The evolving world of sales has reached a turning point where companies must democratize data, giving all salespeople access to the best resources to effectively compete in today’s global market. But gathering, maintaining, and cleaning the data a business needs can be difficult and overwhelmingly resource-intensive.

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That’s why ZoomInfo, the software company that delivers detailed insights about prospects and businesses, is transforming sales through actionable data. The better your data, the greater your advantage. It’s a stark difference from the old world of sales.

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“Sales used to be about who you knew, not what you knew,” said Chris Hays, ZoomInfo’s President and Chief Operating Officer. “In the marketplace, though, buyers have become more intelligent. Once sales started to digitize and demand efficiency, there was no going back.”

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Reaching buyers is an analog problem that requires digital solutions, which is exactly what ZoomInfo’s innovative, modern introduction of Insight Sales solves. Insight Sales enables revenue teams to identify the right customers at the right time with the right message, weeding out dead-end leads and wasted efforts.

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“There are customers who want and need your products and services, but you don't know who they are or who at those companies makes the buying decisions,” said Henry Schuck, ZoomInfo’s Founder and CEO.

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A modern go-to-market platform like ZoomInfo identifies those customers and companies and provides the technology to engage with them. And it doesn’t matter where they’re located or in what industry they work.

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“Now, ZoomInfo subscribers based in Boise [Idaho] and Alabama are able to compete on a national and a global scale,” said Schuck. “They have access to the same data that the largest companies in the world have. It democratizes their ability to go to market.”

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ZoomInfo gives sales and marketing professionals what they need to identify, prioritize, and communicate with their next best customer. ZoomInfo’s successful platform is built on a data engine that uses machine learning and algorithms to gather billions of data points from millions of sources.

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“Effectively, ZoomInfo does the heavy lifting with data so that companies can save time on research and analysis and reinvest their efforts elsewhere,” said Justin Withers, ZoomInfo’s Senior Vice President of Product Marketing and Product Strategy.

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For ZoomInfo customers like Pacific Energy Concepts (PEC), being able to effectively target prospects was a game changer, especially in the height of the COVID-19 pandemic, when the company realized it needed to pivot its approach.

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“ZoomInfo helped us reimagine how we were going to prospect customers,” said Rose Southwell, Vice President of Sales Operations, Marketing, and IT at PEC. “We were able to find the right people and reach out in a different way, and it helped us grow our business significantly. ZoomInfo, being that single platform with really accurate data, helped us reduce wasted time and effort.”

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Southwell says that by leveraging ZoomInfo, PEC has been able to refocus on more important areas of the business, such as working directly with companies to help them optimize their sustainable energy strategies.  

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“We’re able to focus on designing and developing more of these energy efficiency projects, which means that we can help reduce carbon emissions and reduce the carbon footprint of some of these big energy users like commercial industrial spaces,” said Southwell.

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The reason PEC and so many other companies are able to develop a more efficient workflow is because ZoomInfo delivers the real-time insights that users can immediately put into motion.

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“Companies are able to monitor their entire total addressable market and identify when a company is in the market for your solution,” said Withers. “Salespeople can then engage with a tailored message that's relevant to the company’s needs.”

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As companies’ needs adapt to the rapidly evolving market, ZoomInfo is ready to meet global demands.

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“We’re in the early stages of providing new and powerful tools to sales and marketing professionals,” said Withers. “And that’s what’s most exciting to me about ZoomInfo.”

‍ZoomInfo has curated The Pipeline, which delivers data-driven strategies, tactics, and ideas that companies of all sizes and industries can use to grow their businesses.