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<!DOCTYPE html><html lang="en"><head><meta charSet="utf-8"/><meta name="viewport" content="width=device-width"/><title>How to Sell to a CFO: 7 Steps to Close Finance Deals | The Pipeline | ZoomInfo</title><link rel="icon" href="/images/zoominfo_favicon.svg" sizes="32x32"/><link rel="alternate" type="application/rss+xml" href="https://pipeline.zoominfo.com/feed/sales.xml"/><meta name="description" content="How do you sell a cost-conscious and numbers-driven chief financial officer? 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data-date="MjAyNDAyMTZUMTk6MDA6MzEuMDAwWg==" data-id="cG9zdDoyNzgzNw==" data-format="Tactics"><div class="wrapper-padding page-pt-pb"><section class="content-max-width"><div class="post__body"><article class="post__content"><div class="show-on-mobile"><a class=" " href="/author/caroline-rogerson"><div class="author pointer"><div role="link"><div class="author__container"><img alt="Caroline Rogerson" loading="lazy" width="60" height="60" decoding="async" data-nimg="1" style="color:transparent" srcSet="/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=68&q=75 1x, /_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=373&q=75 2x" src="/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=373&q=75"/><div class="author__details"><h3 class="author__name h4 capitalize">Caroline Rogerson</h3><p class="author__role ">Money Crashers</p></div></div></div></div></a></div><div class="social-buttons"><img alt="share button" loading="lazy" width="55" height="55" decoding="async" data-nimg="1" class="social-buttons__share pointer" style="color:transparent" src="/_next/static/media/share-black-bg.a47db0b0.svg"/></div><div class="post__layout"><div class="post__text"><div class="" id="main-content"> <p>One of the primary rules of sales is to talk to someone who has the power to make a buying decision. If you don’t do that, you can’t close the deal — no matter how well you do your job.</p> <p>In many companies, the <a href="https://www.moneycrashers.com/chief-financial-officer-cfo-responsibilities/" target="_blank" rel="noreferrer noopener">chief financial officer</a> (CFO) is the ultimate authority on buying decisions. You can present your pitch to other managers, who can then check with the CFO or recommend your product or service to them. But in most cases it’s better to sell directly to the buying power. </p> <p>This is a challenge, but not an impossible one. You just have to know how to do it right.</p> <h2 class="wp-block-heading">How Do I Approach a CFO?</h2> <p>Approaching a CFO is different from approaching a department head, general manager, or executive. CFOs are inundated with requests and demands all day, both from inside and outside the company. They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers.</p> <h2 class="wp-block-heading">How Do I Get a CFO’s Attention?</h2> <p>To get a CFO’s attention, it’s helpful to research their significant priorities. Some have their eye on short-term stock performance, while others are looking to invest in long-term growth. When you know what motivates them, you’ll know how to command their attention. Invest heavily in researching the prospect company and finding out their growth story, their financial picture, and the C-suite’s stated priorities.</p> <h2 class="wp-block-heading">What Does a CFO Want to Hear?</h2> <p>CFOs aren’t immune to emotional buying decisions, but their job is to focus on the numbers. It’s important to directly quantify what your product or service does and express how it will bring a sure return on investment. Leave the emotional appeals, tricks for creating urgency, and other similar sales tactics aside. Focus on ROI as the foundation for your pitch, and bring evidence and testimonials to back up your numbers.</p> <h2 class="wp-block-heading">How to Sell to the CFO: A Step-By-Step Guide</h2> <h3 class="wp-block-heading">1. Research the Company</h3> <p>Your pitch to the CFO must directly address the realities and specifics of their company. You need to gather as much information and data as possible about the company and their outlook. Review shareholder reports and regulatory filings, business news items, social media postings, and industry information. </p> <p>Do you have personal contacts or industry sources who can help fill in the company portrait? Rely on them to get as much information as possible. </p> <h3 class="wp-block-heading">2. Research the CFO</h3> <p>You’ll be selling to an individual who has very limited time and an immense amount of authority, someone who typically makes very high-level, strategic decisions. </p> <p>Keep this in mind as you begin your research. Start with social media accounts. Read about them. Look for podcasts or interviews where they have appeared. Get a sense of their interests and how they like to talk with people. </p> <p>And remember, no matter their job title, people like talking about themselves. Knowing who your prospect is and what they value as a professional and as a person will pay off when you land time on their busy calendar.</p> <h3 class="wp-block-heading">3. Research the Gatekeeper</h3> <p>The final research piece is the <a href="https://pipeline.zoominfo.com/sales/zoominfo-community-edition-getting-past-the-gate-keepers">gatekeeper</a> of the CFO’s calendar. Research who that might be, remembering that <a class="wl-entity-page-link" title="Org Chart" href="https://pipeline.zoominfo.com/sales/how-to-use-org-charts" data-id="https://data.wordlift.io/wl95583/post/how_to_use_org_charts_for_b2b_sales" >organizational charts</a> don’t always identify the best person to approach. </p> <p>In some companies, it’s one of the CFO’s direct reports. In others, it’s their executive assistant or chief of staff. Still others have a rigid chain of command that includes a scheduling assistant and a senior staffer with more authority.</p> <p>Without respecting a CFO’s system and their trusted staff, your chances of making a sale are drastically reduced. Use social media, local contacts, and any other research methods you have to find out everything you can, to improve your chances of convincing the gatekeeper to book you a meeting with the CFO. </p> <h3 class="wp-block-heading">4. Identify their Pain Points</h3> <p>As a sales professional, you <a href="https://pipeline.zoominfo.com/marketing/customer-pain-points">understand pain points</a> and how they help you make a sale. When approaching a CFO, you need to address two kinds of pain points. </p> <p>First, you need to address the corporate problems. What’s going wrong with the business that you can improve? Or conversely, what’s going right that you can make even better? How, specifically, will your product or service generate ROI?</p> <p>Second, you need to address the CFO’s individual problems. What are their significant stressors, motivations, and concerns? How will your company’s solution make these better? How will a relationship with you improve their working life?</p> <h3 class="wp-block-heading">5. Practice Your Presentation</h3> <p>Once you’ve <a href="https://pipeline.zoominfo.com/sales/sales-presentation">built your presentation</a>, rehearse it. Consider these tips to make your rehearsal more effective:</p> <ul class="wp-block-list"> <li>Start with notes, and wean yourself away from them with each practice session.</li> <li>Ask people for specific feedback about how and what you can improve.</li> <li>Record your presentation, then watch it for ways to make it better.</li> <li>Practice under mild stress to get accustomed to how adrenaline impacts your performance.</li> </ul> <p>As you rehearse, set five or six anchor points. Each of these is a portion of the presentation you can deliver without much thought. Save these for when you get lost or flustered. This kind of verbal lifejacket has saved more than one sale. </p> <h3 class="wp-block-heading">6. Get Your Foot in the Door</h3> <p>You know how to execute this step. Make the calls, send the emails, buy the drinks, and ask the questions until you get a sales meeting scheduled. </p> <p>We put this prep step last, because if you haven’t completed the other five, you risk presenting before you’re ready. Almost every CFO hates wasting time. If you don’t show up fully prepared, they will know it — and you’re not likely to get a second chance. </p> <p>Save this scheduling push until you’ve reached the final stages of your presentation rehearsal, so you can book the meeting when you’re at your peak. </p> <h3 class="wp-block-heading">7. Closing the Deal: Be Direct</h3> <p>The final step is the last in any sales presentation: Ask the CFO for their business. </p> <p>This is Sales 101, but you’d be surprised how often people forget this when standing in the rarified air of the C-suite. Remember, it’s not sales until you ask for the purchase. Before that, you’re just having a conversation. Since you went through a lot of work to get here, don’t leave until you’ve finished the job.</p> <p><em>Caroline Rogerson is a marketing consultant in New York who worked in sales for a decade. This post was produced in partnership with <a rel="noreferrer noopener" href="https://www.moneycrashers.com/" data-type="URL" data-id="https://www.moneycrashers.com/" target="_blank">Money Crashers</a>, a source of expert research and information about personal finance.</em></p> </div></div><aside class="post__side-bar"><a class=" " href="/author/caroline-rogerson"><div class="author pointer"><div role="link"><div class="author__container"><img alt="Caroline Rogerson" loading="lazy" width="60" height="60" decoding="async" data-nimg="1" style="color:transparent" srcSet="/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=68&q=75 1x, /_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=373&q=75 2x" src="/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2022%2F07%2FMoneyCrashers.jpg&w=373&q=75"/><div class="author__details"><h3 class="author__name h4 capitalize">Caroline Rogerson</h3><p class="author__role ">Money Crashers</p></div></div></div></div></a><div class="banner-cta"><section class="content-max-width"><div class="banner-cta__container red "><div class="banner-cta__content content-max-width-narrow"><div class="banner-cta__text white">Make Every Seller Your Best Seller</div><div class="banner-cta__description white h4">ZoomInfo Copilot users drive 2x the opportunities of their peers. 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Learn how to get past the gatekeeper and best prepare for a sales meeting.","metaNewsDisabled":false,"metaRobotsArchive":false,"metaRobotsBreadcrumbs":"","metaRobotsImageIndex":false,"metaRobotsNofollow":false,"metaRobotsNoindex":false,"metaRobotsOdp":false,"metaRobotsPrimaryCategory":0,"metaRobotsSnippet":false,"metaTitle":"How to Sell to a CFO: 7 Steps to Close Finance Deals | The Pipeline | ZoomInfo","metaVideo":"\"\"","metaVideoDisabled":false,"opengraphDescription":"","opengraphTitle":"","proSchemas":"\"\"","proSchemasManual":"[{\"_seopress_pro_rich_snippets_type\":\"none\"}]","redirectionsEnabled":false,"redirectionsType":"301","redirectionsURL":"","targetKeywords":"","twitterDescription":"","twitterTitle":"","opengraphImage":null,"twitterImage":null},"tags":{"__typename":"PostToTagConnection","nodes":[]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"tactics","name":"Tactics"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","title":"Money Crashers","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2022/07/MoneyCrashers.jpg"}},"lastName":"Rogerson","firstName":"Caroline","id":"dXNlcjo2NA==","name":"Caroline Rogerson","email":null,"slug":"caroline-rogerson"}},"isSticky":false,"content":"\n\u003cp\u003eOne of the primary rules of sales is to talk to someone who has the power to make a buying decision. If you don’t do that, you can’t close the deal —\u0026nbsp;no matter how well you do your job.\u003c/p\u003e\n\n\n\n\u003cp\u003eIn many companies, the \u003ca href=\"https://www.moneycrashers.com/chief-financial-officer-cfo-responsibilities/\" target=\"_blank\" rel=\"noreferrer noopener\"\u003echief financial officer\u003c/a\u003e (CFO) is the ultimate authority on buying decisions. You can present your pitch to other managers, who can then check with the CFO or recommend your product or service to them. But in most cases it’s better to sell directly to the buying power.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThis is a challenge, but not an impossible one. You just have to know how to do it right.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHow Do I Approach a CFO?\u003c/h2\u003e\n\n\n\n\u003cp\u003eApproaching a CFO is different from approaching a department head, general manager, or executive. CFOs are inundated with requests and demands all day, both from inside and outside the company. They often maintain a small army of people to deal with all these demands, which means that the best way to approach a CFO is getting in touch with and gaining the confidence of these gatekeepers.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHow Do I Get a CFO’s Attention?\u003c/h2\u003e\n\n\n\n\u003cp\u003eTo get a CFO’s attention, it’s helpful to research their significant priorities. Some have their eye on short-term stock performance, while others are looking to invest in long-term growth. When you know what motivates them, you’ll know how to command their attention. Invest heavily in researching the prospect company and finding out their growth story, their financial picture, and the C-suite’s stated priorities.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eWhat Does a CFO Want to Hear?\u003c/h2\u003e\n\n\n\n\u003cp\u003eCFOs aren’t immune to emotional buying decisions, but their job is to focus on the numbers. It’s important to directly quantify what your product or service does and express how it will bring a sure return on investment. Leave the emotional appeals, tricks for creating urgency, and other similar sales tactics aside.\u0026nbsp;Focus on ROI as the foundation for your pitch, and bring evidence and testimonials to back up your numbers.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHow to Sell to the CFO: A Step-By-Step Guide\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e1. Research the Company\u003c/h3\u003e\n\n\n\n\u003cp\u003eYour pitch to the CFO must directly address the realities and specifics of their company. You need to gather as much information and data as possible about the company and their outlook. Review shareholder reports and regulatory filings, business news items, social media postings, and industry information.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eDo you have personal contacts or industry sources who can help fill in the company portrait? Rely on them to get as much information as possible.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e2. Research the CFO\u003c/h3\u003e\n\n\n\n\u003cp\u003eYou’ll be selling to an individual who has very limited time and an immense amount of authority, someone who typically makes very high-level, strategic decisions.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eKeep this in mind as you begin your research. Start with social media accounts. Read about them. Look for podcasts or interviews where they have appeared. Get a sense of their interests and how they like to talk with people.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd remember, no matter their job title, people like talking about themselves. Knowing who your prospect is and what they value as a professional and as a person will pay off when you land time on their busy calendar.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e3. Research the Gatekeeper\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe final research piece is the \u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-community-edition-getting-past-the-gate-keepers\"\u003egatekeeper\u003c/a\u003e of the CFO’s calendar. Research who that might be, remembering that \u003ca class=\"wl-entity-page-link\" title=\"Org Chart\" href=\"https://pipeline.zoominfo.com/sales/how-to-use-org-charts\" data-id=\"https://data.wordlift.io/wl95583/post/how_to_use_org_charts_for_b2b_sales\" \u003eorganizational charts\u003c/a\u003e don’t always identify the best person to approach.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eIn some companies, it’s one of the CFO’s direct reports. In others, it’s their executive assistant or chief of staff. Still others have a rigid chain of command that includes a scheduling assistant and a senior staffer with more authority.\u003c/p\u003e\n\n\n\n\u003cp\u003eWithout respecting a CFO’s system and their trusted staff, your chances of making a sale are drastically reduced. Use social media, local contacts, and any other research methods you have to find out everything you can, to improve your chances of convincing the gatekeeper to book you a meeting with the CFO.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e4. Identify their Pain Points\u003c/h3\u003e\n\n\n\n\u003cp\u003eAs a sales professional, you \u003ca href=\"https://pipeline.zoominfo.com/marketing/customer-pain-points\"\u003eunderstand pain points\u003c/a\u003e and how they help you make a sale. When approaching a CFO, you need to address two kinds of pain points.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eFirst, you need to address the corporate problems. What’s going wrong with the business that you can improve? Or conversely, what’s going right that you can make even better? How, specifically, will your product or service generate ROI?\u003c/p\u003e\n\n\n\n\u003cp\u003eSecond, you need to address the CFO’s individual problems. What are their significant stressors, motivations, and concerns? How will your company’s solution make these better? How will a relationship with you improve their working life?\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e5. Practice Your Presentation\u003c/h3\u003e\n\n\n\n\u003cp\u003eOnce you’ve \u003ca href=\"https://pipeline.zoominfo.com/sales/sales-presentation\"\u003ebuilt your presentation\u003c/a\u003e, rehearse it. Consider these tips to make your rehearsal more effective:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eStart with notes, and wean yourself away from them with each practice session.\u003c/li\u003e\n\n\n\n\u003cli\u003eAsk people for specific feedback about how and what you can improve.\u003c/li\u003e\n\n\n\n\u003cli\u003eRecord your presentation, then watch it for ways to make it better.\u003c/li\u003e\n\n\n\n\u003cli\u003ePractice under mild stress to get accustomed to how adrenaline impacts your performance.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eAs you rehearse, set five or six anchor points. Each of these is a portion of the presentation you can deliver without much thought. Save these for when you get lost or flustered. This kind of verbal lifejacket has saved more than one sale.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e6. Get Your Foot in the Door\u003c/h3\u003e\n\n\n\n\u003cp\u003eYou know how to execute this step. Make the calls, send the emails, buy the drinks, and ask the questions until you get a sales meeting scheduled.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eWe put this prep step last, because if you haven’t completed the other five, you risk presenting before you’re ready. Almost every CFO hates wasting time. If you don’t show up fully prepared, they will know it — and you\u0026#8217;re not likely to get a second chance.