For a lot of gross sales professionals, at the moment’s enterprise atmosphere is not like 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 patrons, intensifying competitors, and lingering uncertainty.
To higher perceive the challenges and alternatives going through our clients and their companies, we surveyed hundreds of ZoomInfo customers. The outcomes, revealed in ZoomInfo’s new Buyer Impression Report, reveal how our platform helps clients remedy a few of at the moment’s greatest enterprise issues.
Prime-Line Features for Gross sales Groups
One chorus we heard from our clients was the strain to attain extra with much less.
Whether or not via decreased headcount, smaller budgets, or each, many gross sales leaders are confronted with reaching formidable income targets with fewer sources.
Our survey revealed that ZoomInfo helps frontline gross sales groups notice important income development in nearly each trade, with 67% of gross sales leaders reporting quick top-line income good points 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 Impression Report revealed that on common, ZoomInfo clients are 63% extra productive, highlighting the numerous operational enhancements ZoomInfo can supply at the moment’s gross sales leaders and their groups.
Quicker, Extra Efficient Prospecting
As any gross sales chief can attest, promoting in at the moment’s market could be harder than it has ever been.
Not solely are gross sales cycles getting longer, and infrequently involving extra stakeholders, however patrons are additionally participating salespeople a lot later within the course of. Information from Korn Ferry signifies that as many as eight in 10 patrons solely select to interact with salespeople as soon as their wants have been totally recognized, which eliminates most of the alternatives that may floor throughout preliminary consultations.
On account of this shift, environment friendly, cost-effective prospecting has turn into very important. With the typical gross sales rep spending simply one-third of their workweek really promoting, figuring out patrons which have demonstrated sturdy buying intent on the proper second is a essential success issue.
Based on our clients, ZoomInfo helps gross sales professionals throughout almost each sector use their time extra successfully. The common gross sales improvement consultant (SDR) was capable of cut back the time they spent researching prospects by 50%, in addition to greater than double their electronic mail join charges (from 9% to twenty%) and electronic 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 info. In the present day, nevertheless, the issue has been reversed; there may be a lot information at gross sales professionals’ disposal that figuring out high-value prospects has turn into that rather more vital.
ZoomInfo’s world-class platform helps gross sales groups navigate at the moment’s markets. Our report reveals that account executives (AEs) elevated their common win charges by 48% after implementing ZoomInfo’s options.
Higher Information, Higher Alignment, Extra Productive Groups
As we gathered and analyzed the info in our Buyer Impression Report, we realized an incredible deal in regards to the challenges going through income professionals all through almost each trade and market sector.
However past these challenges, we noticed how resourceful our clients are — how they’re leveraging new applied sciences to resolve their industries’ most pressing issues, and the way pushed they’re to succeed.
The complete ZoomInfo Buyer Impression Report contains information on how gross sales groups use ZoomInfo to:
- Obtain greater quota attainment
- Enhance buyer retention
- Domesticate stronger shopper relationships
- Cut back advertising and marketing spend
- Enhance TAM
- Decrease buyer acquisition prices
- Drive higher alignment between gross sales and advertising and marketing
- Understand formidable digital transformation initiatives
- Appeal to and retain the most effective individuals
We’re excited to assist extra corporations broaden and develop into new markets, establish 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 will help you hit yours, obtain the 2023 ZoomInfo Buyer Impression Report.
