THURSDAY, 02 JUNE 2011 11:10 - demandgenreport.com

New Aberdeen Research found that BtoB organizations tapping information from BtoB directory ZoomInfo outperform other companies on key performance indicators (KPIs).

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ZoomInfo Customers Outperforming On Revenue, Contract Size & Quotas

THURSDAY, 02 JUNE 2011 11:10 - demandgenreport.com

New Aberdeen Research found that BtoB organizations tapping information from BtoB directory ZoomInfo outperform other companies on key performance indicators (KPIs).

The report found that companies utilizing ZoomInfo's business contact information experienced higher year-to-year growth in the following KPIs:

  • Overall revenue;
  • Average closed deal size;
  • Percentage of field sales representatives achieving quota;
  • Percentage of inside sales representatives achieving quota;
  • Overall team attainment of quota;
  • Average sales cycle.

Aberdeen surveyed 319 ZoomInfo customers that use the company's BtoB directory as their source for sales intelligence. Of the organizations surveyed, those that used ZoomInfo reported greater performance improvements as compared to "industry average companies" (those companies whose KPI performance fell in the middle 50% of companies surveyed).

"Aberdeen's research showcases that our customers have a distinct sales advantage," said Sam Zales, President of ZoomInfo. "ZoomInfo allows companies to precisely target the prospective customers who are most likely to buy. Our detailed business profiles help sales teams establish rapport faster. Plus, sales reps who use ZoomInfo spend far more time selling and waste less time researching who to contact."

DemandGen Report and ZoomInfo presented a webinar titled, "The ROI of Targeted Prospecting" May 25. The presentation included targeting and segmentation strategies as well as examples of how organization use existing customer models to map out buyer personas and profiles. In addition, the webinar explored ROI metrics BtoB companies are seeing by leveraging redefined databases and the creation of specific messaging relevant to unique markets. Click here to view the webinar archive.