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eSave this scheduling push until you’ve reached the final stages of your presentation rehearsal, so you can book the meeting when you’re at your peak.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e7. Closing the Deal: Be Direct\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe final step is the last in any sales presentation: Ask the CFO for their business.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThis is Sales 101, but you’d be surprised how often people forget this when standing in the rarified air of the C-suite. Remember, it’s not sales until you ask for the purchase. Before that, you’re just having a conversation. Since you went through a lot of work to get here, don’t leave until you’ve finished the job.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cem\u003eCaroline Rogerson is a marketing consultant in New York who worked in sales for a decade. This post was produced in partnership with \u003ca rel=\"noreferrer noopener\" href=\"https://www.moneycrashers.com/\" data-type=\"URL\" data-id=\"https://www.moneycrashers.com/\" target=\"_blank\"\u003eMoney Crashers\u003c/a\u003e, a source of expert research and information about personal finance.\u003c/em\u003e\u003c/p\u003e\n\n\n","date":"2022-07-18T14:02:47","modified":"2024-02-16T19:00:31","uri":"/sales/selling-to-cfo","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2022/05/Sales-for-Introverts-vs-Extroverts-Resize.png"}},"excerpt":"\u003cp\u003eOne of the primary rules of sales is to talk to someone who has the power to make a buying decision. If you don’t do that, you can’t close the deal —\u0026nbsp;no matter how well you do your job. In many companies, the chief financial officer (CFO) is the ultimate authority on buying decisions. 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Read on to see how to navigate org charts and boost your odds!","mainEntityOfPage":"https://pipeline.zoominfo.com/sales/how-to-use-org-charts","name":"How to Use Org Charts for B2B Sales","alternateName":["Org Chart","org charts","org chart","organizational chart","Org Charts","organizational charts","Org charts","Organizational charts"],"url":"https://pipeline.zoominfo.com/sales/how-to-use-org-charts"},{"@context":"http://schema.org","@id":"https://data.wordlift.io/wl95583/entity/caroline-rogerson-28631","@type":"Person","description":"Contributor","mainEntityOfPage":"https://pipeline-assets.zoominfo.com/vocabulary/caroline-rogerson","image":[{"@type":"ImageObject","url":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2022/07/MoneyCrashers.jpg","width":400,"height":400}],"name":"Caroline Rogerson","sameAs":"https://twitter.com/MoneyCrashers","url":"https://pipeline.zoominfo.com/author/caroline-rogerson"}],"globalSchemas":null},"latestContent":{"__typename":"RootQueryToPostConnection","pageInfo":{"__typename":"RootQueryToPostConnectionPageInfo","offsetPagination":{"__typename":"OffsetPaginationPageInfo","total":458}},"nodes":[{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/04/Blog-Image-8-Medium.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Buying Signals","slug":"buying-signals"},{"__typename":"Tag","name":"Data as a Service","slug":"daas"},{"__typename":"Tag","name":"Sales Intelligence","slug":"sales-intelligence"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eWinning in today\u0026#8217;s markets takes more than just raw effort. Sales leaders need to make sure that every interaction counts —\u0026nbsp;and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges.\u003c/p\u003e\n\n\n\n\u003cp\u003eThat’s where \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGo-to-Market Intelligence\u003c/a\u003e enters the picture.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eBeyond providing basic company and contact information, GTM Intelligence combines the world’s deepest, most accurate B2B datasets with real-time buying signals and AI-fueled insights. The result: a 360-degree view of your customers and markets, no matter how quickly they change.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe following stories from real GTM professionals show how today\u0026#8217;s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd with ZoomInfo’s \u003ca href=\"https://pipeline.zoominfo.com/operations/what-is-data-as-a-service\"\u003eData-as-a-Service\u003c/a\u003e capabilities, the same intelligence that fuels these success stories is available to help your team reach its goals, however and wherever you need:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eDirect integration into major cloud platforms (Snowflake, Google Cloud, Databricks, AWS).\u003c/li\u003e\n\n\n\n\u003cli\u003eRESTful APIs for flexible and scalable data usage.\u003c/li\u003e\n\n\n\n\u003cli\u003eCompany, contact and intent Data Cubes\u003c/li\u003e\n\n\n\n\u003cli\u003eCustom datasets to meet your unique requirements and fill specific gaps\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Sendoso-Logo.png\" alt=\"\" class=\"wp-image-31533\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Sendoso-Logo.png 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Sendoso-Logo-150x150.png 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eSendoso: $4.9M in Pipeline and 1,100+ Hours Saved\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eChallenge\u003c/h3\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.sendoso.com/\"\u003eSendoso\u003c/a\u003e, a leading direct-mail automation platform, faced challenges managing a vast TAM and ensuring accurate CRM data. With countless opportunities available, the need for high-quality data became clearer, as sales reps were spending too much time manually enriching records instead of selling.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eWith global expansion identified as a top priority, Sendoso needed a source of truth to help navigate incoming records across new potential territories that would be clean, complete, and routed to the right reps.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSolution\u003c/h3\u003e\n\n\n\n\u003cp\u003eZoomInfo was the clear choice. Sendoso turned to ZoomInfo as a single source of truth for:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eTAM analysis\u003c/strong\u003e to prioritize the most valuable expansion opportunities, particularly in the UK.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eComprehensive, high-quality data\u003c/strong\u003e to set sellers up for success.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eFully enriched account and contact information, \u003c/strong\u003edone in real time to maximize rep efficiency.\u0026nbsp;\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eResults\u003c/h3\u003e\n\n\n\n\u003cp\u003ePartnering with ZoomInfo brought immediate results for Sendoso, including:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003e$4.9M in new pipeline\u003c/strong\u003e generated within two quarters.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e10% increase in ICP access\u003c/strong\u003e, unlocking new revenue opportunities.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e70% reduction in data inaccuracy\u003c/strong\u003e, saving time and effort for reps\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e1,100+ hours saved\u003c/strong\u003e from manual data enrichment, allowing sales reps to focus on closing deals.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp style=\"font-size:22px\"\u003e“ZoomInfo has become a key component of our corporate strategy. ZoomInfo isn’t just a data source – it’s provided tremendous value to our organization, and we look forward to more.” \u0026#8211; Kris Rudeegraap, CEO and Co-founder, Sendoso\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-large is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"1024\" height=\"576\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-1024x576.png\" alt=\"\" class=\"wp-image-31534\" style=\"object-fit:cover;width:100px;height:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-1024x576.png 1024w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-300x169.png 300w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-768x432.png 768w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-1536x864.png 1536w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-2048x1152.png 2048w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Houston-Rockets-Symbol-1200x675.png 1200w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHouston Rockets: 15,000 New Contacts \u0026amp; 100+ Warm Leads\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eChallenge\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe Houston Rockets needed a way to quickly identify and engage new potential ticket buyers beyond their existing audience. The sales team required a scalable data solution to efficiently reach corporate groups and event attendees.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSolution\u003c/h3\u003e\n\n\n\n\u003cp\u003eThanks to the seamless integration between ZoomInfo Sales and Salesforce, the Houston Rockets’ sales team is saving time on segmenting net new accounts. The team leveraged:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eComprehensive company and contact data\u003c/strong\u003e to discover and segment new B2B prospects.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eData enrichment \u003c/strong\u003eto validate industry and revenue insights for prioritization.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eEvent-driven targeting\u003c/strong\u003e to engage visiting corporate groups in Houston.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eResults\u003c/h3\u003e\n\n\n\n\u003cp\u003eWith a strong data foundation, the Houston Rockets are on track to hit their target revenue goals. They’re using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eTheir results include:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003e15,000 new contacts\u003c/strong\u003e uncovered.\u003c/li\u003e\n\n\n\n\u003cli\u003eMore than \u003cstrong\u003e100 new opportunities and warm leads\u003c/strong\u003e identified.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAccelerated sales cycles\u003c/strong\u003e with targeted, intelligent outreach\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eIncreased revenue\u003c/strong\u003e from previously untapped buyer segments.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp style=\"font-size:22px\"\u003e“We were confident ZoomInfo would help us hit our revenue targets by expanding our reach to a new pool of potential buyers. The ROI is there, there’s no doubt about it. We are very happy.” \u0026#8211; Robert Rodriguez, CRM Administrator, Houston Rockets\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"318\" height=\"159\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/radware-logo.png\" alt=\"\" class=\"wp-image-31535\" style=\"width:auto;height:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/radware-logo.png 318w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/radware-logo-300x150.png 300w\" sizes=\"auto, (max-width: 318px) 100vw, 318px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eRadware: 50% Pipeline Growth with Intent-Driven Strategies\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eChallenge\u003c/h3\u003e\n\n\n\n\u003cp\u003eRadware, a leader in cybersecurity and application delivery, needed a data-driven approach to boost the productivity of its digital sales team —\u0026nbsp;without increasing headcount. The company sought a solution to refine prospecting strategies, improve engagement, and increase revenue impact.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eKnowing that improving productivity and executing on an ambitious prospecting strategy was a top priority, the company leveraged ZoomInfo’s powerful GTM Intelligence data.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSolution\u003c/h3\u003e\n\n\n\n\u003cp\u003eRadware’s sales team gained access to decision-makers and real-time buying signals to uncover and prioritize sales-ready prospects. The team leveraged:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eIntent Data \u003c/strong\u003eto target prospects that are actively interested in their solutions\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eNews and Survey Data \u003c/strong\u003efrom ZoomInfo’s proprietary “Scoops” feed to respond to the newest information about company plans\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eWebsite Visitor Data \u003c/strong\u003eto capitalize on site traffic from top prospects and build hyper-targeted campaigns.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eResults\u003c/h3\u003e\n\n\n\n\u003cp\u003eIn just one year, Radware’s investment resulted in:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003e50% growth\u003c/strong\u003e in pipeline generation.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e23% increase\u003c/strong\u003e in meetings and opportunities.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp style=\"font-size:22px\"\u003e“It’s created significant value for the team, accelerated the performance of individual contributors, and solidified the role our team plays in supporting the continued growth of our organization.” \u0026#8211; Lovely Martinez, Division Head of Digital Sales, Radware\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"422\" height=\"243\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Screenshot-2025-03-11-at-7.50.13 PM.png\" alt=\"AK Operations Logo\" class=\"wp-image-31536\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Screenshot-2025-03-11-at-7.50.13 PM.png 422w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Screenshot-2025-03-11-at-7.50.13 PM-300x173.png 300w\" sizes=\"auto, (max-width: 422px) 100vw, 422px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eAK Operations: 4x More Meetings \u0026amp; 7x More Opportunities\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eChallenge\u003c/h3\u003e\n\n\n\n\u003cp\u003eAs a fractional sales and marketing firm, AK Operations (AK Ops) is responsible for driving pipeline growth and improving conversion rates for its clients. The firm prioritizes an inbound-led outbound strategy, ensuring that sales reps focus their efforts on high-intent prospects rather than cold outreach.\u003c/p\u003e\n\n\n\n\u003cp\u003eHowever, AK Ops found that many of its clients initially overlooked the importance of high-quality data. Without a robust and reliable database, sales teams were left working inefficiently, leading to missed revenue opportunities.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSolution\u003c/h3\u003e\n\n\n\n\u003cp\u003eAK Ops turned to ZoomInfo to provide:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eHigh-quality contact and firmographic data\u003c/strong\u003e to ensure reps engaged the right prospects.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eSide-by-side CRM comparison testing\u003c/strong\u003e to demonstrate how fresh data outperforms outdated databases.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eWebsite visitor signal data\u003c/strong\u003e to tailor outreach based on high-value site traffic.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eResults\u003c/h3\u003e\n\n\n\n\u003cp\u003eWith a clear TAM, a strong go-to-market strategy, and accurate data with a global reach, AK Ops is able to drive significantly improved engagement for their clients.\u003c/p\u003e\n\n\n\n\u003cp\u003eAfter adopting ZoomInfo, AK Ops saw:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003e4x increase in booked meetings\u003c/strong\u003e for clients.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e7x increase in qualified opportunities\u003c/strong\u003e from targeted outreach.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003e$3M+ in closed revenue\u003c/strong\u003e within the first year for just one key client.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eImproved sales rep retention \u003c/strong\u003efor clients, as teams worked with higher-quality data, reducing frustration and inefficiency.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp style=\"font-size:22px\"\u003e“With ZoomInfo, we can deliver a controlled strategy, so our clients have confidence they’re fishing from a stocked pond of right-fit contacts and will hit or exceed their revenue targets.” \u0026#8211; Amy Kohl, CEO \u0026amp; Founder, AK Operations\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"900\" height=\"900\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion.jpg\" alt=\"\" class=\"wp-image-31537\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion.jpg 900w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion-300x300.jpg 300w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion-150x150.jpg 150w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion-768x768.jpg 768w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/workfront-lion-600x600.jpg 600w\" sizes=\"auto, (max-width: 900px) 100vw, 900px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eWorkfront: 90% YoY Pipeline Growth\u003c/h2\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eChallenge\u003c/h3\u003e\n\n\n\n\u003cp\u003eWorkfront’s digital sales team struggled with stale and inaccurate CRM data, leading to inefficiencies in prospecting and outreach. While Workfront’s sales leadership was able to maintain a steady flow of contacts, their database was growing outdated and stagnant due to an increase in erroneous data.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eFaced with a decline in productivity and revenue, sales leadership needed to revamp their data strategy and invest in a more intelligent platform.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSolution\u003c/h3\u003e\n\n\n\n\u003cp\u003eFollowing an extensive analysis with other vendors, Workfront quickly realized the power of ZoomInfo’s GTM Intelligence and its unparalleled, foundational data universe.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eResults\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe sales team’s productivity and growth reached new heights, with reps actively saving time and growing their pipelines. Thanks to ZoomInfo, the Workfront team achieved:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003e90% YoY pipeline growth\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eIncreased connect rates, \u003c/strong\u003ethanks to a 2x increase in direct dial phone numbers per account\u003c/li\u003e\n\n\n\n\u003cli\u003eReps \u003cstrong\u003emore than doubled their prospecting activity\u003c/strong\u003e, leading to higher conversion rates\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp style=\"font-size:22px\"\u003e“ZoomInfo performed four times better than the others. The improvement was radical.”- Justin Hiatt, Vice President of Digital Sales, Workfront\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eUnlocking Revenue Growth with ZoomInfo\u003c/h2\u003e\n\n\n\n\u003cp\u003eData can make all the difference in sales. But relying on basic, unintelligent company and contact data is a recipe for sales rep frustration and revenue stagnation.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eWith GTM Intelligence from ZoomInfo, sales teams and revenue leaders can expand their addressable markets, fill their pipelines with purchase-ready prospects, and reach the right people faster — better results with less time-wasting administrative overhead and fruitless searching.