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 handbook information entry, wanting up prospects in siloed programs, and pushing information round spreadsheets.
You want a easy, scalable strategy to talk with excellent consumers—minus the inefficiencies that usually include gross sales prospecting.
That’s why ZoomInfo created Interact, a gross sales engagement platform designed for smarter, extra environment friendly prospecting and promoting.
Interact helps gross sales groups automate gross sales communications. It bundles contact information, account information, real-time alerts, exercise seize, process administration, and extra. Interact 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 couple of of our gross sales representatives to find out how Interact makes prospecting simpler, extra environment friendly and focused.
1. Seamless Communication
Gross sales reps can undoubtedly multitask, however in relation to speaking with lots of of prospects, handbook outreach can take its toll. The truth is, 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% getting into information.
- 17% prospecting and researching leads.
- 12% scheduling calls.
For our gross sales group, the quick good thing about Interact is they’ll transfer seamlessly between totally different communication channels comparable to their electronic mail inbox and CRM, empowering them to answer their prospect pool inside seconds.
Gross sales reps can rapidly 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 primarily based on the time of day prospects are almost definitely to reply.
With Interact, 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) permits you to set the interval between calls to catch your breath. This permits your gross sales reps to hear, reply, and ship precisely what prospects want as they transfer via their shopping for journey.
ZoomInfo Interact auto-dialer characteristic (under)
Interact customers and managers may also create electronic mail templates to achieve deeper insights into which messaging is handiest.
2. Aggressive Integration
Greater than 80 % of gross sales reps consider it is very important have a related view of knowledge throughout your entire buyer journey, however solely about half of all companies have totally built-in programs.
Interact seamlessly integrates together with your current gross sales workflow, that means you by no means have to depart the platform. You possibly can ship emails, make calls, and monitor name exercise proper from Interact (as seen within the platform under). That information then routinely feeds into your CRM so you might have essentially the most correct view of prospects and clients.
“What units Interact aside from different gross sales engagement platforms is the flexibility to have my prospects’ contact information mixed with ZoomInfo’s biggest options multi functional hub,” says Trevor Morris, strategic gross sales growth consultant at ZoomInfo.
With Interact’s Salesforce integration characteristic, you possibly can:
- See electronic mail exercise and name notes from Interact in Salesforce
- Set sync guidelines to forestall irrelevant leads and contacts in Interact
- Sync lead and call information between Salesforce and Interact each 5 minutes to make sure you can rapidly 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. Immediate Entry to Key Gross sales Intelligence
ZoomInfo Interact’s real-time contact information 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 immediate entry to what’s new with Liz’s firm, who her boss is, and what her group construction appears to be like 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 probabilities of changing that decision to a gathering.
“With entry to ZoomInfo information and insights for the contacts on my name lists, I’m capable of rapidly 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 via totally different programs or needing to cease my autodialer,” explains Gerry Vye, Senior Supervisor of Gross sales at ZoomInfo.
4. Actual-Time View of Prospect Engagement
If you get to the consumer quicker, you’re extra more likely to safe the sale.
“Our analysis and information present that from the second of type 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 seemingly you’re to get the demo and the deal.”
That’s why Interact equips gross sales groups with a reside feed of prospect exercise proper throughout the platform (see picture under). Customers may even opt-in to obtain notifications when prospects interact with gross sales emails or content material.
It may well even provide up-to-the-second data that empowers you to work together together with your clients when they’re actively enthusiastic about your resolution. If your prospect opens your electronic mail or clicks on an attachment you shared—you’ll comprehend it.
There are a couple of locations the place customers can entry this data:
- The reside feed part
- Immediate notifications inside your app as these actions occur
- Electronic mail alerts which you can arrange manually to fit your choice
You may even dig deeper and see engagement information from all of your correspondence and calls. This data is positioned within the engagement tab, and the info ranges from once you final referred to as all the best way right down to what number of instances your prospect opened your electronic mail. Wish to see this in Salesforce? It’s in there too.
Not solely do you might have a full view of contacts you’re partaking with, however it’s also possible to add and substitute unresponsive or unsubscribed contacts with ease utilizing ZoomInfo’s best-in-class information.
5. Managing Gross sales Workflows
A major good thing about Interact is which you can take these key functionalities and switch them into actual outcomes, together with figuring out which campaigns work, discovering out the very best instances to name, and viewing your group’s exercise stage. 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 group.
“As a gross sales supervisor, I can construct gross sales flows for your entire group 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 finest: promote” explains Morgan Anderson, platinum gross sales growth consultant supervisor at ZoomInfo.
Salesflows are multi-touch, omnichannel prospecting campaigns that embody electronic mail, name duties, and different actions. Interact 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 via the cracks. Moreover, it eliminates monitoring actions through spreadsheets.
Managers may also reap the advantages of highly effective analytics and reporting. The platform offers gross sales leaders the flexibility to:
- See which reps are performing higher than others (conversations had, calls made, emails despatched, and many others.)
- Perceive which salesflows and electronic mail templates are performing finest
- Pinpoint what interval of the day essentially the most calls are being made and answered
Able to Win Extra Enterprise?
With Interact, you possibly can scale and automate your gross sales outreach for smarter and environment friendly prospecting. Get the gross sales command heart you want with real-time contact information and engagement analytics proper at your fingertips.
