97% success rate of reaching the right contact at first attempt
Challenge
Working smarter, not harder, is necessary when running a small business, especially when it comes to identifying the right-fit prospect and closing deals quickly. This philosophy holds true for TJ Carragher of Paul Cuffaro LLC, who used to spend four to six hours a day researching a single company and not always making contact with the right person. Without access to accurate contact data, prospecting can become inconsistent, time consuming, and ultimately lead to slow pipeline build. “Before ZoomInfo, I was using six applications to find the information I needed about a potential lead – it took me about a month in total before I was in a position to reach out and ask for a meeting,” shared Carragher.
As a one man operation, Carragher could no longer afford to waste time with inefficient prospecting practices. Finding contact data on one site, taking time to cross reference it on another, and then looking for buying signals elsewhere was not productive. He needed to find a solution that would save him time and increase the opportunity to win more business.
“I don’t measure success off of closed deals; I measure it based on whether or not I have accurate contact data, and if I go based off of that, I’m at a 97% success rate of getting a response from the right contact.”
TJ Carragher
Talent Manager
Solution
ZoomInfo’s Sales became that solution – “no longer does it take weeks to uncover my own insights about a company, with Sales I now have access to all the data I need at the click of a button,” shares Carragher. Features like Advanced Search, and its robust filtering capabilities, help Carragher expedite the process of generating a list of prospects that fit his Ideal Customer Profile. “Being able to filter by company, job title, accuracy score and financial scoops has yielded incredible results. With a high accuracy score selected, I’ve never had more than two bounce backs out of the hundreds of people and companies that I reach out to,” said Carragher.
With information from ZoomInfo Scoops, Carragher is able to track the latest changes at target accounts and craft messages that are relevant to that company. And while the granularity of the data supports outreach efforts, the ease of pulling that data directly into a CRM yields significant time savings. “What’s nice is the ability to export the contacts I’m interested in directly into my CRM. This not only automates my outreach, but the end to end workflow now takes less than five minutes.”
The Results
Carragher knows having accurate and robust data is essential to drive pipeline velocity, which is why he’s experienced such success since adopting Sales. “I don’t measure success off of closed deals; I measure it based on whether or not I have accurate contact data, and if I go based off of that, I’m at a 97% success rate of getting a response from the right contact,” comments Carragher. Rather than spending time manually searching and verifying data, Carragher’s focus has completely shifted, and the time savings has resulted in a significant increase in ROI. “My time is no longer spent doing my own research. Instead, I’m working more efficiently and it’s impacting revenue at an increase of 320% from the prior year.”
There is ample opportunity ahead for Carragher and Paul Cuffaro LLC, as ZoomInfo continues to be the provider of insights and accurate data that is causing the right connections to be made at the right time.