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eWhether you’re expanding into new markets, refining your prospecting strategy, or simply trying to make your team more productive, ZoomInfo’s GTM Intelligence gives you the tools to reach your goals.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eReady to see what ZoomInfo can do for you? \u003ca href=\"https://www.zoominfo.com/products/data-as-a-service\"\u003eConnect with our data specialists today\u003c/a\u003e to learn how GTM Intelligence, delivered how and where you need it, can set your sales team apart from the competition.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003c/p\u003e\n","date":"2025-03-12T19:05:47","modified":"2025-03-12T19:07:13","id":"cG9zdDozMTUzMA==","uri":"/sales/sales-success-stories-daas","excerpt":"\u003cp\u003eWinning in today\u0026#8217;s markets takes more than just raw effort. Sales leaders need to make sure that every interaction counts —\u0026nbsp;and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges. That’s where Go-to-Market Intelligence enters the picture.\u0026nbsp; Beyond providing basic company and contact information, GTM [\u0026hellip;]\u003c/p\u003e\n","title":"Expanding Markets, Growing Pipelines: 5 Sales Success Stories","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/07/Kelly.jpeg"},"title":"Content Manager"},"avatar":null,"id":"dXNlcjoxMDk=","name":"Kelly Fanthorpe","slug":"kelly-fanthorpe","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/AI-in-Sales-Marketing-Report.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eThe explosion of Artificial Intelligence is driving \u003ca href=\"https://techcrunch.com/2025/01/03/generative-ai-funding-reached-new-heights-in-2024/\"\u003ebillions of investment dollars\u003c/a\u003e into the sector and inspiring nearly \u003ca href=\"https://insight.factset.com/highest-number-of-sp-500-companies-citing-ai-on-earnings-calls-over-past-10-years\"\u003econstant debate\u003c/a\u003e about AI\u0026#8217;s impact on business and society. \u003c/p\u003e\n\n\n\n\u003cp\u003eSo how is the massive growth in AI technology actually affecting day-to-day corporate reality?\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eA \u003cstrong\u003enew ZoomInfo survey of more than 1,000 \u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003ego-to-market\u003c/a\u003e professionals\u003c/strong\u003e shows frontline workers have eagerly adopted common tools such as ChatGPT, helping users achieve a 47% boost in productivity and saving GTM professionals an average of 12 hours per week.\u003c/p\u003e\n\n\n\n\u003cp\u003eBut compared to frontline professionals, senior leaders remain less satisfied with the impact of mass-market AI tools such as simple chatbots – instead, they’re looking for AI that drives real business value.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eThat means there’s still a massive opportunity for GTM AI that delivers accurate, reliable, bottom-line impact for revenue leaders – and executives who start leveraging high-quality GTM AI tools now can quickly pull ahead of the competition.\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eKey Findings: AI Use in Sales \u0026amp; Marketing\u003c/h2\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eHalf of GTM employees surveyed are using AI to support their roles at least once a week.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/top-business-website-chatbots\"\u003eChatbots\u003c/a\u003e such as ChatGPT are the most frequently used AI tools.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eAI users report that AI increases their productivity by 47%, cutting low-value, manual tasks by an average of 12 hours per week.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eAI has helped teams shorten deal cycles, increase average deal size, increase their team wins rates, and increase profits.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eHowever, many sales \u0026amp; marketing professionals are dissatisfied with the accuracy and reliability of general-purpose AI tools.\u003c/strong\u003e\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\" style=\"font-size:26px\"\u003eDive Deeper to Uncover:\u003c/h3\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eA detailed analysis of AI adoption trends, tools, and industry preferences.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eSuccess stories that show how AI has transformed marketing, sales, and revenue operations.\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eActionable insights to address challenges and maximize the potential of AI in your company.\u003c/strong\u003e\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cdiv style=\"height:20px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eAs AI improvements and applications continue to grow, the gap between AI users and late adopters will only widen.\u0026nbsp;The goal of this report is to bridge that gap. \u003c/p\u003e\n\n\n\n\u003cp\u003eDrawing on insights from sales, marketing, and revenue operations professionals across industries, we’ll explore how AI is reshaping workflows, boosting efficiency, and driving tangible results like shorter deal cycles and higher win rates.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe’ll also confront some challenges, from \u003ca href=\"https://pipeline.zoominfo.com/operations/poor-data-quality-impact\"\u003edata quality\u003c/a\u003e to organizational resistance, offering advice to help teams overcome these hurdles.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eHow Are Sales \u0026amp; Marketing Pros Using AI?\u003c/h2\u003e\n\n\n\n\u003cp\u003eIn our survey, GTM professionals fell into three clear camps when asked about their use of AI:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003ePower Users\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eExperimenters\u003c/strong\u003e\u003c/li\u003e\n\n\n\n\u003cli style=\"font-size:20px\"\u003e\u003cstrong\u003eSkeptics\u003c/strong\u003e\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21195284\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21195284/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eJust over 20% of respondents use AI every day in their jobs, and another 29% use it weekly.\u003c/strong\u003e These users are clearly seeing payoff in AI tools, and have made them a key part of their workday. They likely couldn’t do their job as well without AI.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAnother 12% use AI on a monthly basis.\u003c/strong\u003e These are lukewarm users — they use it every other week or every few weeks, a frequency that suggests light, surface-level rewrites or other basic use cases. These users could probably take it or leave it, but might find a use case that works well for them in the future.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAbout 6% of respondents use AI only a few times a year, with 32% of respondents never using AI or unable to recall how often they used it.\u003c/strong\u003e This group is skeptical about AI, and sees no compelling reason to make it a core part of their workday. They\u0026#8217;ll likely need to be shown a different class of AI tools or compelling use cases that impact their business in order to become more enthusiastic.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“It’s clear that mass-market, consumer AI tools are just not suited for business. You can\u0026#8217;t just slap some general-purpose AI chatbot on your existing processes and count on transformative results. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eThe reality is, AI needs to be built directly into specialized applications by people who know what go-to-market teams need to succeed. That\u0026#8217;s how we are seeing companies drive real innovation in GTM.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eJames Roth, CRO, ZoomInfo\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://pipeline.zoominfo.com/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2025%2F02%2FRoth-Headshot.png\u0026#038;w=493\u0026#038;q=75\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eWhich AI Tools Are Used the Most?\u003c/h2\u003e\n\n\n\n\u003cp\u003eConversational generative AI apps such as ChatGPT lead the way here. These tools are popular for their user-friendly interfaces and immediate impact, enabling professionals to quickly enhance customer interactions, answer queries, and generate content.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eA recent AI adoption report from G2 backs up this finding, reporting that 69% of companies have integrated chatbots and virtual assistants into their tech stack.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21194097\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21194097/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eMore specialized tools like \u003ca href=\"https://www.zoominfo.com/features/data-enrichment\"\u003edata enrichment\u003c/a\u003e platforms or predictive analytics systems are less widely used. On one hand, this is a reflection of the specialized nature of that work — there are simply fewer people doing data enrichment than there are creating content with chatbots.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eOn the other hand, this curve of AI usage also reflects the fact that the market for AI tools purpose-built for revenue-driving use cases is still nascent.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.mckinsey.com/capabilities/operations/our-insights/gen-ai-in-corporate-functions-looking-beyond-efficiency-gains\"\u003eMcKinsey\u003c/a\u003e came to a similar conclusion in its own survey on AI use: “Most companies are pursuing \u003cstrong\u003eefficiency\u003c/strong\u003e gains with gen AI, but leaders believe the real value of the technology will accrue from applications that transform the \u003cstrong\u003eeffectiveness\u003c/strong\u003e of business functions.”\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThis divide reflects the broader challenge for AI developers: creating tools that are easy and intuitive to use, but also inspire trust through accuracy and seamless integration.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“The user experience is one of the biggest innovations we’re seeing in the age of generative AI. People are quickly coming to expect a fast, fluid response from AI chat tools as a primary interface. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eThis is a massive change in user expectations for B2B products. But in the end, this ease of use has to deliver trustworthy, accurate results and recommendations, or it’ll be dismissed as slick but shallow.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eDavid Chon, Vice President of Product Design, ZoomInfo\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/03/David-Chon.jpeg\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eZoomInfo\u003c/strong\u003e is among the companies developing innovative AI applications to fill this gap. Our solution, \u003ca href=\"https://www.zoominfo.com/copilot\"\u003e\u003cstrong\u003eZoomInfo Copilot\u003c/strong\u003e\u003c/a\u003e, analyzes and synthesizes first-party customer and prospect data, combined with ZoomInfo’s unmatched, proprietary B2B data and market signals, to deliver GTM teams proactive recommendations for outreach, messaging, and account management.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eCopilot’s success validates the strong market that awaits AI tools built with \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGTM intelligence\u003c/a\u003e at their core. Since launching in mid-2024, Copilot has helped more than 50,000 users level up their sales motions —\u0026nbsp;they’re booking 60% more demos and meetings, driving email response rate improvements of nearly 90%, and saving more than 10 hours every week by automating administrative work.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"banner-cta-post \"\u003e\n \u003csection class=\"content-max-width\"\u003e\n \u003cdiv class=\"banner-cta-post__container red\"\u003e\n \u003cdiv class=\"banner-cta-post__content content-max-width-narrow\"\u003e\n \u003cdiv class=\"banner-cta-post__text-wrapper\"\u003e\n \u003cdiv class=\"banner-cta-post__text white\"\u003e Sell Smarter. Win Faster.\u003c/div\u003e\n \u003cdiv class=\"banner-cta-post__description white h4\"\u003e Make Every Seller Your Best Seller with ZoomInfo Copilot \u003c/div\u003e\n \u003c/div\u003e\n \u003cdiv\u003e\n \u003ca class=\"primary-btn-dark banner-cta-post__link\"\n href=\" https://www.zoominfo.com/copilot?camp_id= 701Do000000N2oxIAC\u0026#038;blogad=inline_sales\"\u003e\n Request a Demo \u003c/a\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/section\u003e\n\u003c/div\u003e\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eJob Seniority and Usage Gaps\u003c/h2\u003e\n\n\n\n\u003cp\u003eIndividual contributors in our survey are the most likely to adopt AI, leveraging it for day-to-day efficiency. In contrast, senior roles — directors, VPs, and especially CEOs — are less likely to use AI tools on a daily basis, likely reflecting the basic content-creation and information retrieval use cases popularized by the first wave of AI chatbots.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAI adoption is strongest among senior leaders when it delivers tangible value. Without clear results, senior professionals see less incentive to integrate AI into strategic decision-making.\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003eThe high-impact uses of AI sought by senior leaders are starting to emerge. In its own \u003ca href=\"https://cloud.google.com/transform/ais-business-value-lessons-from-enterprise-success-research-survey\"\u003esurvey of 400 customers\u003c/a\u003e, Google Cloud recently found that 5% of AI use cases qualify as “transformational,” delivering both business growth and internal efficiency benefits simultaneously. \u003c/p\u003e\n\n\n\n\u003cp\u003eAs purpose-built business applications for AI continue to mature — witness the quick rise of AI agents that can perform intricate tasks and deep research — the number of transformational use cases will certainly grow, boosting senior leadership enthusiasm.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“To fully utilize AI, businesses must move beyond experimentation and build a scalable infrastructure that supports a clear vision. Success depends on technology, people, processes, and high-quality data. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eThis is crucial with Generative AI, which can create content and automate tasks, but also raises ethical concerns. A strong foundation in data governance, skilled workforce, and adaptable processes are essential to integrate Generative AI\u0026#8217;s outputs and transform it into a powerful driver of business value.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eDr. Ali Arsanjani, Director, Applied AI Engineering, Google\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/03/Ali-Arsanjani.jpg\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eAI Adoption Across Generations, Industries\u003c/h2\u003e\n\n\n\n\u003cp\u003eThe range and frequency of AI adoption is shaped by individual and organizational choices and broader demographic and industry trends. These patterns offer critical insights into where AI is thriving — and where it faces considerable obstacles.\u003c/p\u003e\n\n\n\n\u003cp\u003eAI adoption is highest among younger generations: three quarters of GTM professionals under 34 report using AI at least once a month, while less than half of those over 55 use it on a monthly basis. Younger generations often benefit from greater digital fluency, exposure to AI in education, and a workplace culture that embraces technological innovation.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“It’s not that surprising to see younger, frontline professionals a bit more eager to adopt AI tools. But I\u0026#8217;d be shocked if this gap persisted five years from now – especially as companies deliver more advanced business applications with AI built into their core. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eYou can almost think of tools like ChatGPT as a super broad public demo for a new kind of functionality that people will expect to see in critical GTM software across the board.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eBen Salzman, EVP of ZoomInfo Labs \u0026#038; GTM Innovation\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://media.licdn.com/dms/image/v2/D5603AQHbNOgVaZj-iw/profile-displayphoto-shrink_200_200/profile-displayphoto-shrink_200_200/0/1668584996486?e=1746662400\u0026#038;v=beta\u0026#038;t=wUmfDEh9p6A4Sk49-NnDcRhUaTY0lkviMiECXwtcOdI\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21180777\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21180777/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eFast-paced industries like technology, telecommunications, and energy are driving adoption, fueled by their emphasis on efficiency and cutting-edge solutions.\u003c/p\u003e\n\n\n\n\u003cp\u003eMany companies are also building their own internal AI tools and agents, projects that require expertise across multiple domains. \u003ca href=\"https://www.databricks.com/blog/databricks-databricks-transforming-sales-experience-using-genai-agents\"\u003eDatabricks\u003c/a\u003e, for example, recently shared some lessons from its own AI agent projects, including the importance of cross-functional data governance and deliberate testing and experimentation in the pilot phases.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e\u0026#8220;Building effective AI for go-to-market teams is no small undertaking, and high-quality data infrastructure is absolutely critical for success. AI is revolutionizing how we sell at Databricks, freeing our teams from repetitive tasks and unlocking time for what truly matters—building relationships and closing deals. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eBut the magic only happens with clean data, strong governance, and a mindset of experimentation.\u0026#8221;\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eHeather Akuiyibo, VP of GTM Integration, Databricks\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://media.licdn.com/dms/image/v2/C5603AQGZxzNExWQMpg/profile-displayphoto-shrink_200_200/profile-displayphoto-shrink_200_200/0/1620063100825?e=1746662400\u0026#038;v=beta\u0026#038;t=LRs14lxF3qh8Wauj1vFpuLRXAjbRYLHVz2LSgVsWrX0\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eConversely, industries like education, non-profits, and government lag behind. These sectors often contend with tight budgets, bureaucratic hurdles, and less access to innovative tools, which hinder experimentation and widespread adoption.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21194735\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21194735/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eThis divide highlights the importance of targeted solutions and education tailored to the unique needs of these slower-adopting industries.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eAI Impact: Productivity, Profitability, and Relationships\u003c/h2\u003e\n\n\n\n\u003cp\u003eFor frequent AI users, the benefits are clear.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eBoosting Productivity:\u003c/strong\u003e AI users report being 47% more productive and saving an average of 12 hours per week by automating repetitive tasks. They also leveraged that extra time to drive greater value for the business, with prospect outreach and client relationship building the top tasks that got more attention.