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 a protracted slog filled with trial and error and guide analysis. Fortunately for her, that period is over.
Wing was capable of lean on ZoomInfo’s Refrain dialog intelligence answer and its SalesOS platform to research profitable offers and carry out lightning-fast analysis on her new territory and group. The insights gave her a transparent image of the shopper lifecycle, what approaches labored greatest in every area, and the way sure offers have been progressing.
“My life can be a nightmare with out it,” says Wing, a ZoomInfo world 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 knowledge from gross sales calls in actual time, is a robust answer 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 knowledge comes from too many sources.
“Whenever you’re attempting to handle many kinds of accounts in numerous areas, it may be difficult to make sense of all of it,” Wing says.
With an built-in tech stack, reminiscent of 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 quick motion.
- Automate actions throughout your total tech stack.
Above all else, an built-in tech stack means higher visibility for key inner stakeholders at each step of the gross sales course of.
Extra Visibility and Productiveness with Automation
Based on McKinsey, greater than 30% of sales-related actions might be automated, together with coaching and gross sales assist — 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 group of dozens, it’s worthwhile to monitor how pitch methods are working, gauge traits in prospect suggestions, and keep watch over rep efficiency. And should you handle a distributed group 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 know what’s taking place throughout territories and markets. At present, Refrain helps 9 languages: Chinese language, Dutch, English, French, German, Italian, Japanese, Portuguese, and Spanish.
“It’s a lot simpler to know what’s occurring throughout my group 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 progress 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 will overview recordings and use the notes to swiftly comply with up with prospects on any subsequent steps. Reps also can 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 widespread CRM instruments. Customers can shortly see the entire related CRM deal data, 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 essential account and efficiency data will get constantly captured, collected, and unified.
“Refrain has actually reworked the best way not solely my group operates, but in addition a lot of our prospects,” Wing says. “Whenever you’re attempting to focus on many alternative markets without delay, it’s a sport changer.”
