As anybody who works at ZoomInfo will let you know, we transfer quick and with objective. So it’s no shock that lower than two months after buying Refrain, a dialog intelligence platform, we labored shortly to improve the mixing between the merchandise. 

These upgrades give attention to three areas:

• Simpler entry to Refrain’ Momentum Insights function
• Automated transcription of calls from ZoomInfo Interact
• Extra correct knowledge feeding into Refrain 

The integrations assist income groups develop stronger prospect and buyer relationships, make higher selections, and win extra enterprise. 

Extra Time to Collect Insights

Dialog intelligence supplies reps with a deeper understanding of gross sales calls by recording, transcribing, and analyzing these conferences to ship AI-based insights. For instance, reps can look ahead to key phrases in conversations that traditionally point out a prospect is extra seemingly to purchase, whereas gross sales managers can higher coach their groups by reviewing name tendencies.

By combining Refrain’ options with ZoomInfo’s best-in-class knowledge and automatic workflows, dialog intelligence can scale companywide and add rocket gas to go-to-market methods.

Analysis agency Forrester discovered that 57 p.c of B2B gross sales leaders meant to make investments extra on AI and automation instruments in 2021. With the assistance of this expertise, “sellers could have the time and house to conduct deeper buyer analysis, cull insights from knowledge, and orchestrate extra significant interactions with their patrons,” Forrester analyst Mary Shea wrote.

Let’s look in additional element on the upgrades we’ve made to the ZoomInfo + Refrain integration.

Simpler Entry to Momentum Insights

In keeping with Refrain analysis, 57 p.c of gross sales reps don’t forecast their pipeline accurately. That lack of information can result in missed quotas and derailed firm income.

One key to enhancing these forecasts? An correct sense of your deal momentum — the velocity at which you test off gross sales course of milestones.

Refrain’ Momentum Insights function supplies reps higher visibility of their total pipeline and particular person relationships throughout offers and accounts, letting them shortly pinpoint whether or not they have the proper momentum to maneuver ahead. 

As a part of our integration improve, Momentum Insights is now out there on ZoomInfo’s firm and contacts pages by way of the Refrain tab. Prospects now can conveniently view this crucial account relationship info straight within the ZoomInfo platform.

Transcription of Interact Calls by Refrain

ZoomInfo Interact is our gross sales engagement platform that options an automatic gross sales dialer.

When clients of Interact and Refrain use the dialer inside Salesforce, recordings are saved in Salesforce and mechanically despatched to Refrain for name transcription and evaluation. With a two-click integration, reps who use the Interact dialer can achieve useful perception from Refrain about prospect calls.

Extra Correct Knowledge Feeding into Refrain 

Beforehand, Refrain acquired B2B knowledge from Clearbit. Naturally, we swapped out knowledge sources after ZoomInfo acquired Refrain, and the advance for patrons is notable.

The switchover resulted in Refrain having 33 p.c increased knowledge precision, which implies extra correct info for reps to behave on. Refrain customers may even take pleasure in 10 occasions quicker loading for knowledge information, from 1.5 seconds all the way down to 150 milliseconds. As any gross sales skilled is aware of, seconds actually do depend.

Improve Your Pipeline’s Well being

Bringing Refrain’ capabilities into the ZoomInfo suite provides a robust tag staff of gross sales dialog insights and B2B intelligence. For gross sales groups, this mixture builds pipelines at scale. 

Our new upgrades to the ZoomInfo + Refrain integration present higher visibility under consideration progress and elevated velocity to assist shut offers.

For those who haven’t checked out the advantages of ZoomInfo + Refrain, now is a superb time to take action. Don’t let your pipeline falter when there are instruments to make your gross sales course of run smoother.