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21194981\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21194981/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eDriving Business Outcomes:\u003c/strong\u003e Teams using AI at least once a week report…\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eShorter deal cycles (78%)\u003c/li\u003e\n\n\n\n\u003cli\u003eLarger deal sizes (70%), and\u003c/li\u003e\n\n\n\n\u003cli\u003eImproved win rates (76%)\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e…which clearly highlights AI’s ability to streamline processes and uncover high-value opportunities. In fact, 79% of frequent users said AI helped make their teams more profitable.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd according to \u003ca href=\"https://research.g2.com/2024-buyer-behavior-report?hsLang=en\"\u003eG2’s Buyer Behavior Report\u003c/a\u003e, 83% of companies that purchased an AI solution in the last three months have already seen positive ROI. Additionally, 82% of frequent AI users said they were satisfied with the technology’s reliability and accuracy.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\" style=\"font-size:26px\"\u003eAI in Sales\u003c/h3\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAbout 45% of sales professionals in our survey use AI at least once a week\u003c/strong\u003e, with AI-powered CRMs mentioned as the most commonly used \u003ca href=\"https://pipeline.zoominfo.com/sales/top-ai-sales-software-tools\"\u003esales AI tools\u003c/a\u003e. \u003c/p\u003e\n\n\n\n\u003cp\u003eSellers who frequently use AI report substantial improvements across all major performance metrics, with shorter deal cycles (81% of respondents), increased deal sizes (73% of respondents), and an 80% increase in win rates.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\" style=\"font-size:26px\"\u003eAI in Marketing\u003c/h3\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAmong marketing professionals in our survey, 63% use AI at least once a week.\u003c/strong\u003e Marketing teams are most likely to use content creation tools.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-marketers-use-generative-ai\"\u003eMarketing AI\u003c/a\u003e users overall said they were 44% more productive, saving an average of 11 hours per week. Individual respondents also reported compelling results, including a 30% increase in email open rates and a 40% higher return on ad spend.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\" style=\"font-size:26px\"\u003eAI in RevOps\u003c/h3\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAI use is prominent among revenue operations teams, with 55% of RevOps respondents to the survey using AI at least once a week.\u003c/strong\u003e \u003c/p\u003e\n\n\n\n\u003cp\u003eData enrichment platforms dominate usage for this group.\u0026nbsp;Top use cases include workflow automation, named as satisfactory by 71% of RevOps users, and sales forecasting, which 69% of RevOps users said was helped by AI. Overall, AI users in RevOps report being 46% more productive.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e\u0026#8220;Being able to show an increase in efficiency is important, but if you\u0026#8217;re selling an AI tool in the go-to-market space, you need to be able to show that you\u0026#8217;re driving better business outcomes, not just metrics showing an increase in productivity around emails and calls. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eThings like higher average sale price, increase in win rate, and shorter sales cycles — that is what revenue leaders actually care about.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eTessa Whittaker, VP of Revenue Operations, ZoomInfo\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://media.licdn.com/dms/image/v2/D5603AQGSqXUVcvXcQg/profile-displayphoto-shrink_200_200/B56ZRg5IYbGQAY-/0/1736792377281?e=1746662400\u0026#038;v=beta\u0026#038;t=KX0KTC1TYkXIDkDh9MYd6nSS-EoI3A14klH8GZhtTDE\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eBroad Challenges: Trust, Data, and Buy-In\u003c/h2\u003e\n\n\n\n\u003cp\u003eDespite its potential, there are still significant challenges with AI adoption in business. \u003c/p\u003e\n\n\n\n\u003cp\u003eSome \u003cstrong\u003e80% of non-users in our survey said they were concerned about accuracy\u003c/strong\u003e, reflecting a core weakness in the value proposition for many AI tools.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eQuality is also a major issue: 42% of survey respondents expressed dissatisfaction with AI tools, pointing to issues such as data quality, security, and generative AI “hallucinations.”\u003c/p\u003e\n\n\n\n\u003cp\u003ePublicly available data shows these concerns aren’t merely a case of foot-dragging or general skepticism. For instance, a \u003ca href=\"https://arxiv.org/pdf/2307.09009\"\u003eStanford University study\u003c/a\u003e found wide variations in ChatGPT’s accuracy between model updates within the same year.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/poor-data-quality-impact\"\u003eDirty data\u003c/a\u003e is a consistent problem in businesses, costing companies up to 25% of their potential revenue by some estimates. The reliance on accurate data to fuel AI tools highlights the need for robust infrastructure. Without high-quality inputs, even the most advanced tools risk underdelivering.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“We\u0026#8217;ve been focused on building the best quality, most comprehensive universe of B2B data and buying signals for nearly 20 years, and we\u0026#8217;ve seen from the beginning that applying AI tools to incomplete CRM data or poorly sourced signals can lead to poor results. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eIf you\u0026#8217;re going to invest in AI, it\u0026#8217;s absolutely critical to have the go-to-market intelligence infrastructure to support it.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eBrandon Tucker, Chief Data Officer, ZoomInfo\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://pipeline.zoominfo.com/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2023%2F04%2FBrandon-Tucker.jpeg\u0026#038;w=493\u0026#038;q=75\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eCompanies looking to adopt AI at scale also report a shortage of personnel and expertise, which should be expected at the early stages of a major technological change. Lack of skilled personnel (29%), problems with integrating into current systems (28%), general resistance to change (28%), and budget constraints (25%) were the top-cited issues slowing adoption in ZoomInfo’s survey.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"flourish-embed flourish-chart\" data-src=\"visualisation/21195576\"\u003e\u003cscript src=\"https://public.flourish.studio/resources/embed.js\"\u003e\u003c/script\u003e\u003cnoscript\u003e\u003cimg decoding=\"async\" src=\"https://public.flourish.studio/visualisation/21195576/thumbnail\" width=\"100%\" alt=\"chart visualization\" /\u003e\u003c/noscript\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eTurning Challenges into Opportunities\u003c/h2\u003e\n\n\n\n\u003cp\u003eNon-users said fear of job displacement, a lack of understanding about AI’s benefits, and insufficient training were the most pertinent reasons for their hesitation. However, current users report high confidence in AI’s accuracy when paired with proper implementation and support. This means companies can drive AI implementation by taking a proactive approach.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eHere’s what we recommend:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eInvest in Data Quality: \u003c/strong\u003eEnsure AI tools are powered by accurate, up-to-date information to improve reliability and outcomes. Experts suggest that bad data may cost companies up to \u003ca href=\"https://sloanreview.mit.edu/article/seizing-opportunity-in-data-quality/\"\u003e25% of their potential revenue\u003c/a\u003e – a figure that could be drastically amplified if AI is given low-quality, inaccurate data inputs.\u0026nbsp;\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eEducate and Train Teams:\u003c/strong\u003e Build internal knowledge through workshops and onboarding programs that help professionals use AI confidently. \u003ca href=\"https://learn.g2.com/ai-adoption\"\u003eG2 reports\u003c/a\u003e that over 60% of employees take over a month to become proficient with AI tools, so start early.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eStart with Strategic Wins: \u003c/strong\u003eFocus on areas where AI can drive clear, measurable outcomes, like forecasting or personalization, to build trust among skeptics. For example, when ZoomInfo rolled out Copilot, we focused on gradually adding beta users and features that showed clear ROI — and \u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-copilot-user-stories\"\u003eearly users\u003c/a\u003e reported strong success that created a flywheel of momentum.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eGradual Integration: \u003c/strong\u003eRoll out AI incrementally, starting with accessible tools for individual contributors before expanding adoption to senior roles. Change management \u003ca href=\"https://www.mckinsey.com/capabilities/mckinsey-digital/our-insights/a-data-leaders-operating-guide-to-scaling-gen-ai\"\u003etakes clear planning\u003c/a\u003e, and poorly executed AI initiatives can lead to unexpected costs and security risks.\u003cbr\u003e\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eBy addressing these barriers, companies can foster broader adoption and unlock AI’s full potential to drive productivity, profitability, and competitive advantage. There’s plenty of work ahead, and as Snowflake noted in its recent \u003ca href=\"https://www.snowflake.com/en/lp/snowflake-ai-data-predictions/\"\u003eAI + Data Predictions report\u003c/a\u003e, the pace of innovation will only increase.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003e“Everyone I talk to who works in AI says they’re working much harder than they ever have, because there’s so much innovation and change. \u003c/p\u003e\n\n\n\n\u003cp style=\"font-size:24px\"\u003eLeaders need to focus on goals and ROI, rather than chase either the shiny object or every upgrade.”\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eBaris Gultekin, Head of AI, Snowflake\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://publish-p57963-e462109.adobeaemcloud.com/adobe/dynamicmedia/deliver/dm-aid--3355b0f8-99db-4491-a7ae-7d4dc6d36aa8/official-baris-headshot-cropped-snowflake-wall-2.png?quality=85\u0026#038;preferwebp=true\u0026#038;width=1920\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eAbout ZoomInfo\u003c/h2\u003e\n\n\n\n\u003cp\u003eBy delivering a 360-degree view of buyers through unparalleled B2B data, buying signals, and AI-ready insights, ZoomInfo’s GTM Intelligence platform provides the essential infrastructure for AI that delivers real results. The proof? ZoomInfo Copilot users report these game-changing results:\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e43% increase in Total Addressable Market\u0026nbsp;\u003c/li\u003e\n\n\n\n\u003cli\u003e41% increase in win rates\u003c/li\u003e\n\n\n\n\u003cli\u003e83% increase in average deal size\u003c/li\u003e\n\n\n\n\u003cli\u003e30% faster deal cycles, an average of 45 days per deal\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eBy empowering every seller to be your best seller, ZoomInfo ensures your teams are ready to engage the right prospects with the right message at the right time. The future of AI in sales and marketing is here — and ZoomInfo’s GTM Intelligence Platform is leading the way.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\" style=\"font-size:30px\"\u003eSurvey Methodology\u003c/h2\u003e\n\n\n\n\u003cp\u003eOur findings are based on responses from 1,002 sales and marketing professionals in the United States, representing a mix of B2B and B2C, as well as large enterprises and small businesses. The participants ranged from early career individual contributors to seasoned team leaders, executives, and business owners. The respondents represent a mix of ZoomInfo customers and non-customers.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003eResearch and Analysis by \u003cstrong\u003eKate Hoffmire\u003c/strong\u003e\u003cbr\u003eWriting, Editing and Visualizations by \u003cstrong\u003eChelsea Verstegen \u003c/strong\u003eand \u003cstrong\u003eCurt Woodward\u003c/strong\u003e\u003cbr\u003eConcept by \u003cstrong\u003eMichelle Blondin\u003c/strong\u003e\u003cbr\u003ePartner Marketing by \u003cstrong\u003eBen Davies\u003c/strong\u003e\u003c/p\u003e\n","date":"2025-03-10T17:06:56","modified":"2025-03-13T20:32:03","id":"cG9zdDozMTQ5Mw==","uri":"/sales/state-of-ai-sales-marketing-2025","excerpt":"\u003cp\u003eThe explosion of Artificial Intelligence is driving billions of investment dollars into the sector and inspiring nearly constant debate about AI\u0026#8217;s impact on business and society. So how is the massive growth in AI technology actually affecting day-to-day corporate reality?\u0026nbsp; A new ZoomInfo survey of more than 1,000 go-to-market professionals shows frontline workers have eagerly [\u0026hellip;]\u003c/p\u003e\n","title":"Go-to-Market Survey: The State of AI in Sales \u0026 Marketing 2025","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2021/09/ZI.png"},"title":null},"avatar":null,"id":"dXNlcjoyNg==","name":"ZoomInfo","slug":"zoominfo","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2021/11/Blog-Image-2.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Buying Signals","slug":"buying-signals"},{"__typename":"Tag","name":"Data as a Service","slug":"daas"},{"__typename":"Tag","name":"Go to Market","slug":"gtm"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eFor more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every \u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003ego-to-market strategy\u003c/a\u003e. But GTM leaders are increasingly wondering whether their CRM is telling the whole truth.\u003c/p\u003e\n\n\n\n\u003cp\u003eWhether it’s disruptive new technologies like AI, dramatic swings in regulatory approach, or constant shifts in career mobility, it’s never been more true: Your ideal customer’s org charts, priorities, and budgets will be wildly different from year to year — and even quarter to quarter.\u003c/p\u003e\n\n\n\n\u003cp\u003eBottom line? Your CRM is too often a mirage of the true market, hindering frontline GTM teams, slowing revenue growth, and limiting opportunities across the board.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThe solution for this data disconnect is Go-to-Market Intelligence, built on a constantly updated universe of sophisticated data and buying signals that turn stagnant, chaotic CRM data into the foundation of modern growth.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eHere’s how it all comes together, and how some of today’s most innovative companies leverage ZoomInfo’s data to fuel their GTM engines.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eCRM Data Quality: Common Challenges\u003c/h2\u003e\n\n\n\n\u003cp\u003eModern business simply moves too quickly for even the most diligent teams to update and validate their CRM data effectively. Yet this data is also expected to be the foundation for any GTM initiative your company needs to execute.\u003c/p\u003e\n\n\n\n\u003cp\u003eAs a result, most CRM systems are plagued with duplicate records and inaccurate data, throwing sand into the gears of every GTM motion you’re running — leading to inaccurate forecasts, missed opportunities, and lost revenue.\u003c/p\u003e\n\n\n\n\u003cp\u003eAt ZoomInfo, we’ve been working for nearly 20 years to solve this persistent problem. The result is a foundational data universe that we believe stands alone in today’s market.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp style=\"font-size:28px\"\u003e\u003cstrong\u003e\u0026#8220;Your CRM is telling an outdated and incomplete story. To win, GTM teams need a real-time data universe. Without it, they’re stuck selling to yesterday’s market.\u0026#8221;\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cdiv style=\"padding: 30px 0; overflow: hidden; display: flex; flex-wrap: wrap; align-items: center;\"\u003e\n\n \u003c!-- Second Div --\u003e\n \u003cdiv style=\"flex: 1; width: 67%; margin: 20px; order: 1;\"\u003e\n \u003cp style=\"font-size: 20px; text-align: left;\"\u003e\u003cem\u003eBrandon Tucker, Chief Data Officer, ZoomInfo\u003c/em\u003e\u003c/p\u003e\n \u003c/div\u003e\n\n \u003c!-- First Div --\u003e\n \u003cdiv style=\"flex: 1; max-width: 33.333%; margin-left: 30px; order: 2; text-align: right;\"\u003e\n \u003cimg decoding=\"async\" class=\"wp-image-26465 rounded-image\" src=\"https://pipeline.zoominfo.com/_next/image?url=https%3A%2F%2Fpipeline-assets.zoominfo.com%2Fwp-content%2Fuploads%2F2023%2F04%2FBrandon-Tucker.jpeg\u0026#038;w=1024\u0026#038;q=75\" width=\"100%\" style=\"border-radius: 50%; max-width: 180px;\"\u003e\n \u003c/div\u003e\n\n\u003c/div\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHow We Built a Universe of GTM Data\u003c/h2\u003e\n\n\n\n\u003cp\u003eAs the world leader in go-to-market (GTM) data, ZoomInfo is uniquely positioned to provide a dynamically updated, 360-degree view of prospects, accounts, and markets.\u003c/p\u003e\n\n\n\n\u003cp\u003eWhat sets ZoomInfo’s data apart is the breadth and depth of those insights: actionable, strategic intelligence that no other provider can match, including more than 100 million company records, 500 million professional profiles, and billions of real-time signals.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eIt’s the same data universe that powers our own applications, available for custom use by our customers:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/buying-signals\"\u003eBuying signals\u003c/a\u003e such as \u003ca href=\"https://pipeline.zoominfo.com/sales/what-is-intent-data-and-how-to-use-it\"\u003eintent data,\u003c/a\u003e proprietary survey responses, earnings report and regulatory filing insights, and hiring trends\u003c/li\u003e\n\n\n\n\u003cli\u003eContact data with unparalleled coverage, depth, and quality\u0026nbsp;\u003c/li\u003e\n\n\n\n\u003cli\u003eEnterprise-ready company IDs, locations, and hierarchical data\u003c/li\u003e\n\n\n\n\u003cli\u003eIndustry segmentation that goes beyond a traditional SIC/NAICS approach, enabling more discrete targeting\u003c/li\u003e\n\n\n\n\u003cli\u003eBespoke advisory and guidance services from our in-house data professionals to create and deploy unique, customized workflows\u0026nbsp;\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eThis data can be delivered wherever and however our customers need it: through APIs, directly into data warehouses, or even via a flat file. ZoomInfo’s data can be accessed via seamless, native integrations with Salesforce, Microsoft Dynamics, Snowflake, Amazon Web Services, Google Cloud, or Databricks, and our \u003ca href=\"https://www.zoominfo.com/solutions/data-as-a-service/enterprise-api\"\u003eenterprise-grade APIs\u003c/a\u003e handle millions of calls daily.