“More than 50% of leaders who don’t really see the full potential or are really hesitant to integrate generative AI into their business,” said Calen Holbrooks, VP of Integrated Marketing for go-to-market (GTM) platform ZoomInfo. “On the other hand, a measly 3% are already recognizing and actively realizing business value from their AI initiatives. It’s really the leadership and executives that are falling behind because of their concerns around data. The root cause or concern is around the data quality, reliability, accuracy and compliancy.”

To shed more light on how poor data impacts AI usage and buyer engagement, Holbrooks teamed up with her colleague Kayla Prunier, AVP of Sales, to host, “Where Are The B2B Buyers? And How Do We Find Them?”, a webinar that discussed practical ways to combine AI with high-quality data. Throughout their presentation, Holbrook and Prunier dove into the power of leveraging AI in tandem with clean data, which can ensure sales is always working with accurate, real-time buyer intent signals.

Create A Foundation Of Robust, Granular & Up-To-Date Data

Access to clean data is a common problem that most companies face — a recent survey by Experian found that 55% of corporate leaders distrust their own data, and according to Prunier and Holbrook, there are layers to this skepticism, which might include:

• A lack of data;
• Inconsistent or duplicative data; and
• Too much data to make sense of.

“Bad data is clearly a problem, and adding AI to the mix will only exacerbate that issue,” said Prunier. “As exciting as AI is and as useful as it can — and will — be when leveraged properly, it’s nothing without good data. AI won’t be able to revolutionize your go-to-market (GTM) approach or your company if it’s grabbing from incomplete or flat-out wrong data pools.”

Use That Clean Data To Fuel Clear Buying Signals

One of the most critical aspects of leveraging AI and data for business growth, according to ZoomInfo’s experts, is identifying the best signal — aka the one most likely to convert. Marketers traditionally know when a lead or MQL source is close conversion, but they often don’t understand what’s happening at the account level. To generate that understanding, businesses must understand the signals, motions or actions that are most likely to propel conversion.

“Understanding which signals are most predictive to conversion is key to effectively targeting and engaging potential buyers,” said Holbrooks. “These signals can come from a variety of sources. We have intent data that most people use now, different behavioral cues, and information coming out of earning reports or demographic statistics. There’s so much data that we can pull together to identify these signals. So, ask yourself: ‘What’s the best signal to convert my business?’ Understanding that will be the next clue to helping solve those elusive buyers.”

Close The Gap Between Sellers & Buyers

When salespeople (and their AI counterparts) aren’t working off of clean data, it creates a disconnect between buyers and sellers. Everyday buyers are on a journey, and the reality is that they’re starting that journey before sellers can even have a conversation. This is because most of the time, buyers are largely unknown and only 10% of your total addressable market is actively looking for a conversation, meaning that most teams are pursuing leads that really aren’t ready to engage.

“When you’re not using AI and data effectively, it’s truly impossible to get in front of that 10% to ensure that you’re maximizing your sellers efforts,” said Prunier. “To address this problem, it’s essential that you harness AI and clean data, because AI can analyze a vast array of buyer signals. We can turn what seems like a challenge into a solvable mystery by aligning your sales team’s efforts with real time needs of your buyers, which ultimately helps you win opportunities at the right time.”

To unlock the full insights “Where Are The B2B Buyers? And How Do We Find Them?”, register for the Buyer Insights & Intelligence Series now — it’s currently available for free on-demand!

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Solution Overview

ZoomInfo Copilot is an AI-powered solution that works to blend a company’s data with ZoomInfo data and apply generative AI to predict pipeline via AI-guided recommendations about who to contact, when to engage and what to say.

Back-Of-The-Box Details

ZoomInfo Copilot seeks to help salespeople seize time-sensitive opportunities in real time with Breaking Alerts delivered through Slack. These alerts can be shared across multiple channels, allowing teams to triage emerging opportunities and act decisively on high-quality intent signals. Marketers can also receive ranked and prioritized target accounts and in-market buyers, derived from millions of signals processed daily by ZoomInfo’s AI.

