Ask any gross sales rep, and so they’ll let you know an excessive amount of of their time is spent on non-selling actions, like guide knowledge entry, trying up prospects in siloed techniques, and pushing knowledge round spreadsheets. 

You want a easy, scalable strategy to talk with ultimate consumers—minus the inefficiencies that always include gross sales prospecting.

That’s why ZoomInfo created Interact, a gross sales engagement platform designed for smarter, extra environment friendly prospecting and promoting.

Interact helps gross sales groups automate gross sales communications. It bundles contact knowledge, account knowledge, real-time alerts, exercise seize, process administration, and extra. Interact 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 couple of of our gross sales representatives to find out how Interact makes prospecting simpler, extra environment friendly and focused.

1. Seamless Communication

Gross sales reps can positively multitask, however in terms of speaking with a whole bunch of prospects, guide outreach can take its toll. In truth, HubSpot analysis exhibits 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 knowledge.
• 17% prospecting and researching leads.
• 12% scheduling calls.

For our gross sales group, the instant advantage of Interact is they will transfer seamlessly between completely different communication channels corresponding to their electronic 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 based mostly on the time of day prospects are almost certainly to reply.

With Interact, your gross sales reps are only one click on away from knocking out dozens of calls at a time, and its auto-dialer function (as seen beneath) means that you can set the interval between calls to catch your breath. This allows your gross sales reps to pay attention, reply, and ship precisely what prospects want as they transfer by way of their shopping for journey. 

ZoomInfo Interact auto-dialer function (beneath)

Interact customers and managers also can create electronic mail templates to achieve deeper insights into which messaging is handiest.

2. Aggressive Integration

Greater than 80 p.c of gross sales reps imagine you will need to have a linked view of knowledge throughout the complete buyer journey, however solely about half of all companies have absolutely built-in techniques.

Interact seamlessly integrates together with your current gross sales workflow, which means you by no means have to go away the platform. You’ll be able to ship emails, make calls, and observe name exercise proper from Interact (as seen within the platform beneath). That knowledge then mechanically feeds into your CRM so you might have essentially the most correct view of prospects and clients.

“What units Interact other than different gross sales engagement platforms is the flexibility to have my prospects’ contact knowledge mixed with ZoomInfo’s biggest options multi function hub,” says Trevor Morris, strategic gross sales growth consultant at ZoomInfo.

With Interact’s Salesforce integration function, you may:

• See electronic mail exercise and name notes from Interact in Salesforce
• Set sync guidelines to forestall irrelevant leads and contacts in Interact 
• Sync lead and speak to knowledge between Salesforce and Interact 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 instrument all in a single tech stack,” says Morris.

3. Prompt Entry to Key Gross sales Intelligence

ZoomInfo Interact’s real-time contact knowledge and prospect insights drive higher, extra significant conversations.

For instance, say we’re chilly calling Prospect A, Liz. Once I make the decision, I’ve prompt entry to what’s new with Liz’s firm, who her boss is, and what her group construction seems like (as seen beneath). This provides context to our gross sales reps.

By studying what distinctive attributes or applied sciences her firm is at the moment utilizing, we enhance the probabilities of changing that decision to a gathering.

“With entry to ZoomInfo knowledge and insights for the contacts on my name lists, I’m capable of 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 way of completely 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

If you get to the shopper sooner, you’re extra more likely to safe the sale.

“Our analysis and knowledge present that from the second of type fill, curiosity and engagement deteriorates with each minute that goes by,” says Scott Sutton, vice chairman of gross sales operations at ZoomInfo. “It’s a steep decline, so the sooner you may get again to a prospect from the second they present curiosity, the extra possible you’re to get the demo and the deal.”

That’s why Interact equips gross sales groups with a reside feed of prospect exercise proper throughout the platform (see picture beneath). Customers may even opt-in to obtain notifications when prospects interact with gross sales emails or content material.

It could even provide up-to-the-second info that empowers you to work together together with your clients when they’re actively interested by your answer. If your prospect opens your electronic mail or clicks on an attachment you shared—you’ll comprehend it.

There are a couple of locations the place customers can entry this info:

1. The reside feed part
2. Prompt notifications inside your app as these actions occur
3. E-mail alerts you could arrange manually to fit your desire

You may even dig deeper and see engagement knowledge from all of your correspondence and calls. This info is positioned within the engagement tab, and the information ranges from whenever you final known as all the best way all the way down to what number of instances your prospect opened your electronic mail. Wish to see this in Salesforce? It’s in there too.

Not solely do you might have a full view of contacts you’re participating with, however you can even add and exchange unresponsive or unsubscribed contacts with ease utilizing ZoomInfo’s best-in-class knowledge. 

5. Managing Gross sales Workflows

A important advantage of Interact is you could take these key functionalities and switch them into actual outcomes, together with figuring out which campaigns work, discovering out the perfect instances to name, and viewing your group’s exercise degree. With real-time analytics and reporting, like those proven beneath, you may measure the effectiveness of every touchpoint and see the general and particular person effectiveness of your group.

“As a gross sales supervisor, I can construct gross sales flows for the complete group 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 embody electronic mail, name duties, and different actions. Interact automates the emails and gives reminders for the decision duties and different actions. This allows reps to extra simply handle repeated communication makes an attempt and trust that nothing is falling by way of the cracks. Moreover, it eliminates monitoring actions by way of spreadsheets.

Managers also can reap the advantages of highly effective analytics and reporting. The platform provides gross sales leaders the flexibility to:

• See which reps are performing higher than others (conversations had, calls made, emails despatched, and so on.)
• Perceive which salesflows and electronic mail templates are performing greatest
• Pinpoint what interval of the day essentially the most calls are being made and answered

Able to Win Extra Enterprise?

With Interact, 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 knowledge and engagement analytics proper at your fingertips.