\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo’s data is also \u003ca href=\"https://www.zoominfo.com/trust-center\"\u003efully compliant\u003c/a\u003e with global regulatory frameworks such as the European Union’s GDPR, Brazil’s LGPD, and industry standards including ISO 27001 and SOC 2 Type 2, offering our customers peace of mind and confidence in the security of their data.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eSo, how can GTM leaders leverage this dynamic data ecosystem in their work?\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eIdentify \u0026amp; Broaden Your TAM\u003c/h2\u003e\n\n\n\n\u003cp\u003eMany sales leaders are learning firsthand that even the most advanced AI models are of little use if the data across their tech stacks can’t be trusted.\u003c/p\u003e\n\n\n\n\u003cp\u003eAccording to \u003ca href=\"https://www.zoominfo.com/offers/zoominfo-customer-impact-report-2025\"\u003ea ZoomInfo survey\u003c/a\u003e of more than 11,000 GTM professionals, \u003cstrong\u003e43% of companies struggle to connect buyer insights across multiple systems\u003c/strong\u003e, resulting in missed opportunities and lost revenue.\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo is already helping GTM leaders bridge these gaps and seize the opportunities their competitors are missing. \u003cstrong\u003eZoomInfo customers were able to increase their \u003c/strong\u003e\u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-calculate-total-addressable-market\"\u003e\u003cstrong\u003eTAM\u003c/strong\u003e\u003c/a\u003e\u003cstrong\u003e by an average of 40% in 2024,\u003c/strong\u003e thanks to the comprehensive visibility offered by our GTM Intelligence Platform and its underlying data universe.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eCase Study: Thermo Fisher Scientific\u003c/h3\u003e\n\n\n\n\u003cp\u003eBiotechnology firm \u003ca href=\"https://www.zoominfo.com/c/thermo-fisher-scientific-inc/38126010\"\u003eThermo Fisher\u003c/a\u003e approached ZoomInfo after their sales leaders suspected there were greater opportunities in their SMB market than they were currently calculating. Their suspicions were correct — so ZoomInfo’s data consultants set to work on quantifying that and improving the company’s understanding of its true TAM.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe analyzed more than 32 million job vacancies, a process that revealed untapped sub-industries and geographies for Thermo Fisher’s SMB business. As a result, the company’s TAM is over $2 billion larger than previously estimated.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe partnership didn’t end there. We also partnered with Thermo Fisher to build an enhanced definition of its \u003ca href=\"https://pipeline.zoominfo.com/marketing/ideal-customer-profile\"\u003eICP\u003c/a\u003e based on historical data about closed-won new business opportunities. We also provided the company with intent, news, and technographic data, which they used to create AI-powered propensity models to accurately determine relative fit and engagement.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThese insights transformed how Thermo Fisher’s sales teams prioritized prospecting for new business. The company reallocated frontline sales teams and allocated greater marketing budget to those highest-propensity accounts through the new scoring system – \u003cstrong\u003eopportunities that were 80% more likely to convert and three times more likely to close.\u003c/strong\u003e\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eUpsell \u0026amp; Cross-Sell Key Accounts\u003c/h2\u003e\n\n\n\n\u003cp\u003eEvery experienced GTM professional knows it’s often easier and more sustainable to grow their best accounts rather than chasing down net-new business.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo’s actionable, real-time intent signals, combined with the 360-degree view of customers’ businesses offered by our firmographic, hierarchical, and technographic data, allows marketers to identify and act on fresh new cross- and upsell opportunities as they happen.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe results speak for themselves: In 2024, marketers using ZoomInfo were able to achieve \u003cstrong\u003ean average increase in campaign ROI of 1.5X\u003c/strong\u003e.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eWith businesses that excel in personalization generating \u003ca href=\"https://www.mckinsey.com/capabilities/growth-marketing-and-sales/our-insights/the-value-of-getting-personalization-right-or-wrong-is-multiplying\"\u003eapproximately 40% more revenue\u003c/a\u003e, better data means more meaningful personalization at scale.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eCase Study: Snowflake\u003c/h3\u003e\n\n\n\n\u003cp\u003eLeading cloud data storage provider \u003ca href=\"https://pipeline.zoominfo.com/operations/snowflake-advanced-data-scoring\"\u003eSnowflake relies on ZoomInfo’s data\u003c/a\u003e foundation to create what the company calls its Account Propensity Scoring system.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo data feeds more than 70 different fields into this AI modeling system, which combines signal data with Snowflake’s internal, first-party opportunity data to accurately predict which accounts are ready and primed for expansion.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eSnowflake’s sellers don’t even need to actively search for these opportunities. Signal data is automatically contextualized and summarized by generative AI in alert notifications, saving sellers precious time and enabling them to focus on the accounts with the highest potential impact.\u003c/p\u003e\n\n\n\n\u003cp\u003eAs a result, \u003cstrong\u003eSnowflake has increased its average sales price (ASP) by 11%\u003c/strong\u003e and \u003cstrong\u003eimproved overall account penetration by 24%.\u003c/strong\u003e\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eImprove Territory Design \u0026amp; Segmentation\u003c/h2\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://pipeline.zoominfo.com/operations/revenue-operations\"\u003eRevenue operations\u003c/a\u003e (Rev Ops) leaders are facing two urgent challenges: designing smarter territory expansion plans, and ensuring individual and team productivity.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eReaching those goals means prioritizing the highest-potential accounts to maximize impact — and that takes\u0026nbsp;the kind of timely, trustworthy data and actionable intelligence you simply won’t find solely in traditional CRM systems.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe data universe foundation of ZoomInfo’s \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGTM Intelligence\u003c/a\u003e platform makes this possible.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eCase Study: Capital One\u0026nbsp;\u003c/h3\u003e\n\n\n\n\u003cp\u003eBefore partnering with ZoomInfo, salespeople at \u003ca href=\"https://www.zoominfo.com/c/capital-one-financial-corp/9012358\"\u003eCapital One\u003c/a\u003e were struggling with manual, inefficient territory planning processes.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eTo solve these problems, Capital One partnered with ZoomInfo to gain granular insights into their true ICP, using hierarchical intelligence to identify relationships between parent companies and individual decision-makers, as well as the number of locations associated with those parent companies.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThese insights enabled Capital One to precisely map hierarchies and all individual company locations. ZoomInfo then consulted with Capital One to develop a unified, end-to-end workflow that matched this information with other data sources, including multi-vendor data enrichment, and built new hierarchies and assignment logic.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eThe result? \u003cstrong\u003eA process that used to take 12 weeks now takes just three, and deal velocity increased by 8%\u003c/strong\u003e.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eActionable, Insightful GTM Intelligence — Today\u003c/h2\u003e\n\n\n\n\u003cp\u003eCRM data quality has bedeviled GTM professionals for too long. But with GTM Intelligence, forward-thinking companies are finally solving their CRM data management headaches for good.\u003c/p\u003e\n\n\n\n\u003cp\u003eMany of the world’s largest companies — including 60% of the Fortune 100 and four out of five businesses with the largest market capitalizations — rely on ZoomInfo’s data universe and GTM Intelligence Platform to define and understand their ICPs, realize the true opportunity value of their TAM, and increase GTM team productivity.\u003c/p\u003e\n\n\n\n\u003cp\u003eSpeak with one of \u003ca href=\"https://www.zoominfo.com/products/data-as-a-service\"\u003eZoomInfo’s data experts today\u003c/a\u003e to learn how our data universe and GTM Intelligence Platform can help your business succeed.\u003c/p\u003e\n","date":"2025-02-28T17:45:30","modified":"2025-03-06T14:28:25","id":"cG9zdDozMTQ4Ng==","uri":"/sales/crm-data-quality-gtm-intelligence","excerpt":"\u003cp\u003eFor more than a generation, customer relationship management (CRM) systems have been the unquestioned core of virtually every go-to-market strategy. But GTM leaders are increasingly wondering whether their CRM is telling the whole truth. Whether it’s disruptive new technologies like AI, dramatic swings in regulatory approach, or constant shifts in career mobility, it’s never been [\u0026hellip;]\u003c/p\u003e\n","title":"Your CRM Data is a Mirage – and It’s Costing You Deals","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2023/04/Brandon-Tucker.jpeg"},"title":"Chief Data Officer"},"avatar":null,"id":"dXNlcjo4Mg==","name":"Brandon Tucker","slug":"brandon-tucker","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Forrester-Intent-Wave-Social-Graphic-Final.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Buying Signals","slug":"buying-signals"},{"__typename":"Tag","name":"Go to Market","slug":"gtm"},{"__typename":"Tag","name":"Intent Data","slug":"intent-data"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"news-trends","name":"News \u0026 Trends"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eNot so long ago, a detailed profile of your ideal customer and a general idea of their purchase intent was enough to fuel growth for many go-to-market teams. Those days are gone —\u0026nbsp;but the best teams still find ways to win consistently, no matter the odds.\u003c/p\u003e\n\n\n\n\u003cp\u003eTo stay ahead in an unpredictable market, businesses need to truly understand buyer behavior, the kind of nuanced portrait that draws from a comprehensive, real-time view of the signals that indicate their readiness and likelihood to purchase.\u003c/p\u003e\n\n\n\n\u003cp\u003eThis is where ZoomInfo and our customers truly excel. It’s why we’re thrilled to be named a leader in both \u003ca href=\"https://www.zoominfo.com/content-hub/forrester-names-zoominfo-a-leader-in-b2b-intent\"\u003eThe Forrester Wave™: Intent Data Providers For B2B, Q1 2025\u003c/a\u003e and The Forrester Wave™: Marketing And Sales Data Providers For B2B, Q1 2024.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe believe these acknowledgments reinforce ZoomInfo’s position as a top Go-to-Market Intelligence platform, empowering customers with the most expansive, actionable, and accurate data available.\u003c/p\u003e\n\n\n\n\u003cp\u003eWhat sets ZoomInfo apart is the ability to enrich traditional intent signals by layering them with additional buying and contextual signals, significantly enhancing their accuracy and relevance. By leveraging AI-powered analytics, multi-source insights, and guided intelligence, ZoomInfo empowers customers to adopt a truly data-driven approach to their sales and marketing strategies.\u003c/p\u003e\n\n\n\n\u003cp\u003eThis comprehensive approach helps businesses pinpoint the highest-value opportunities and maximize outreach efforts. With ZoomInfo, businesses gain the precise intelligence needed to prioritize their most critical prospects, accelerate revenue generation, and fundamentally elevate their go-to-market execution.\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full\"\u003e\u003cimg decoding=\"async\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Forrester-Wave-Intent-Data-Providers-For-B2B-Q1-2025-799x1024.png\" alt=\"ZoomInfo WebSight Buyer ID tech identifies high-intent website visitors.\" class=\"wp-image-31244\"/\u003e\u003c/figure\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eBeyond the Basics\u003c/h2\u003e\n\n\n\n\u003cp\u003eIntent data has long been a powerful tool for identifying accounts showing interest in your offerings. But today’s B2B sellers and marketers need to go beyond traditional intent data sources to truly understand their prospects.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo takes this approach to the next level.\u003c/p\u003e\n\n\n\n\u003cp\u003eBy tapping into a broader spectrum of data points — such as technographic shifts, job changes, and web activity patterns — ZoomInfo provides customers with a richer, more accurate picture of buyer behavior. This wealth of insights enables businesses to not only react to interest but proactively identify where the most promising opportunities lie.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eBy capturing signals beyond the typical bidstream data, ZoomInfo ensures that sales teams are engaging with high-intent accounts at the right time, with the right message.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe process over 1.5 billion data points every single day — capturing 58 million intent signals weekly from a diverse range of sources, far beyond traditional bidstream data. We’re expanding the data universe to include things like web activity, job transitions, competitive shifts, and technographic changes. By integrating these diverse signals with our best-in-class AI, we empower go-to-market teams to identify the accounts most likely to convert, pinpoint the exact right moments to engage, and provide them with the precise messaging — all from one unified platform.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eAlign \u0026amp; Activate Across Teams\u003c/h2\u003e\n\n\n\n\u003cp\u003eThis year, we introduced Guided Intent, which leverages our expansive data and signals to help customers prioritize the accounts with the highest potential for conversion. This feature identifies intent topics that are highly correlated with previous success, which narrows the aperture to accounts that are most likely to engage.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eBy understanding behaviors, trends, and signals indicating readiness to purchase, businesses can optimize their outreach strategies and increase their chances of converting high-intent leads.\u003c/p\u003e\n\n\n\n\u003cp\u003eZoomInfo also enables customers to unify both sales and marketing teams around shared, real-time signals. Traditional intent data tools often operate in silos, leaving teams with fragmented insights. ZoomInfo bridges this gap through its AI-powered platform, ensuring that both teams work in sync with a unified view of intent signals, firmographic intelligence, and engagement data.\u003c/p\u003e\n\n\n\n\u003cp\u003eWith real-time alerts, automated workflows, and AI-driven recommendations, ZoomInfo ensures that sales teams are always aware of the highest-priority leads, while marketing can fine-tune targeting strategies for maximum conversion. This seamless collaboration results in accelerated pipeline growth and improved revenue outcomes for businesses leveraging ZoomInfo’s platform.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eMore Complete, Actionable, \u0026amp; Accurate\u003c/h2\u003e\n\n\n\n\u003cp\u003eIn 2025, ZoomInfo’s intent data, unique signals, and AI-driven insights provide a competitive edge for businesses seeking to stay ahead. With the ability to capture and analyze data from multiple sources, ZoomInfo offers customers a more complete, actionable, and accurate picture of buyer behavior, enabling smarter decisions, more effective outreach, and stronger sales outcomes. \u003c/p\u003e\n\n\n\n\u003cp\u003eAnd with its unified platform, ZoomInfo ensures sales and marketing teams work together efficiently, driving higher revenue and growth in today’s fast-paced market.\u003c/p\u003e\n\n\n\n\u003chr class=\"wp-block-separator has-alpha-channel-opacity\"/\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cp\u003e\u003cem\u003eForrester does not endorse any company, product, brand, or service included in its research publications and does not advise any person to select the products or services of any company or brand based on the ratings included in such publications. Information is based on the best available resources. Opinions reflect judgment at the time and are subject to change. For more information, read about Forrester’s objectivity\u0026nbsp;\u003c/em\u003e\u003ca href=\"https://www.forrester.com/about-us/objectivity/\"\u003e\u003cem\u003ehere\u003c/em\u003e\u003c/a\u003e.\u003c/p\u003e\n","date":"2025-02-27T15:47:13","modified":"2025-02-27T16:17:36","id":"cG9zdDozMTQ3NA==","uri":"/sales/intent-data-forrester-wave-q1-2025","excerpt":"\u003cp\u003eNot so long ago, a detailed profile of your ideal customer and a general idea of their purchase intent was enough to fuel growth for many go-to-market teams. Those days are gone —\u0026nbsp;but the best teams still find ways to win consistently, no matter the odds. To stay ahead in an unpredictable market, businesses need [\u0026hellip;]\u003c/p\u003e\n","title":"How ZoomInfo’s Data, Intent, and Unique Signals Empower Customers to Stay Ahead in 2025","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/02/Dominik.png"},"title":"Chief Product Officer"},"avatar":null,"id":"dXNlcjo5Mg==","name":"Dominik Facher","slug":"dominik-facher","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/04/Blog-Image-8-Medium.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Go to Market","slug":"gtm"},{"__typename":"Tag","name":"ZoomInfo","slug":"zoominfo"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"news-trends","name":"News \u0026 Trends"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eFor frontline go-to-market (GTM) professionals, the struggle is real: Too much administrative work, too little selling time, and too many missed opportunities. But data-driven, AI-powered intelligence is rewriting the rules —\u0026nbsp;and \u003ca href=\"https://www.zoominfo.com/offers/zoominfo-customer-impact-report-2025\"\u003eZoomInfo’s Customer Impact Report 2025\u003c/a\u003e proves it.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe surveyed over 11,000 revenue professionals to uncover exactly how GTM teams use ZoomInfo to expand markets, accelerate sales cycles, and drive revenue. The results? A clear competitive edge for those who embrace \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGo-to-Market Intelligence\u003c/a\u003e.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eBigger Markets, Stronger Pipelines\u003c/h2\u003e\n\n\n\n\u003cp\u003eCompanies using ZoomInfo’s \u003ca href=\"https://www.zoominfo.com/\"\u003eGTM Intelligence platform\u003c/a\u003e expanded their \u003ca href=\"https://pipeline.zoominfo.com/marketing/how-to-calculate-total-addressable-market\"\u003etotal addressable market (TAM)\u003c/a\u003e by 40%. That’s not just more prospects — it’s the \u003cem\u003eright\u003c/em\u003e prospects. By using real-time data and signals, sales teams are identifying high-potential accounts they would have otherwise missed.