ZoomInfo’s current 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 assessment the significance of incorporating automation into key components of your gross sales cycle, provide you with a peek into ZoomInfo’s finest go-to-market performs, and current new time-saving promoting methods.

The Timeless Case for Automation

A current ballot performed 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 necessary to continuously search for methods to tweak and optimize,” stated Henry Schuck, founder and CEO of ZoomInfo. 

By trial and error, corporations undertake “gross sales performs” that develop into repeatable and extremely focused. Companies that dissect the workings of an ideal 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 beneath supply a glimpse into the Workflows creation course of.

ZoomInfo’s Prime 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 trade. By swapping out job titles, for instance, you’ll discover that the “triggering” moments offered 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 (test). Usually, an organization reinvests funds again into the enterprise for progress and scalability. It is 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 ideally suited persona by trade, location, and the variety of gross sales reps at every explicit 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 vital standards, reps collect the VPs of gross sales and advertising (plus every other key titles) and place them right into a gross sales circulation or sequence, thus tailoring the following dialog to the prospect’s progress 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 out there funds inside their first three to 6 months. As a result of these executives are tasked with making speedy modifications, 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 in regards to the varied challenges ZoomInfo can assist 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 rivals. This occasion can happen when an organization surges on such ZoomInfo-related matters as “gross sales leads” or “gross sales acceleration.” Companies which are instantly researching pertinent content material can sign key inner shopping for intentions which are quietly within the making. Reps who get in entrance of those of us 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 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 (corresponding to a software for gross sales engagement) that pairs with ZoomInfo’s core providing. On this case, it’s simpler for a rep to establish 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: Type completion play

Triggering occasion: This occasion happens when somebody fills out a kind in your web site to obtain a gated piece of content material or entry a free trial of your answer. When a prospect enters the normally scarce bits of knowledge, ZoomInfo can mechanically append all different related information not supplied by that particular person, thereby dramatically growing the “pace to guide” with extra 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 rapidly kickstart their outbound motions. These methods can embrace speedy 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 precise folks on the proper time.

Prepared, Set, Automate 

In the entire performs talked about above, automation performs an enormous 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 crew can start to automate their gross sales performs, watch our webinar.