoomInfo information and insights for the contacts on my name lists, I’m in a position to shortly perceive the contact’s organizational construction, what’s new at their firm, and what complementary or aggressive options I can present. This all occurs with out having to dig by means of totally different techniques or needing to cease my autodialer,” explains Gerry Vye, Senior Supervisor of Gross sales at ZoomInfo.
4. Actual-Time View of Prospect Engagement
Whenever you get to the shopper sooner, you’re extra prone to safe the sale.
“Our analysis and information present that from the second of type fill, curiosity and engagement deteriorates with each minute that goes by,” says Scott Sutton, vp of gross sales operations at ZoomInfo. “It’s a steep decline, so the sooner you will get again to a prospect from the second they present curiosity, the extra possible you might be to get the demo and the deal.”
That’s why Have interaction equips gross sales groups with a stay feed of prospect exercise proper throughout the platform (see picture under). Customers may even opt-in to obtain notifications when prospects have interaction with gross sales emails or content material.
It might even provide up-to-the-second data that empowers you to work together along with your clients when they’re actively fascinated with your resolution. If your prospect opens your e-mail or clicks on an attachment you shared—you’ll understand it.
There are a number of locations the place customers can entry this data:
- The stay feed part
- Prompt notifications inside your app as these actions occur
- E-mail alerts that you could arrange manually to fit your choice
You may even dig deeper and see engagement information from all of your correspondence and calls. This data is positioned within the engagement tab, and the info ranges from while you final referred to as all the way in which all the way down to what number of instances your prospect opened your e-mail. Need to see this in Salesforce? It’s in there too.
Not solely do you’ve a full view of contacts you’re partaking with, however it’s also possible to add and substitute unresponsive or unsubscribed contacts with ease utilizing ZoomInfo’s best-in-class information.
5. Managing Gross sales Workflows
A essential good thing about Have interaction is that you could take these key functionalities and switch them into actual outcomes, together with figuring out which campaigns work, discovering out one of the best instances to name, and viewing your crew’s exercise degree. With real-time analytics and reporting, like those proven under, you may measure the effectiveness of every touchpoint and see the general and particular person effectiveness of your crew.
“As a gross sales supervisor, I can construct gross sales flows for the complete crew and edit them in a single easy interface. It’s actually useful to have the ability to clone these gross sales workflows, and it saves me a number of time and empowers my salespeople to do what they do greatest: promote” explains Morgan Anderson, platinum gross sales growth consultant supervisor at ZoomInfo.
Salesflows are multi-touch, omnichannel prospecting campaigns that embrace e-mail, name duties, and different actions. Have interaction automates the emails and supplies reminders for the decision duties and different actions. This permits reps to extra simply handle repeated communication makes an attempt and have faith that nothing is falling by means of the cracks. Moreover, it eliminates monitoring actions by way of spreadsheets.
Managers may also reap the advantages of highly effective analytics and reporting. The platform provides gross sales leaders the power to:
- See which reps are performing higher than others (conversations had, calls made, emails despatched, and so forth.)
- Perceive which salesflows and e-mail templates are performing greatest
- Pinpoint what interval of the day probably the most calls are being made and answered
Able to Win Extra Enterprise?
With Have interaction, you may scale and automate your gross sales outreach for smarter and environment friendly prospecting. Get the gross sales command heart you want with real-time contact information and engagement analytics proper at your fingertips.