\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd they’re reaching these prospects at the right time. Three out of four customers said ZoomInfo surfaced opportunities they would have overlooked, driving a 32% increase in total pipeline.\u003c/p\u003e\n\n\n\n\u003cp\u003eWhen it comes to high-value deals, ZoomInfo users grew average deal sizes by 40%: from $70,000 to nearly $100,000. \u003ca href=\"https://www.zoominfo.com/solutions/enterprise\"\u003eEnterprise\u003c/a\u003e users saw even greater gains, reporting 89% larger deals thanks to expanded buying committees and multithreaded outreach.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eSales Teams: More Meetings, Higher Win Rates\u003c/h2\u003e\n\n\n\n\u003cp\u003eSales is a numbers game, but with the right data, the odds shift in your favor. ZoomInfo GTM Intelligence users booked 55% more meetings per month and reported a 91% improvement in connect rates.\u003c/p\u003e\n\n\n\n\u003cp\u003eBefore ZoomInfo, sales reps connected with prospects just 23% of the time. After implementing ZoomInfo’s GTM Intelligence, this rate jumped to 44%.\u003c/p\u003e\n\n\n\n\u003cp\u003eHigher engagement translates into higher win rates. ZoomInfo customers closed 46% of their deals compared to 32% before.\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd when it comes to velocity, ZoomInfo helps teams cut sales cycles by 21%, meaning deals close 32 days faster on average.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eMarketing Teams: Precision Targeting That Delivers\u003c/h2\u003e\n\n\n\n\u003cp\u003eMarketing has always been a blend of art and science, but data is tipping the scales toward science. Marketers using ZoomInfo’s \u003ca href=\"https://pipeline.zoominfo.com/marketing/data-account-based-marketing\"\u003eaccount-based marketing (ABM)\u003c/a\u003e tools increased qualified leads by 36% and grew their marketing pipeline by 42%.\u003c/p\u003e\n\n\n\n\u003cp\u003eReal-time insights power precision targeting. Nearly one-third (29%) of marketers’ active opportunities were sourced exclusively from ZoomInfo \u003ca href=\"https://pipeline.zoominfo.com/sales/buying-signals\"\u003esignals\u003c/a\u003e and data.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eBetter alignment with sales leads to more meaningful engagement: ZoomInfo users saw a 76% increase in email response rates, making outreach more efficient and impactful.\u003c/p\u003e\n\n\n\n\u003cp\u003eAnd when it comes to return on investment, ZoomInfo’s impact is undeniable. Enterprise customers reported a 60% higher marketing campaign ROI, while companies across the board saw customer acquisition costs drop by up to 42%.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eAI-Powered GTM: Smarter Selling with Copilot\u003c/h2\u003e\n\n\n\n\u003cp\u003eAI isn’t a futuristic promise — it’s the present, and ZoomInfo’s Copilot is proving it. Copilot analyzes GTM signals in real time, identifying which accounts to prioritize, who to contact, and even how to tailor outreach.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe results:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e83% larger deal sizes\u003c/li\u003e\n\n\n\n\u003cli\u003e30% faster deal cycles, and\u003c/li\u003e\n\n\n\n\u003cli\u003eAn average of 45 days saved per deal\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eFor sales teams, \u003ca href=\"https://pipeline.zoominfo.com/sales/gtm-ai-buyers-journey\"\u003eGTM AI\u003c/a\u003e-powered automation means less time on admin work and more time selling. Copilot users reported saving 10.5 hours per week, while also achieving 89% higher email response rates.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eConfidence, Accuracy, and Actionable Insights\u003c/h2\u003e\n\n\n\n\u003cp\u003eSales teams using ZoomInfo’s GTM Intelligence platform are working harder \u003cem\u003eand\u003c/em\u003e smarter. Customers reported:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e44% higher confidence in hitting pipeline goals\u003c/li\u003e\n\n\n\n\u003cli\u003e20% more accurate pipeline forecasting\u003c/li\u003e\n\n\n\n\u003cli\u003e54% healthier customer accounts thanks to better retention insights\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eZoomInfo isn’t just another tool; it’s a revenue growth engine powered by AI-ready insights, trusted data, and advanced automation. If you’re looking to grow faster, sell smarter, and win bigger in 2025, ZoomInfo isn’t optional — it’s essential.\u003c/p\u003e\n\n\n\n\u003cp\u003e3 Key Takeaways from ZoomInfo’s Customer Impact Report:\u003c/p\u003e\n\n\n\n\u003cp\u003e1. GTM Intelligence increases pipeline by \u003cstrong\u003e32%\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003e2. AI-powered sales boost deal sizes by \u003cstrong\u003e83%\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003e3. Go-to-Market automation saves reps \u003cstrong\u003e10+ hours per week\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003eStill not convinced? Check out more \u003ca href=\"https://pipeline.zoominfo.com/sales/zoominfo-reviews\"\u003eZoomInfo reviews\u003c/a\u003e and analyst reports. When you are ready to see the impact for yourself, \u003ca href=\"https://www.zoominfo.com/offers/zoominfo-customer-impact-report-2025\"\u003eread our Customer Impact Report\u003c/a\u003e\u003ca href=\"https://www.zoominfo.com\"\u003e \u003c/a\u003eto learn more.\u003c/p\u003e\n","date":"2025-02-20T12:00:00","modified":"2025-02-24T15:46:38","id":"cG9zdDozMTQzOQ==","uri":"/sales/zoominfo-customer-impact-report-2025-gtm-intelligence-era","excerpt":"\u003cp\u003eWe surveyed over 11,000 revenue professionals to uncover exactly how GTM teams use ZoomInfo to expand markets, accelerate sales cycles, and drive revenue. The results? A clear competitive edge for those who embrace Go-to-Market Intelligence.\u003c/p\u003e\n","title":"ZoomInfo’s Customer Impact Report 2025: The GTM Intelligence Era","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2021/09/profile.jpg"},"title":"Senior Content Manager"},"avatar":null,"id":"dXNlcjozOQ==","name":"Dan Shewan","slug":"dan-shewan","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/04/Blog-Image-7-Medium.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Sales Prospecting","slug":"sales-prospecting"},{"__typename":"Tag","name":"Sales Tools","slug":"sales-tools"},{"__typename":"Tag","name":"Top Tools","slug":"top-tools"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eSales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. \u003c/p\u003e\n\n\n\n\u003cp\u003eOutbound sales call tracking software enhances your sales team\u0026#8217;s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. \u003c/p\u003e\n\n\n\n\u003cp\u003eThese tools not only help teams track performance, but improve engagement strategies and optimize \u003ca href=\"https://pipeline.zoominfo.com/sales/optimizing-sales-prospecting-workflow\"\u003esales workflows\u003c/a\u003e. But how can you choose the right tool for your team? Check out our list of top outbound call tracking software to find the right fit for your team today.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eWhat is Outbound Call Tracking Software?\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eOutbound call tracking software enables businesses to monitor, analyze, and optimize their outbound calling efforts. These tools typically include features such as click-to-call functionality, local number generation, automated follow-ups, and call recording. By centralizing call data, \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-strategy-sales-teams\"\u003esales teams\u003c/a\u003e gain insights into call effectiveness, prospect engagement, and overall campaign success.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eWhy Outbound Call Tracking Matters for Sales Teams\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eOutbound call tracking software provides several key benefits, making it essential for modern sales teams. Typical benefits of these tools include:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eIncreased Productivity:\u003c/strong\u003e Automates call logging and follow-ups, freeing sales reps to focus on conversions.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eData-Driven Decisions:\u003c/strong\u003e Offers insights into call outcomes, helping teams refine scripts and outreach strategies.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eImproved Customer Engagement:\u003c/strong\u003e Local number generation increases answer rates and fosters better connections.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eCRM Integration:\u003c/strong\u003e Ensures that all customer interactions are logged and accessible in one place.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eRegulatory Compliance \u0026amp; Quality Assurance:\u003c/strong\u003e Helps maintain adherence to compliance regulations while improving call consistency.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eHow to Choose the Right Outbound Call Tracking Software\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eWhen selecting an outbound call tracking platform, consider factors such as:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eIntegration Capabilities:\u003c/strong\u003e Ensure compatibility with your existing CRM and sales stack.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAutomation \u0026amp; AI Features:\u003c/strong\u003e Look for tools that streamline workflows and enhance efficiency.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eScalability:\u003c/strong\u003e Choose a platform that grows with your business needs.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eUser-Friendly Interface:\u003c/strong\u003e Ensure ease of use for sales teams to minimize learning curves.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAnalytics \u0026amp; Reporting:\u003c/strong\u003e Opt for software with robust insights to track performance and improve sales tactics.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eTop Outbound Call Tracking Software\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eNow that you\u0026#8217;ve got the basics, you\u0026#8217;re ready to dig deeper into top outbound call tracking tools. We’ve compiled this list of the top outbound call tracking software solutions, backed by customer reviews and expert analysis, to help you make an informed choice. \u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/image-15.png\" alt=\"\" class=\"wp-image-30749\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/image-15.png 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/image-15-150x150.png 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e1. ZoomInfo\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eZoomInfo’s \u003ca href=\"https://www.zoominfo.com/\"\u003eGo-to-Market Intelligence platform\u003c/a\u003e enhances outbound sales call tracking by providing unmatched B2B data, real-time insights, and AI-driven automation. With tools like ZoomInfo Copilot and ZoomInfo Sales, sales teams can track call performance, analyze customer interactions, and refine outreach strategies to maximize engagement and conversion rates.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/copilot\"\u003eZoomInfo Copilot\u003c/a\u003e leverages AI to prioritize accounts, surface key engagement signals, and deliver real-time insights on buyer intent, ensuring reps reach out at the right moment. Meanwhile, \u003ca href=\"https://www.zoominfo.com/products/sales\"\u003eZoomInfo Sales\u003c/a\u003e streamlines outreach tasks by automating workflows, optimizing prospecting efforts, and ensuring every call is backed by actionable data. CRM integration keeps call activity synchronized, allowing reps to focus on selling rather than administrative tasks.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/products/chorus\"\u003eChorus\u003c/a\u003e, ZoomInfo’s AI-powered conversation intelligence tool, helps sales teams extract valuable insights from call recordings and transcriptions. By analyzing conversation patterns, talk-to-listen ratios, and objection handling, sales managers can identify coaching opportunities and refine messaging strategies. AI-driven analytics highlight key moments in sales conversations, making it easier to replicate successful techniques and improve overall call effectiveness.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eAI-Powered Call Insights:\u003c/strong\u003e ZoomInfo Copilot analyzes call performance, highlighting engagement trends and surfacing next-best actions for sales reps.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eConversation Intelligence:\u003c/strong\u003e AI-driven transcription and analysis provide insights into sales conversations, helping teams refine strategies and improve win rates.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eBuyer Intent Signals:\u003c/strong\u003e Identify high-priority prospects based on real-time data, including website visits and engagement patterns.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eCRM Synchronization:\u003c/strong\u003e Automatically log calls, notes, and interactions in your CRM for improved tracking and data hygiene.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAutomated Outreach:\u003c/strong\u003e Streamline outbound sales processes with data-driven prospecting, call tracking, and optimized workflows.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/\"\u003eLearn More About ZoomInfo\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Close-Logo.png\" alt=\"Close Logo\" class=\"wp-image-31421\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Close-Logo.png 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Close-Logo-150x150.png 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e2. Close\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eClose is a CRM designed for sales teams, integrating calling, email, and SMS into one platform. With built-in call tracking, a Power Dialer, and automated workflows, Close streamlines sales processes and improves efficiency.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003ePower Dialer for high-volume outreach.\u003c/li\u003e\n\n\n\n\u003cli\u003eCall tracking and coaching features.\u003c/li\u003e\n\n\n\n\u003cli\u003eAutomated workflows and task reminders.\u003c/li\u003e\n\n\n\n\u003cli\u003eSeamless CRM integration.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/c/close/442182965\"\u003eLearn More about Close\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg decoding=\"async\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/11/hubspot-logo.png\" alt=\"\" class=\"wp-image-31156\" style=\"width:100px\"/\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e3. HubSpot Sales Hub\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eHubSpot Sales Hub provides a unified sales CRM with call tracking, engagement tools, and pipeline management. The platform offers deep insights into prospect behavior and integrates with the HubSpot ecosystem for a seamless sales experience.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eEmail and call tracking with automation.\u003c/li\u003e\n\n\n\n\u003cli\u003ePipeline management and deal tracking.\u003c/li\u003e\n\n\n\n\u003cli\u003eAI-driven insights and engagement recommendations.\u003c/li\u003e\n\n\n\n\u003cli\u003eThird-party integrations for workflow customization.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/c/hubspot-inc/94209531\"\u003eLearn More about HubSpot Sales Hub\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/OpenPhone-Logo.png\" alt=\"OpenPhone Logo\" class=\"wp-image-31422\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/OpenPhone-Logo.png 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/OpenPhone-Logo-150x150.png 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e4. OpenPhone\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eOpenPhone is a cloud-based calling and messaging platform designed for modern business communication. It offers call tracking, contact management, and integrations with major business tools.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eMulti-platform support for seamless communication.\u003c/li\u003e\n\n\n\n\u003cli\u003eCall tracking and analytics for performance monitoring.\u003c/li\u003e\n\n\n\n\u003cli\u003eCRM and productivity tool integrations.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/c/openphone-inc/447213671\"\u003eLearn More about OpenPhone\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Salesloft-Logo.png\" alt=\"Salesloft Logo\" class=\"wp-image-31300\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Salesloft-Logo.png 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Salesloft-Logo-150x150.png 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e5. Salesloft\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eSalesloft is an AI-powered revenue workflow platform that streamlines outbound sales activities. It provides sales teams with engagement tools, automated workflows, and conversation intelligence for optimized performance.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAI-driven workflows for sales automation.\u003c/li\u003e\n\n\n\n\u003cli\u003eConversation intelligence for call analysis.\u003c/li\u003e\n\n\n\n\u003cli\u003eSeamless CRM and email integration.\u003c/li\u003e\n\n\n\n\u003cli\u003eForecasting tools for revenue insights.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://market.zoominfo.com/app/salesloft\"\u003eLearn More about Salesloft\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"256\" height=\"256\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Outreach-Logo.png\" alt=\"Outreach Logo\" class=\"wp-image-31301\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Outreach-Logo.png 256w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Outreach-Logo-150x150.png 150w\" sizes=\"auto, (max-width: 256px) 100vw, 256px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e6. Outreach\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eOutreach is a sales execution platform that integrates automation and AI to improve prospecting and deal management. It enables teams to track calls, manage engagement, and optimize revenue operations.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAI-powered meeting transcription and analytics.\u003c/li\u003e\n\n\n\n\u003cli\u003ePipeline analysis and buyer engagement tracking.\u003c/li\u003e\n\n\n\n\u003cli\u003ePersonalized messaging automation.\u003c/li\u003e\n\n\n\n\u003cli\u003eCRM and productivity tool integrations.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://market.zoominfo.com/app/outreach\"\u003eLearn More about Outreach\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"318\" height=\"159\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Dialpad-Logo.png\" alt=\"Dialpad Logo\" class=\"wp-image-31423\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Dialpad-Logo.png 318w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Dialpad-Logo-300x150.png 300w\" sizes=\"auto, (max-width: 318px) 100vw, 318px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e7. Dialpad Ai Voice\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eDialpad Ai Voice is a cloud-based communication platform with AI-powered analytics and call tracking. It integrates voice, video, and messaging for seamless business communication.