How It Helps

According to the company, ZoomInfo Copilot successfully predicted nearly half of beta users’ existing pipeline. Forty-five percent of the open opportunities in beta users’ CRM had ZoomInfo Copilot signals telling them to engage and, on average, beta users created nearly twice as many sales opportunities compared to non-users in the same roles and companies. Beta users also purportedly reduced their time spent on account research and manual tasks by 10 hours per week.

What Makes It Special

“What sets ZoomInfo’s Copilot apart from any other solution in the market is that it is sitting on top of our AI-ready trusted data foundation that drives decisions, personalization and confidence,” said Henry Schuck, ZoomInfo’s Founder and CEO. “AI is only as good as the data it’s built on, and most solutions are layered on top of static CRM data.”

Contact

ZoomInfo

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The Lowdown

ZoomInfo Copilot is an AI-powered solution designed to help sellers sell smarter and win faster by sifting through the noise to surface insights.

Back-Of-The-Box Details

ZoomInfo Copilot unifies a company’s GTM data — including first-party CRM data and ZoomInfo’s data — and applies generative AI to identify the insights sellers want. With ZoomInfo Copilot, salespeople can receive AI-guided recommendations about who to contact, when to engage them and even what to say across every channel.

The solution works to personalize a seller’s homepage with a prioritized list of their target accounts, and then uses AI to pull account insights and intent signals from ZoomInfo’s sales intelligence to help determine a seller’s next move. It can then use these insights and account context to generate an email draft for the seller.

Who It’s For

Selling has never been more complex, but the best salespeople still find a way to succeed. Frontline sellers spend too much time on low-value, administrative activities. Bloated tech stacks, disjointed sales signals and a lack of clear guidance make it too difficult for reps to identify a clear path to close. The result is sellers simply don’t spend enough time selling.

What It Solves

With ZoomInfo Copilot, salespeople receive AI-guided recommendations about who to contact, when to engage them and even what to say across every channel.

What Makes It Special

AI is only as strong as the data foundation it sits on, and ZoomInfo Copilot surfaces its insights from a unified layer that includes both customer opportunity data and ZoomInfo’s real-time signals and data.

Contact

ZoomInfo

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The Lowdown

Post-Meeting Briefs within Chorus, ZoomInfo’s conversation intelligence platform, use generative AI to provide users with easily digestible and comprehensive post-meeting summaries.

Back-Of-The-Box Details

These Post-Meeting Briefs are designed to:

• Capture key moments from the meeting and generate a list of action items; and
• Deliver the most relevant points and follow-up items to the user’s inbox minutes after the meeting ends.

Who It’s For

The tool is for anyone working in an office setting, but especially sales professionals who interface with prospects and customers via video call.

What It Solves

Post-Meeting Briefs allows participants to focus on the conversation and pain points, rather than note-taking.

What Makes It Special

“ZoomInfo is using generative AI and automation to reimagine how businesses go to market,” ZoomInfo Chief Product Officer Dominik Facher said. “This cutting-edge technology will drive better outcomes for our customers by helping them save time and do their jobs more efficiently.”

Contact

ZoomInfo
(866) 904-9666
Sign up for a free trial

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ZoomInfo’s Data-as-a-Service (DaaS) product seeks to enable businesses to ingest the industry’s leading B2B data, at scale, directly into their systems and databases. With the offering now available through Databricks, teams can enhance their existing workflows with a GTM data foundation that includes company, contact, intent and technographic data. ZoomInfo DaaS can be accessed within the Databricks Marketplace, an open marketplace where teams can exchange data assets.

“Seamless access to ZoomInfo data helps teams fuel accelerated growth for their GTM teams by unlocking and centralizing insights at scale,” said Sneh Kakileti, Vice President, Product Management at ZoomInfo, in a statement. “These insights can power advanced technology applications, such as generative AI-based processes, which are only as good as the data they have access to. This partnership will help data-centric organizations solve some of their toughest GTM problems and win faster.”

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“The software world is abuzz over what the future of products like ChatGPT can bring, and we’re thrilled to invent the future of go-to-market with generative AI,” said Henry Schuck, ZoomInfo Founder and CEO, in a statement. “When this integration is complete, our customers will be able to use GPT to shorten cold emails, isolate a call to action from a sales call and much more.”

