For a lot of gross sales professionals, in the present day’s enterprise surroundings is in contrast to something they’ve ever seen.

Broad financial and societal shifts — amplified by the COVID-19 pandemic and continued technological disruption — are leading to longer gross sales cycles, extra discerning consumers, intensifying competitors, and lingering uncertainty. 

To raised perceive the challenges and alternatives going through our prospects and their companies, we surveyed hundreds of ZoomInfo customers. The outcomes, revealed in ZoomInfo’s new Buyer Influence Report, reveal how our platform helps prospects clear up a few of in the present day’s largest enterprise issues.

High-Line Positive aspects for Gross sales Groups 

One chorus we heard from our prospects was the strain to realize extra with much less.

Whether or not by diminished headcount, smaller budgets, or each, many gross sales leaders are confronted with attaining bold income targets with fewer sources. 

Our survey revealed that ZoomInfo helps frontline gross sales groups understand vital income development in nearly each business, with 67% of gross sales leaders reporting quick top-line income positive factors after implementing ZoomInfo.

ZoomInfo helps gross sales improvement groups do extra than simply drive further income – we assist them make higher use of their time and do extra with much less. Our Buyer Influence Report revealed that on common, ZoomInfo prospects are 63% extra productive, highlighting the numerous operational enhancements ZoomInfo can supply in the present day’s gross sales leaders and their groups.

Quicker, Extra Efficient Prospecting

As any gross sales chief can attest, promoting in in the present day’s market is perhaps harder than it has ever been.

Not solely are gross sales cycles getting longer, and infrequently involving extra stakeholders, however consumers are additionally participating salespeople a lot later within the course of. Knowledge from Korn Ferry signifies that as many as eight in 10 consumers solely select to interact with salespeople as soon as their wants have been absolutely recognized, which eliminates lots of the alternatives that may floor throughout preliminary consultations.

On account of this shift, environment friendly, cost-effective prospecting has develop into important. With the typical gross sales rep spending simply one-third of their workweek really promoting, figuring out consumers which have demonstrated sturdy buying intent on the proper second is a crucial success issue.

In response to our prospects, ZoomInfo helps gross sales professionals throughout almost each sector use their time extra successfully. The typical gross sales improvement consultant (SDR) was in a position to scale back the time they spent researching prospects by 50%, in addition to greater than double their e-mail join charges (from 9% to twenty%) and e-mail response charges (from 17% to 35%).

Larger Win Charges

Not so way back, gross sales professionals had little perception into their prospects, from the challenges they face to their correct contact data. Right now, nonetheless, the issue has been reversed; there may be a lot knowledge at gross sales professionals’ disposal that figuring out high-value prospects has develop into that rather more essential.

ZoomInfo’s world-class platform helps gross sales groups navigate in the present day’s markets. Our report reveals that account executives (AEs) elevated their common win charges by 48% after implementing ZoomInfo’s options. 

Higher Knowledge, Higher Alignment, Extra Productive Groups

As we gathered and analyzed the info in our Buyer Influence Report, we discovered an incredible deal in regards to the challenges going through income professionals all through almost each business and market sector. 

However past these challenges, we noticed how resourceful our prospects are — how they’re leveraging new applied sciences to resolve their industries’ most pressing issues, and the way pushed they’re to succeed.

The total ZoomInfo Buyer Influence Report contains knowledge on how gross sales groups use ZoomInfo to:

• Obtain increased quota attainment
• Enhance buyer retention
• Domesticate stronger consumer relationships
• Cut back advertising and marketing spend
• Enhance TAM
• Decrease buyer acquisition prices
• Drive larger alignment between gross sales and advertising and marketing
• Notice bold digital transformation initiatives
• Entice and retain the perfect folks

We’re excited to assist extra firms broaden and develop into new markets, determine new methods of working extra successfully, and innovate collectively. To study extra about how ZoomInfo helps gross sales, advertising and marketing, and expertise acquisition professionals hit their quantity, and the way we may help you hit yours, obtain the 2023 ZoomInfo Buyer Influence Report.