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAI-driven call analytics and summaries.\u003c/li\u003e\n\n\n\n\u003cli\u003eSecure global collaboration tools.\u003c/li\u003e\n\n\n\n\u003cli\u003eReal-time speech-to-text transcription.\u003c/li\u003e\n\n\n\n\u003cli\u003eMulti-device accessibility.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://market.zoominfo.com/app/dialpad-voice\"\u003eLearn More about Dialpad Ai Voice\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"204\" height=\"192\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/Groove.png\" alt=\"Groove Logo\" class=\"wp-image-31304\" style=\"width:100px\"/\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e8. Groove\u0026nbsp;\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eGroove is a sales engagement platform focused on automation and efficiency. It offers seamless Salesforce integration, call tracking, and multi-channel engagement tools.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAutomated call logging and tracking.\u003c/li\u003e\n\n\n\n\u003cli\u003eSeamless Salesforce integration.\u003c/li\u003e\n\n\n\n\u003cli\u003eCustomizable workflows for role-based engagement.\u003c/li\u003e\n\n\n\n\u003cli\u003eMulti-channel outreach capabilities.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://pipeline.zoominfo.com/sales/clari-groove-integration\"\u003eLearn More about Groove\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"220\" height=\"229\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Aircall-Logo.png\" alt=\"Aircall Logo\n\" class=\"wp-image-31424\" style=\"width:100px\"/\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e9. Aircall\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eAircall is a cloud-based phone system designed for sales and support teams. It provides call tracking, real-time analytics, and CRM integrations for streamlined outreach.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eGlobal number availability in 100+ countries.\u003c/li\u003e\n\n\n\n\u003cli\u003eReal-time call analytics and performance tracking.\u003c/li\u003e\n\n\n\n\u003cli\u003eCRM and helpdesk integrations.\u003c/li\u003e\n\n\n\n\u003cli\u003eScalable solution for teams of all sizes.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/c/aircall/1311839\"\u003eLearn More about Aircall\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003cfigure class=\"wp-block-image size-full is-resized\"\u003e\u003cimg loading=\"lazy\" decoding=\"async\" width=\"225\" height=\"225\" src=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/flashinfo.jpeg\" alt=\"flashinfo logo\" class=\"wp-image-30846\" style=\"width:100px\" srcset=\"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/flashinfo.jpeg 225w, https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/08/flashinfo-150x150.jpeg 150w\" sizes=\"auto, (max-width: 225px) 100vw, 225px\" /\u003e\u003c/figure\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e10. FlashInfo\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eFlashInfo is a revenue acceleration platform offering AI-driven sales engagement and outbound calling features. With real-time data processing and parallel dialing capabilities, it enhances outbound sales efficiency.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eKey Features:\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAI-powered sales engagement tools.\u003c/li\u003e\n\n\n\n\u003cli\u003eParallel dialing for high-volume outreach.\u003c/li\u003e\n\n\n\n\u003cli\u003eReal-time data insights and CRM integration.\u003c/li\u003e\n\n\n\n\u003cli\u003eCustomizable filters for targeted prospecting.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.zoominfo.com/c/flashintel/5000050457\"\u003eLearn More about FlashInfo\u003c/a\u003e\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eFind the Right Call Tracking Tool for You\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eChoosing the right outbound call tracking software can transform your sales process, improving efficiency, engagement, and data-driven decision-making. \u003c/p\u003e\n\n\n\n\u003cp\u003eWhether you need a scalable enterprise solution or a lightweight tool for a growing team, this list provides a solid starting point for selecting the best fit for your business needs.\u003c/p\u003e\n","date":"2025-02-18T13:00:00","modified":"2025-02-13T19:26:47","id":"cG9zdDozMTQxOA==","uri":"/sales/best-outbound-sales-call-tracking-software","excerpt":"\u003cp\u003eSales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. Outbound sales call tracking software enhances your sales team\u0026#8217;s efficiency by automating call logging, providing real-time analytics, and integrating with customer relationship management (CRM) systems. These tools not only help teams [\u0026hellip;]\u003c/p\u003e\n","title":"Best Outbound Call Tracking Software for Sales Teams","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2021/09/ZI.png"},"title":null},"avatar":null,"id":"dXNlcjoyNg==","name":"ZoomInfo","slug":"zoominfo","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/04/Blog-Image-6-Medium.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Artificial Intelligence","slug":"artificial-intelligence"},{"__typename":"Tag","name":"Go to Market","slug":"gtm"},{"__typename":"Tag","name":"Sales Strategy","slug":"sales-strategy"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eSales teams are drowning in tools. It’s time to make them intelligent.\u003c/p\u003e\n\n\n\n\u003cp\u003eFor too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently — and the gaps between these tools can swallow even the \u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003ebest go-to-market strategy\u003c/a\u003e.\u003c/p\u003e\n\n\n\n\u003cp\u003eYour \u003ca href=\"https://pipeline.zoominfo.com/sales/sales-engagement-platforms\"\u003esales engagement platform\u003c/a\u003e might tell reps when to send an email, but it has no idea if a prospect is actually in a buying cycle. Your forecasting tool can pull numbers from your CRM, but the CRM is usually riddled with outdated and incomplete data. The list goes on.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe fundamental problem is that these tools are \u003cem\u003eunintelligent\u003c/em\u003e. They focus on individual processes rather than working as part of a unified system.\u003c/p\u003e\n\n\n\n\u003cp\u003eIf you lead a GTM team of any size, I know you’ve felt this pain. But we’re finally seeing signs of a solution: the emerging category of \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGo-to-Market Intelligence\u003c/a\u003e. Here’s how GTM Intelligence works, and how your team can leverage it today, to achieve breakthrough results. \u003c/p\u003e\n\n\n\n\u003c!-- Responsive Video Wrapper with Significantly Increased Vertical Space --\u003e\n\u003cdiv style=\"position: relative; width: 100%; overflow: hidden; padding-top: 73.7%;\"\u003e\n \u003ciframe\n src=\"https://play.vidyard.com/MiJ63BPHMh9DbK3EYsFTCa.html\"\n style=\"position: absolute; top: 0; left: 0; width: 100%; height: 100%; border: none;\"\n frameborder=\"0\"\n allow=\"autoplay; fullscreen; encrypted-media\"\n allowfullscreen\u003e\n \u003c/iframe\u003e\n\u003c/div\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eAI Has Made Data More Critical Than Ever\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eA CRM filled with outdated or missing information used to be a perennial annoyance: Yeah, we’ll get around to cleaning up the CRM one of these days. But the explosion of AI tools for GTM has made \u003ca href=\"https://pipeline.zoominfo.com/operations/poor-data-quality-impact\"\u003epoor data quality\u003c/a\u003e a major liability.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe reason? AI’s ability to fuel massive scale is applied to good data and bad data equally, magnifying the negative impacts of inaccurate data at an unprecedented scale.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eIf your sales AI is fueled with poor-quality data, your sellers will target the wrong accounts, engage the wrong contacts, and flood the market with irrelevant messaging — only now, they’ll do it at lightning speed.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eA \u003ca href=\"https://www.zoominfo.com/\"\u003eGTM Intelligence platform\u003c/a\u003e, on the other hand, ensures that AI tools have the right data to deliver real value. It enriches CRM records, identifies key buying signals, and ensures that every AI-driven action is based on a complete and accurate view of the customer.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"banner-cta-post \"\u003e\n \u003csection class=\"content-max-width\"\u003e\n \u003cdiv class=\"banner-cta-post__container red\"\u003e\n \u003cdiv class=\"banner-cta-post__content content-max-width-narrow\"\u003e\n \u003cdiv class=\"banner-cta-post__text-wrapper\"\u003e\n \u003cdiv class=\"banner-cta-post__text white\"\u003e Sell Smarter. Win Faster.\u003c/div\u003e\n \u003cdiv class=\"banner-cta-post__description white h4\"\u003e Make Every Seller Your Best Seller with ZoomInfo Copilot \u003c/div\u003e\n \u003c/div\u003e\n \u003cdiv\u003e\n \u003ca class=\"primary-btn-dark banner-cta-post__link\"\n href=\" https://www.zoominfo.com/copilot?camp_id= 701Do000000N2oxIAC\u0026#038;blogad=inline_sales\"\u003e\n Request a Demo \u003c/a\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/section\u003e\n\u003c/div\u003e\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eStop Blaming Sales Reps for Bad CRM Data\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eEvery sales leader has heard the same complaint for years: \u003cem\u003e\u0026#8220;Our CRM is a mess because reps don’t enter good data.\u0026#8221;\u003c/em\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003eLet’s be honest: Reps are never going to spend hours meticulously updating CRM records. They’re sellers, not data-entry clerks. It’s time to \u003cstrong\u003estop blaming your salespeople for bad hygiene\u003c/strong\u003e — instead of forcing them to get better at logging data manually, companies need to automate it.\u003c/p\u003e\n\n\n\n\u003cp\u003eGTM Intelligence removes the burden from sales teams by automatically capturing, enriching, and maintaining high-quality data. Instead of relying on reps to input job changes, buying signals, or account updates, these insights are surfaced in real time — without disrupting the sales workflow.\u003c/p\u003e\n\n\n\n\u003cp\u003eRather than continuing to demand better \u003ca href=\"https://pipeline.zoominfo.com/operations/crm-hygiene\"\u003eCRM hygiene\u003c/a\u003e from sales teams, it’s time to invest in a system that solves the problem at its core.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eThree Steps to Evolve your Go-to-Market Sales Strategy\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eFor go-to-market teams looking to improve efficiency and drive higher conversion rates, the path forward is clear:\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e1. Build a Strong Data Foundation\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eA disconnected, incomplete CRM will never fuel an intelligent sales motion. Companies need a centralized intelligence layer that integrates first-party, second-party, and third-party data into a single, reliable source of truth.\u003c/p\u003e\n\n\n\n\u003cp\u003eToo many revenue leaders chase the latest sales tech features without solving the core issue — bad data. Without a strong data foundation, no amount of automation or AI will deliver the expected results.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e2. Integrate Sales Tools into a Unified Platform\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eProspecting, \u003ca href=\"https://pipeline.zoominfo.com/sales/sales-forecasting\"\u003eforecasting\u003c/a\u003e, sales engagement, and conversational intelligence should not operate as standalone systems. They need to be deeply integrated, ensuring that each function is powered by the same GTM Intelligence platform.\u003c/p\u003e\n\n\n\n\u003cp\u003eInstead of separate tools delivering separate insights, every sales motion should be informed by a single, intelligent data set.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003e3. Move from Guesswork to Data-Driven Selling\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eToo many companies still rely on instinct and anecdotal evidence to shape their sales strategy. Even with vast amounts of available data, many teams struggle to answer fundamental questions:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eWho are our best customers, and why do they buy?\u003c/li\u003e\n\n\n\n\u003cli\u003eWhich \u003ca href=\"https://pipeline.zoominfo.com/sales/buying-signals\"\u003ebuyer signals\u003c/a\u003e indicate that an account is ready to engage?\u003c/li\u003e\n\n\n\n\u003cli\u003eWhich messaging and timing leads to the fastest deal cycles?\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eToo many companies go to market by accident. They have a great product, but lack a structured, data-driven approach to customer acquisition. The best-performing teams move beyond intuition and make every sales decision based on real buying signals and historical patterns of success.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003e\u003cstrong\u003eThe Future of GTM Sales Strategy is Intelligent\u003c/strong\u003e\u003c/h2\u003e\n\n\n\n\u003cp\u003eGTM Intelligence is not just another sales tool — it’s the foundation for \u003cstrong\u003eevery\u003c/strong\u003e modern sales motion.\u003c/p\u003e\n\n\n\n\u003cp\u003eWithout it, sales teams will continue operating in silos, making decisions based on incomplete data, and missing out on high-quality opportunities. With GTM Intelligence, go-to-market teams can work faster, smarter, and more effectively by using real intelligence to drive every step of the sales process.\u003c/p\u003e\n\n\n\n\u003cp\u003eAI is changing the game, but AI alone is not enough. Success in this new era requires intelligent AI fueled by intelligent data.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eCompanies that build their sales strategy around GTM Intelligence will gain a massive competitive advantage — while those that continue relying on disconnected tools and outdated data will struggle to keep up.\u003c/p\u003e\n\n\n\n\u003cp\u003eReady to find out more? \u003ca href=\"https://www.zoominfo.com/gtm\"\u003eFind out how\u003c/a\u003e ZoomInfo’s GTM Intelligence Platform can make a difference for your team today.\u003c/p\u003e\n","date":"2025-02-11T17:05:40","modified":"2025-02-12T15:08:12","id":"cG9zdDozMTQxMA==","uri":"/sales/go-to-market-strategy-sales-teams","excerpt":"\u003cp\u003eSales teams are drowning in tools. It’s time to make them intelligent. For too long, sellers have been forced to juggle a grab bag of tools that claim to make selling easier. In reality, each of these tools tends to work independently — and the gaps between these tools can swallow even the best go-to-market [\u0026hellip;]\u003c/p\u003e\n","title":"The New Go-to-Market Strategy for Sales Teams","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2025/02/Roth-Headshot.png"},"title":"Chief Revenue Officer"},"avatar":null,"id":"dXNlcjoxMjA=","name":"James Roth","slug":"james-roth","email":null}}},{"__typename":"Post","featuredImage":{"__typename":"NodeWithFeaturedImageToMediaItemConnectionEdge","node":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/04/Blog-Image-5-Medium.png"}},"tags":{"__typename":"PostToTagConnection","nodes":[{"__typename":"Tag","name":"Artificial Intelligence","slug":"artificial-intelligence"},{"__typename":"Tag","name":"Go to Market","slug":"gtm"},{"__typename":"Tag","name":"Sales \u0026 Marketing Alignment","slug":"sales-marketing-alignment"},{"__typename":"Tag","name":"Sales Intelligence","slug":"sales-intelligence"}]},"formats":{"__typename":"PostToFormatConnection","nodes":[{"__typename":"Format","slug":"strategies","name":"Strategies"}]},"status":"publish","isSticky":false,"content":"\n\u003cp\u003eThe sales and marketing go-to-market frameworks we’ve relied on for decades — staples like the funnel, the flywheel, and the buyer’s journey — are fast becoming obsolete … or are out the door already.\u003c/p\u003e\n\n\n\n\u003cp\u003eWe all know that buyers use traditional online resources like vendor websites, trade publications, social media, and forums to conduct research and minimize their engagement with sales teams. \u003cstrong\u003eBut generative AI tools have empowered them in ways GTM teams can scarcely imagine.\u003c/strong\u003e\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003ca href=\"https://www.forrester.com/what-it-means/ep393-genai-b2b-buying/\"\u003eAccording to Forrester\u003c/a\u003e:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eGenAI tools like ChatGPT are among buyers’ top sources of self-guided information\u003c/li\u003e\n\n\n\n\u003cli\u003e90% of buyers presently use GenAI for business purchasing\u003c/li\u003e\n\n\n\n\u003cli\u003eUsing GenAI, they’re less inclined to directly access vendor websites\u003c/li\u003e\n\n\n\n\u003cli\u003eAnd they\u0026#8217;re considering more vendors than they would have otherwise\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eCurrent GTM frameworks can’t detect or reflect the real-time behaviors and intentions of AI-empowered buyers. To succeed, B2B leaders must flip the power dynamic back, reclaiming control through smarter strategies driven by data, signals, and their own use of AI.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eHere’s how.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eGTM AI Makes the Traditional Go-to-Market\u0026nbsp; Funnel Obsolete\u003c/h2\u003e\n\n\n\n\u003cp\u003eThe funnel, which we’ve depended so heavily on to track the buying journey, hasn’t failed because it was poorly executed — it’s failed because it was never designed to handle the complexities of today’s AI-driven, buyer-first world.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003cp\u003eArmed with tools like GenAI, buyers zigzag through buying stages now, reacting immediately to real-time insights and shifting priorities. Conventional GTM tools can’t keep up, providing information that is outdated, static, and frustratingly out of sync with reality.\u003c/p\u003e\n\n\n\n\u003cp\u003eHere are other reasons why the funnel no longer works:\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eSellers Miss Early Opportunities\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe funnel’s rigidity often blinds sellers to opportunities for early influence. Static funnels fail to provide these early insights, leaving sellers struggling to meet buyers where they are.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eBuyers Demand Relevance and Timing\u003c/h3\u003e\n\n\n\n\u003cp\u003eProspecting that’s irrelevant or poorly timed can harm deals more than help them. Without a dynamic framework to adapt to real-time signals, sellers risk alienating people instead of converting them.\u003c/p\u003e\n\n\n\n\u003cdiv class=\"banner-cta-post \"\u003e\n \u003csection class=\"content-max-width\"\u003e\n \u003cdiv class=\"banner-cta-post__container red\"\u003e\n \u003cdiv class=\"banner-cta-post__content content-max-width-narrow\"\u003e\n \u003cdiv class=\"banner-cta-post__text-wrapper\"\u003e\n \u003cdiv class=\"banner-cta-post__text white\"\u003e Sell Smarter. Win Faster.