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, wanting up prospects in siloed methods, and pushing knowledge round spreadsheets.
You want a easy, scalable strategy to talk with preferrred patrons—minus the inefficiencies that always 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 knowledge, account knowledge, real-time alerts, exercise seize, job 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 find out how Have interaction makes prospecting simpler, extra environment friendly and focused.
1. Seamless Communication
Gross sales reps can undoubtedly multitask, however in terms of speaking with tons of of prospects, guide outreach can take its toll. In actual fact, HubSpot analysis reveals salespeople spend simply one-third of their day really 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 staff, the rapid good thing about Have interaction is they’ll transfer seamlessly between completely different communication channels resembling their e mail inbox and CRM, empowering them to reply to 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 probably 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) means that you can set the interval between calls to catch your breath. This allows your gross sales reps to hear, reply, and ship precisely what prospects want as they transfer by their shopping for journey.
ZoomInfo Have interaction auto-dialer characteristic (under)
Have interaction customers and managers also can create e mail templates to acquire deeper insights into which messaging is only.
2. Aggressive Integration
Greater than 80 % of gross sales reps consider it is very important have a linked view of information throughout your entire buyer journey, however solely about half of all companies have absolutely built-in methods.
Have interaction seamlessly integrates along 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 Have interaction (as seen within the platform under). That knowledge then mechanically feeds into your CRM so you may have probably the most correct view of prospects and prospects.
“What units Have interaction other than different gross sales engagement platforms is the flexibility to have my prospects’ contact knowledge mixed with ZoomInfo’s best options multi function hub,” says Trevor Morris, strategic gross sales growth consultant at ZoomInfo.
With Have interaction’s Salesforce integration characteristic, you possibly can:
- 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 phone knowledge 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 instrument all in a single tech stack,” says Morris.
3. Instantaneous Entry to Key Gross sales Intelligence
ZoomInfo Have interaction’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 staff construction seems to be like (as seen under). This provides context to our gross sales reps.
By studying what distinctive attributes or applied sciences her firm is at present utilizing, we enhance the possibilities 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 completely different methods 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 consumer quicker, you’re extra more likely to safe the sale.
“Our analysis and knowledge present that from the second of kind 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 quicker you may get again to a prospect from the second they present curiosity, the extra probably you’re 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 probably even supply up-to-the-second info that empowers you to work together along with your prospects when they’re actively interested by your answer. 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 info:
- The stay feed part
- Instantaneous notifications inside your app as these actions occur
- E-mail alerts you could arrange manually to fit your choice
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 info ranges from while you final known as all the way in which all the way down to what number of occasions your prospect opened your e mail. Need to see this in Salesforce? It’s in there too.
Not solely do you may have a full view of contacts you’re partaking with, however you may as well add and exchange unresponsive or unsubscribed contacts with ease utilizing ZoomInfo’s best-in-class knowledge.
5. Managing Gross sales Workflows
A important good thing about Have interaction is 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 occasions to name, and viewing your staff’s exercise degree. With real-time analytics and reporting, like those proven under, you possibly can measure the effectiveness of every touchpoint and see the general and particular person effectiveness of your staff.
“As a gross sales supervisor, I can construct gross sales flows for your entire staff 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 numerous 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 e mail, name duties, and different actions. Have interaction automates the emails and gives 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 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 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 possibly can scale and automate your gross sales outreach for smarter and environment friendly prospecting. Get the gross sales command middle you want with real-time contact knowledge and engagement analytics proper at your fingertips.