The integration is designed to empower users to tell the platform what they are looking for and resurface the most relevant insights for their needs. By combining Generative AI and ZoomInfo’s data, the company intends to provide real-time insights on who to engage with, when and how.

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ZoomInfo leverages automated technology to fill gaps in contact or company profiles to ensure they are complete and current. The AI is supplemented by a team of more than 300 researchers who proactively gather and verify data. These added layers of authentication include sending email privacy notices to data subjects and validating each data point with a thorough multi-step process. 

“We take pride in our expanded, privacy compliant B2B data,” said Kirti Patel, Senior Director of Data Engineering at ZoomInfo, in a statement. “Whether a customer is looking for local opportunities in a specific country, or expanding their outreach to foreign markets, ZoomInfo can provide detailed depth and accuracy with a commitment to compliance.”

The post ZoomInfo Expands Global Business Contact Database To More Than 235M Profiles appeared first on Demand Gen Report.

Through the partnership, G2 customers can access more than 300 attributes to build their ICP and overlay actionable insights — such as planned technology investments, personnel moves and website visitor behavior — to identify in-market companies. Sales representatives can then utilize ZoomInfo’s contact information to prospect lists of decision-makers at high-intent accounts before beginning outreach. For ZoomInfo MarketingOS users, the integration can help them dynamically populate audience segments with G2 Buyer Intent data and trigger targeted display and social ads.

According to ZoomInfo and G2, predicted benefits for users include:

• Prioritizing accounts and actively researching solutions and vendors;
• Finding professional buyers and influencers with a high likelihood to engage;
• Tailoring messaging to behavior;
• Reducing churn risk by monitoring customer intent 24/7;
• Building more effective ABM campaigns;
• Optimizing spend and increasing ROAS; and
• Personalizing ad content for buying behavior.

“In 2022, the B2B industry is taking a magnifying glass to software spend,” said Godard Abel, CEO and Co-founder of G2, in a statement. “For sales and marketing teams vying for those budgets, getting in front of their ideal customers at the right time is as crucial as remaining omnipresent and extending market influence. It’s no longer on the marketing or sales teams alone to make an impact on a purchasing decision. With an aligned strategy, teams can work together to be a consistent source of value for target audiences — capturing attention through personalized outreach to all members of a prospective buying committee.”

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Law brings two decades of experience from his time at Salesforce, Tableau, Rackspace, Google and Monitor Deloitte. Most recently, he served as Senior Vice President, Marketing and General Manager of E-commerce at Salesforce and was responsible for driving pipeline growth.

“Bryan’s wealth of leadership experience at public companies should yield immediate results for our marketing operations,” said Henry Schuck, Founder and CEO of ZoomInfo, in a statement. “I’m eager to see how he will drive leads into our revenue funnel and help us achieve our business goals.”

Additionally, ZoomInfo customers are now able to access its business contact data within multiple AWS services while also leveraging prebuilt datasets or working with ZoomInfo’s Data Services team to create custom datasets. All data will be delivered into their Amazon Simple Storage Service (Amazon S3) instances and OperationsOS will help eliminate data decay by pushing recurring data updates through to AWS.

“This exciting development allows our customers who leverage AWS to establish a highly scalable and reliable go-to-market data foundation,” added Schuck, in a statement. “Securely integrating ZoomInfo’s data directly into their AWS data workflows opens a seamless connection for capturing, unifying, analyzing and ultimately consuming that data. Backed by our best-in-class data privacy and security protections, this integration has the potential to save companies meaningful time, effort and money.”

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Through the partnership, Sales Confidence’s network of sales and marketing leaders positions ZoomInfo to expand its product and data offerings to align with the demands of its present and future European customers. It will also allow ZoomInfo to leverage its privacy and compliance leadership by educating sales and marketing teams on evolving privacy regulations around the world, such as GDPR in Europe.

“We are thrilled to partner with Sales Confidence and share our vision to elevate sales professionals and equip them to increase revenue,” said Ray Mariano, Senior Vice President of International Revenue at ZoomInfo, in a statement. “We continue to make investments in Europe, as we expand that market with the best data, tools, insights and technology in an integrated platform to help drive an efficient go-to-market motion.”

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