\u003c/div\u003e\n \u003cdiv class=\"banner-cta-post__description white h4\"\u003e Make Every Seller Your Best Seller with ZoomInfo Copilot \u003c/div\u003e\n \u003c/div\u003e\n \u003cdiv\u003e\n \u003ca class=\"primary-btn-dark banner-cta-post__link\"\n href=\" https://www.zoominfo.com/copilot?camp_id= 701Do000000N2oxIAC\u0026#038;blogad=inline_sales\"\u003e\n Request a Demo \u003c/a\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/div\u003e\n \u003c/section\u003e\n\u003c/div\u003e\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eFlywheel Marketing Spins Out of Control\u003c/h2\u003e\n\n\n\n\u003cp\u003eThe flywheel promised a perpetual motion of growth, where delighted customers would fuel future demand through word-of-mouth and advocacy. But in today’s buyer-first, AI-driven world, the flywheel has lost its momentum. Here’s why:\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eBuyers Move Faster Than the Flywheel Spins\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe flywheel assumes a cyclical, predictable relationship between marketing, sales, and customer success. But modern buyers don’t wait for the flywheel to catch up. With real-time data and AI-driven insights at their fingertips, they expect immediate relevance and action — not a slow spin through interconnected phases.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eFlywheel Marketing Ignores Buyer Complexity\u003c/h3\u003e\n\n\n\n\u003cp\u003eWhile the flywheel centers on customer advocacy, it fails to address how fragmented buying teams and independent decision-makers actually operate. With multiple stakeholders influencing decisions, there’s no single “moment of delight” that triggers the next rotation of the wheel. Instead, GTM strategies must adapt to unique, nonlinear buyer journeys for each stakeholder.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eCustomer Advocacy Alone Isn’t Enough\u003c/h3\u003e\n\n\n\n\u003cp\u003eIn an AI-first world, buyers rely on independent research and algorithmic recommendations far more than personal advocacy. A glowing referral means little if a competitor’s content, pricing, or product appears higher on a search engine or recommendation platform. Without leveraging data and intent signals, the flywheel stalls in its ability to generate sustainable growth.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eWhy the B2B Buyer’s Journey No Longer Maps the Path\u003c/h2\u003e\n\n\n\n\u003cp\u003eWe’ve already seen how AI-empowered buyers no longer follow a clean, sequential progression in the buying journey. But there are other ways the journey as we’ve relied upon it is now obsolete:\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eB2B Buyers Don’t Follow the Rules\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe journey assumes buyers engage on your terms: consuming your content, entering your funnel, and converting through your prescribed steps. In reality, buyers are guided by their own priorities, often bypassing your touchpoints entirely. AI-driven platforms and third-party research shape their decisions before you even know they’re in the market.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eThe Buyer’s Journey is Built for Sellers, Not Buyers\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe buyer’s journey was designed to help sellers guide prospects through a sales process, but it doesn’t reflect how empowered buyers operate today. They make decisions faster than sellers can react.\u003c/p\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eHow GTM AI Maps A Better Way Forward\u003c/h2\u003e\n\n\n\n\u003cp\u003eThe answer isn’t to abandon traditional go-to-market activities entirely — it’s to evolve them for today’s unpredictable, buyer-first landscape. Modern frameworks can adapt in real-time to dynamic behaviors and preferences.\u003c/p\u003e\n\n\n\n\u003cp\u003eThis transformation hinges on the power trio of \u003ca href=\"https://pipeline.zoominfo.com/sales/sales-signals-faster-prospecting\"\u003e\u003cstrong\u003edata, signals, and AI\u003c/strong\u003e\u003c/a\u003e, enabling sellers to:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eHarness data for precision:\u003c/strong\u003e Pinpoint high-intent opportunities by analyzing real-time signals, such as website visits, content downloads, and email engagement.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eLeverage AI for personalization:\u003c/strong\u003e Tailor messaging to individual buyer needs, fostering trust, boosting engagement, and speeding up decision-making.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAct on signals to stay relevant:\u003c/strong\u003e Adapt instantly to shifting buyer priorities, ensuring every interaction is timely and meaningful.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eBy combining data, signals, and AI, GTM leaders can leave behind outdated linear strategies and embrace a smarter, more agile approach to buyer engagement.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eExamples of GTM AI in Action\u003c/h3\u003e\n\n\n\n\u003cdiv style=\"height:30px\" aria-hidden=\"true\" class=\"wp-block-spacer\"\u003e\u003c/div\u003e\n\n\n\n\u003cfigure class=\"wp-block-table\" style=\"overflow-x: auto; display: block; -webkit-overflow-scrolling: touch;\"\u003e\n \u003ctable class=\"has-fixed-layout\" style=\"width: 100%; border-collapse: collapse; table-layout: fixed;\"\u003e\n \u003ctbody\u003e\n\u003ctr\u003e\u003ctd\u003e\u003cstrong\u003eAI Capability\u003c/strong\u003e\u003c/td\u003e\u003ctd\u003e\u003cstrong\u003eExplanation\u003c/strong\u003e\u003c/td\u003e\u003ctd\u003e\u003cstrong\u003eExample\u003c/strong\u003e\u003c/td\u003e\u003c/tr\u003e\u003ctr\u003e\u003ctd\u003e\u003cstrong\u003eIdentify Real-Time Intent\u003c/strong\u003e\u003c/td\u003e\u003ctd\u003eAI analyzes vast datasets, pinpointing buyers ready to purchase based on intent signals like visits to pricing pages or engagement with competitive content. Linear models can’t keep up, but AI seamlessly updates targeting strategies in real time.\u003c/td\u003e\u003ctd\u003eA prospect downloads a competitor comparison chart and begins engaging with high-value case studies. AI flags this activity, prompting sales to prioritize personalized outreach immediately.\u003c/td\u003e\u003c/tr\u003e\u003ctr\u003e\u003ctd\u003e\u003cstrong\u003eAnticipate Next Moves\u003c/strong\u003e\u003c/td\u003e\u003ctd\u003ePredictive analytics suggest next-best actions, ensuring sales and marketing align with the buyer’s stage — even when it changes unexpectedly.\u003c/td\u003e\u003ctd\u003eA prospect viewing technical content receives an offer to connect with a subject matter expert, accelerating their decision-making process.\u003c/td\u003e\u003c/tr\u003e\u003ctr\u003e\u003ctd\u003e\u003cstrong\u003eEnable Tailored Engagement\u003c/strong\u003e\u003c/td\u003e\u003ctd\u003eAI synthesizes buyer behavior across thousands of touchpoints, enabling GTM teams to deliver precise, personalized messaging in real time.\u003c/td\u003e\u003ctd\u003eAI recommends industry-specific case studies to buyers based on their role and past engagement, improving relevance and increasing conversion rates.\u003c/td\u003e\u003c/tr\u003e\u003c/tbody\u003e\u003c/table\u003e\u003c/figure\u003e\n\n\n\n\u003ch2 class=\"wp-block-heading\"\u003eEmpowering Sellers in a Buyer-First World\u0026nbsp;\u003c/h2\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eSelling at the speed of B2B\u003c/strong\u003e requires more than just a modernized \u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003eGTM strategy\u003c/a\u003e. It takes vision, discipline, and a willingness to challenge old paradigms. Here’s a helpful framework to get you started.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eStep 1: Audit GTM Processes for Linear Dependencies\u003c/h3\u003e\n\n\n\n\u003cp\u003eStart by identifying dependencies on linear, stage-based workflows and the risks they pose to buyer engagement and revenue outcomes. For instance:\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eEvaluate Legacy Processes\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eConduct an in-depth review of your GTM strategies. Look for signs of inefficiency, such as rigid lead qualification criteria or declining conversion rates despite high pipeline volume. Some key questions to ask include:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eAre high-intent prospects failing to progress due to outdated MQL/SQL thresholds?\u003c/li\u003e\n\n\n\n\u003cli\u003eDoes your system lack the ability to share real-time data across marketing, sales, and operations?\u003c/li\u003e\n\n\n\n\u003cli\u003eAre you integrating third-party intent signals from tools like ZoomInfo?\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eUse a flowchart tool to map a typical buyer journey through your system. Highlight points where rigid dependencies — such as requiring form fills for progression — create friction in the sales cycle.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eCommit to Experimentation and Iteration\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eTransitioning to a dynamic framework requires a test-and-learn mindset. Pilot-test AI models within specific segments or verticals. Focus entirely on buyer intent signals and eliminate reliance on pre-defined stages.\u003c/p\u003e\n\n\n\n\u003cp\u003eFor instance, use intent data from a \u003ca href=\"https://pipeline.zoominfo.com/sales/go-to-market-intelligence\"\u003eGTM Intelligence\u003c/a\u003e platform like ZoomInfo to prioritize engagement with accounts that are demonstrating purchase readiness. For instance, accounts visiting pricing pages or competitor comparisons could trigger immediate outreach, bypassing traditional qualification steps.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eStep 2: Implement GTM AI Tools to Monitor What Matters\u003c/h3\u003e\n\n\n\n\u003cp\u003eAI is the foundation of a dynamic \u003ca href=\"https://pipeline.zoominfo.com/marketing/go-to-market-strategy\"\u003ego-to-market framework\u003c/a\u003e, enabling real-time insights and adaptive engagement strategies. Here’s how to start:\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eSelect the Right Tools\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003ePrioritize AI-powered platforms that integrate seamlessly with your CRM and marketing systems. Look for capabilities such as:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003ePredictive analytics\u003c/strong\u003e to forecast buyer behavior and recommend next-best actions.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eBehavior-based segmentation\u003c/strong\u003e to adapt outreach based on real-time signals.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eLead prioritization\u003c/strong\u003e to focus resources on the most promising opportunities.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eTools like ZoomInfo integrate with platforms like Salesforce, enriching pipelines with intent signals such as competitor activity, content engagement, or website visits.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eApply AI Across the Buyer Lifecycle\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eAI can dynamically adjust engagement strategies throughout the buyer journey:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eEarly-stage\u003c/strong\u003e: Monitor intent signals to identify accounts signaling purchase readiness.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eMid-stage\u003c/strong\u003e: Use predictive analytics to recommend high-value actions, such as sharing tailored content.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eLate-stage\u003c/strong\u003e: Deliver hyper-personalized messaging to accelerate deal closure.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eFor instance, savvy use of Gen AI can identify a prospect engaging with technical documentation and recommends immediate outreach by a subject matter expert, accelerating decision-making.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eStep 3: Redefine Success Metrics for a Non-Linear World\u003c/h3\u003e\n\n\n\n\u003cp\u003eTraditional KPIs, like MQL-to-SQL conversion rates, don’t capture the complexity of today’s buyer journeys. Shift your focus to metrics that reflect the reality of dynamic engagement:\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eEngagement Velocity\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eMeasure how quickly high-intent buyers progress through the pipeline. Use AI tools to track and optimize time spent at each stage.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eIntent Alignment\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eTrack how closely buyer actions (e.g., visiting pricing pages, downloading case studies) match purchase readiness.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eEcosystem Value Creation\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eMeasure how effectively your solution solves buyer-specific challenges. This shifts focus from just closing deals to building lasting relationships.\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003eStep 4: Re-Train Your Team\u003c/h3\u003e\n\n\n\n\u003cp\u003eTo succeed in a buyer-first, AI-driven world, teams must move away from static playbooks and embrace dynamic, real-time decision-making. This transformation starts with a mindset shift and continues with hands-on, practical training.\u003c/p\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003eFoster a Mindset of Agility\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eAgility is the foundation of a dynamic GTM strategy. Your team needs to be empowered to interpret evolving buyer signals and adjust their strategies accordingly. This requires fostering a culture where adaptability is valued over rigid adherence to predefined stages or scripts.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eSteps to foster agility\u003c/strong\u003e:\u003c/p\u003e\n\n\n\n\u003col class=\"wp-block-list\"\u003e\n\u003cli\u003e\u003cstrong\u003eScenario-based training\u003c/strong\u003e: Conduct role-playing exercises simulating real-world buyer behaviors. Use intent data from platforms like ZoomInfo to create scenarios where teams must react to shifts in buyer activity.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eAI simulation tools\u003c/strong\u003e: Train teams to use AI platforms that provide intent signals and predictive analytics. Ensure they understand how to act on these insights effectively.\u003c/li\u003e\n\n\n\n\u003cli\u003e\u003cstrong\u003eFeedback loops\u003c/strong\u003e: Establish weekly debriefs where teams analyze what worked, identify missed opportunities, and refine their approach based on real-time data.\u003c/li\u003e\n\u003c/ol\u003e\n\n\n\n\u003ch4 class=\"wp-block-heading\"\u003e\u003cstrong\u003ePractical Training Areas\u003c/strong\u003e\u003c/h4\u003e\n\n\n\n\u003cp\u003eTargeted training equips your team to harness AI insights effectively and transition to dynamic, behavior-driven engagement. Focus on these key areas:\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eReading intent data\u003c/strong\u003e: Help teams differentiate between levels of buyer interest and readiness:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eHigh interest: Multiple visits to thought leadership blogs or webinars.\u003c/li\u003e\n\n\n\n\u003cli\u003eReady-to-buy: Pricing page visits, product comparisons, or interactions with ROI calculators.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eFor instance, a prospect visiting a competitor’s pricing page may indicate high purchase intent. AI tools flag such signals, prompting sales outreach.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eAgility in outreach\u003c/strong\u003e: Train teams to pivot mid-cycle based on updated insights. For example:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eIf AI detects a new stakeholder engaging with your website, prompt a tailored outreach strategy addressing their role.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eFor instance, ZoomInfo’s Workflows can automate alerts when a key decision-maker at a high-intent account engages with your content.\u003c/p\u003e\n\n\n\n\u003cp\u003e\u003cstrong\u003eMeasure adoption: \u003c/strong\u003eTrack how effectively your team acts on real-time insights with metrics like:\u003c/p\u003e\n\n\n\n\u003cul class=\"wp-block-list\"\u003e\n\u003cli\u003eResponse time: Time between intent signal detection and outreach.\u003c/li\u003e\n\n\n\n\u003cli\u003eConversion rates: Success rates of AI-driven dynamic outreach compared to traditional methods.\u003c/li\u003e\n\u003c/ul\u003e\n\n\n\n\u003cp\u003eFor instance, companies that reduce response times to under 30 minutes improve lead conversion rates by 21%, according to InsideSales.\u0026nbsp;\u003c/p\u003e\n\n\n\n\u003ch3 class=\"wp-block-heading\"\u003e\u003cstrong\u003eConclusion\u003c/strong\u003e\u003c/h3\u003e\n\n\n\n\u003cp\u003eThe collapse of the traditional sales funnel is more than a shift — it’s a wake-up call. We’re entering an era where data, signals, and AI aren’t just tools; they’re the foundation of a buyer-first paradigm. This isn’t about predicting buyer intent — it’s about building dynamic, self-sustaining ecosystems that evolve in real time to meet buyers where they are.\u003c/p\u003e\n\n\n\n\u003cp\u003eFor GTM leaders, the challenge is clear: adapt or be left behind. By prioritizing data-driven precision, AI-powered personalization, and real-time adaptability, you can flip the script and reclaim control in an AI-dominated world. This isn’t just about keeping up; it’s about defining what’s next.\u003c/p\u003e\n\n\n\n\u003cp\u003eThe leaders who embrace this evolution won’t just survive — they’ll set the standard for what buyer engagement looks like in the future. The question isn’t whether the funnel is dead — it’s who will lead the way in building the smarter, faster, AI-first models that come next.\u0026nbsp;\u003c/p\u003e\n","date":"2025-02-07T17:20:37","modified":"2025-02-07T17:21:42","id":"cG9zdDozMTQwMg==","uri":"/sales/gtm-ai-buyers-journey","excerpt":"\u003cp\u003eThe sales and marketing go-to-market frameworks we’ve relied on for decades — staples like the funnel, the flywheel, and the buyer’s journey — are fast becoming obsolete … or are out the door already. We all know that buyers use traditional online resources like vendor websites, trade publications, social media, and forums to conduct research [\u0026hellip;]\u003c/p\u003e\n","title":"Go-to-Market (GTM) AI Has Brought the End of the Conventional B2B Buyer’s Journey","categories":{"__typename":"PostToCategoryConnection","nodes":[{"__typename":"Category","name":"Sales","slug":"sales"}]},"author":{"__typename":"NodeWithAuthorToUserConnectionEdge","node":{"__typename":"User","extraDetails":{"__typename":"User_Extradetails","image":{"__typename":"MediaItem","sourceUrl":"https://pipeline-assets.zoominfo.com/wp-content/uploads/2024/12/jonathan-hinz.jpeg"},"title":"Vice President, Product Marketing"},"avatar":null,"id":"dXNlcjoxMTc=","name":"Jonathan Hinz","slug":"jonathan-hinz","email":null}}}]}},"__N_SSP":true},"page":"/[category]/[postId]","query":{"category":"sales","postId":"selling-to-cfo"},"buildId":"hsxe1emtA_-V3_VSdD_Ta","isFallback":false,"isExperimentalCompile":false,"dynamicIds":[35441],"gssp":true,"scriptLoader":[]}</script></body></html>