Office IT Org Boosts Prospecting Efficiency with ZoomInfo

Challenge

In celebrating 75 years in business, Kelly Office Solutions knew they needed to look for more ways to find new customers to continue their success. They could always expand current accounts through their sales team’s close customer relationships and excellent service. They started exploring all the new ways to look for new customers.

Kelly still relied on connecting with potential prospects by knocking on doors and sparking conversations with the businesses around their current customers. When Sheryne Glicksman, Vice President of Sales, was brought on to lead the company’s new growth strategy, she realized this account-adjacent approach needed to be complimented with a more strategic approach.

“This process is only one way to prospect. I saw an opportunity to bring on a tool that our sales professionals could leverage to prospect with a purpose and be more specific and strategic on who we are going after and how we are spending our time,” said Glicksman. “In order to make sure our growth strategy was a success, I wanted to ensure our reps had a proper tech stack and the tools necessary to win. Providing access to the information needed to contact new businesses and be more efficient was vital.”

To keep up with the changing business landscape, execute on growth initiatives, and increase efficiency, Kelly Office Solutions turned to ZoomInfo.

“One of the biggest benefits of ZoomInfo is that it allows our team to be more strategic with how they are prospecting and spending their time. It allows our reps to be highly targeted, and to decrease emissions by flying and driving to meet unqualified customers less frequently,”

Sheryne Glicksman

Vice President of Sales

Solution

Kelly Office Solutions had a rich database of existing business, as well as processes and systems in place that had been working for decades. Glicksman wanted to keep the focus on the current customer base to drive increased business to their existing customers and offer everyone a tool that would help them prospect quicker and more purposefully to non-Kelly accounts.

“After deploying licenses to one of our office locations, we were able to build a proof of concept and knew that the tool was effective. Sales quickly shortened their research time so they could get right to the specific target customer they were after,” said Glicksman.

Today, Kelly Office Solutions is leveraging ZoomInfo’s business intelligence and intent data to connect with companies and contacts within their Ideal Customer Profile. The Kelly sales team has a weekly “Intent Day” where they review the intent data and immediately reach out to prospects showing high interest to purchase their products.

“With Sales, we are more efficient and effective at identifying and connecting with companies in our sweet spot and reaching decision-makers faster,” said Glicksman. “Having more data and information on the companies we care most about allows us to provide meaningful information at exactly the right time resulting in more closed won opportunities.”

The Results

With ZoomInfo Sales, Kelly Office Solutions is gaining momentum closing new business at an extraordinarily high rate. “In the first year, we have closed $350,000 of new business sourced through ZoomInfo and have created over $650,000 in pipeline,” said Glicksman.

Kelly Office Solutions plans to continue to partner with ZoomInfo in their mission to prospect with a purpose. “One of the biggest benefits of ZoomInfo is that it allows our team to be more strategic with how they are prospecting and spending their time. It allows our reps to be highly targeted, and to decrease emissions by flying and driving to meet unqualified customers less frequently,” said Glicksman.

ZoomInfo plays such a large role in the success of her prospecting sales reps that Glicksman says, “If we didn’t have ZoomInfo today, I think the sales professionals using it would want to pay for it on their own.”