When Sarena Wing took on a brand new worldwide gross sales territory, she was excited to get began. However she additionally knew she wanted to stand up to hurry in a short time.
A couple of years again, somebody in Wing’s place might need confronted an extended slog filled with trial and error and handbook analysis. Fortunately for her, that period is over.
Wing was in a position to lean on ZoomInfo’s Refrain dialog intelligence resolution and its SalesOS platform to research profitable offers and carry out lightning-fast analysis on her new territory and staff. The insights gave her a transparent image of the client lifecycle, what approaches labored finest in every area, and the way sure offers had been progressing.
“My life can be a nightmare with out it,” says Wing, a ZoomInfo international gross sales supervisor who focuses on Europe, the Center East, and Africa.
For gross sales professionals, conversations aren’t nearly closing offers — they’re additionally about cultivating relationships. In a fancy shopping for course of, getting a full image of those conversations, from pitch to buy, is a key differentiator of gross sales success.
Dialog intelligence software program like Refrain, which pulls wealthy information from gross sales calls in actual time, is a robust resolution to construct buyer relationships and shut extra offers. However with out an built-in, automated system, you’re barely scratching the floor of its potential.
Unlock the Full Dialog with Built-in Gross sales Tech
In a Forrester survey, 58% of respondents agreed that buyer, prospect, and account information comes from too many sources.
“Once you’re attempting to handle many forms of accounts in several areas, it may be difficult to make sense of all of it,” Wing says.
With an built-in tech stack, resembling Refrain and ZoomInfo’s SalesOS, your groups can efficiently:
- Mix dialog and market intelligence to get a 360-degree view of your complete addressable market.
- Flip insights from prospect and buyer communications into rapid motion.
- Automate actions throughout your complete tech stack.
Above all else, an built-in tech stack means higher visibility for key inside stakeholders at each step of the gross sales course of.
Extra Visibility and Productiveness with Automation
In line with McKinsey, greater than 30% of sales-related actions will be automated, together with coaching and gross sales help — the place dialog intelligence instruments like Refrain could make an enormous distinction.
Whether or not you’re managing a handful of gross sales reps or a staff of dozens, you’ll want to monitor how pitch methods are working, gauge tendencies in prospect suggestions, and regulate rep efficiency. And when you handle a distributed staff that crosses worldwide boundaries, you’re additionally juggling time zones and languages that make attending stay calls troublesome.
Automating name transcription in every native language is essential for groups that want to grasp what’s occurring throughout territories and markets. Presently, Refrain helps 9 languages: Chinese language, Dutch, English, French, German, Italian, Japanese, Portuguese, and Spanish.
“It’s a lot simpler to grasp what’s happening throughout my staff after I can watch the clips that matter most in between calls or hear on the go, regardless of the place they’re promoting from,” Wing says. “Refrain permits me to routinely analyze the efficiency of my reps at scale and create alternatives for development with playlists and snippets.”
Automating dialog intelligence is equally vital for gross sales reps on stay calls, because it helps them keep engaged with the prospect. After a name, they’ll overview recordings and use the notes to swiftly comply with up with prospects on any subsequent steps. Reps may also allow Workflows to set off automated subsequent steps based mostly on subjects talked about throughout calls.
Put Conversations in Focus with Refrain Inside Your CRM
ZoomInfo SalesOS and Refrain combine instantly into Salesforce and different common CRM instruments. Customers can rapidly see the entire related CRM deal info, together with video snippets and conversion metrics.
Automation options, like logging name exercise and danger alerts, can result in higher account visibility and improved efficiency. Automation, together with seamless integration, means crucial account and efficiency info will get constantly captured, collected, and unified.
“Refrain has actually reworked the way in which not solely my staff operates, but in addition a lot of our clients,” Wing says. “Once you’re attempting to focus on many alternative markets without delay, it’s a sport changer.”
