Sharp Business grew revenue with ZoomInfo’s retail sector data.
Give anyone in sales the choice, and they’ll probably pick expanding the current customer base over chasing new business.
Sharp Business Systems, the B2B technology services arm of the iconic electronics brand, found a way to do both with an AI-powered, intelligence-fueled update to sales processes that once relied on old-fashioned in-person outreach.
Here’s how they made the change.
We're seeing wins every day. Across our sales organization we see that high performers are also heavy users of ZoomInfo.
Melani Patterson
Associate Vice President of Sales Strategy
Modernizing Sales Starts With the Right Data
For decades, Sharp’s sales model leaned heavily on face-to-face relationships. “It was a lot of no’s, a lot of miles on the car,” says Associate Vice President of Sales Strategy Melani Patterson.
But as business evolved, and Sharp’s offerings expanded to included AV products, managed IT and document solutions, the company needed a modern strategy to keep its competitive edge. That transformation was fueled by ZoomInfo.
Operationalizing AI for Smarter Selling
What started as a way to streamline prospecting quickly evolved into a central pillar of Sharp’s go-to-market strategy: reviving dormant accounts, deepening customer relationships, and accelerating outreach with new prospects.
But the truly revolutionary change came with ZoomInfo’s AI-fueled Copilot solution. Reps now move with precision, armed with account-fit scores, real-time intent signals, and messaging that resonates with the right stakeholders at the right moment.
Inside sales, field teams, and marketing are now aligned around a shared playbook driven by GTM Intelligence.
And the speed and focus provided by Copilot’s AI-powered account summaries and outreach recommendations allows Sharp’s GTM teams to amplify their ability to connect with customers and solve thorny business problems.
“Sales is still a human process,” Patterson says. “And AI helps us get to the important human interactions faster.”
How Sharp Turned Signals Into Strategy
Since implementing ZoomInfo, the Sharp Business Systems (SBS) team has expanded a significant number of accounts to add technology services, AV products, managed IT, and more.
“We’re seeing wins every day,” Patterson says. “Across our sales organization, we see that high performers are also heavy users of ZoomInfo.”
Sharp’s journey with Copilot proves what’s possible when data meets action — and when AI isn’t just adopted, but operationalized. As Patterson puts it, if you’re not incorporating AI tools into your daily sales operation, you’re already behind.
“Bottom line, is prospecting always fun? No,” she says. “But AI makes it fun by opening that door every single day.”
