Setting up scoring models to target the best-fit, highest priority accounts is essential for optimizing outbound prospecting performance. Many scoring models rely on CRM data to seed and train the model to return an ideal customer profile—but that data is often inaccurate or incomplete.
With ZoomInfo’s RevOS platform, you can analyze account profiles for deals won and lost, customer attributes, firmographics, technologies, and other relevant data points to create ideal customer profiles. You can further prioritize your ICPs with buyer intent and other actionable insights.
Triggers
Meeting with contact of multiple contacts completed but no existing Opp
Actions
Source expanded set of contacts which meet your persona definition
Send records to your CRM
Assign to a Account Owner
Enroll in Completed Meeting, No Opp campaign
Tip:
Target Manager+ with high frequency when they reach an 80+ intent signal score to capitalize on spiking intent at the right moment.
Company:
Persona:
Director of Marketing Management
Subject: Internal email – Marketing intelligence solutions for SaaS customer support
Hi Dawn,
I hope this email finds you well. I noticed that ServiceNow, like many other SaaS customer support companies, has been exploring ways to enhance your marketing intelligence capabilities. At ZoomInfo, we understand the challenges of accurate segmentation and reaching high-intent buyers via digital advertising. Our solutions can help you overcome these challenges and drive more pipeline and revenue.
Have you considered incorporating marketing intelligence solutions into your strategy? I would love to hear your thoughts and learn more about your current challenges.
Best,
Melissa
Related Plays
Tech Install Targeting
Knowing what tech your product plays well with can expand your market. Identify which of your technologies complement the products or tools of other companies. Then run outbound campaigns to potential customers with messaging about using your product with that complementary technology.
You can automatically discover ZoomInfo contacts at these companies that fit the buying committee for those technologies. Create a play specific to each complementary technology and pair it with specific outbound messaging.
Triggers
Identify signals for specific technologies added at a company within your ICP
Actions
Filter companies to reduce the records to meet specific criteria
Source expanded set of contacts which meet your persona definition mapped to each technology category
Send records to your CRM
Assign to a Account Owner
Enroll in Tech Install Campaign
View Play
Intent Signal Targeting
Firmographics and technographics help identify which companies are your potential customers. Intent data lets you know which companies are actively searching for a solution like yours.
Intent data casts a broad net across the internet to gather top-of-funnel signals about the issues, solutions, technologies, and vendors that potential buyers research before buying. This early visibility on developing opportunities gives your sales teams a head start on the competition.
Select intent topics related to your business and monitor when a specific account, or set of accounts, conducts high-level, potential-purchase research. When relevant prospects show buying intent, you can target them with messaging tailored to their specific search, buyer persona, industry needs, etc.
You may want to implement this play multiple times and pair specific messaging with each group of intent topics.
Triggers
Identify companies within your ICP surging on specific intent topics or researching content on the web
Actions
Filter companies to reduce the records to meet specific criteria mapped to each intent topic
Source expanded set of contacts which meet your persona definition mapped to each intent topic
Send records to your CRM
Assign to a Account Owner
Enroll in Intent Signal Campaign
View Play
General News Signal
Company news can predict an organization’s readiness to purchase. When significant company news happens — such as the opening of a new facility, the relocation an office, or company-wide layoffs — your sales and marketing teams should move quickly and reach out to new buying groups.
However, it’s difficult and time-consuming to track company news. With ZoomInfo’s Scoops function, automated triggers and actions can keep track of company news. Instead of manually adding contacts to campaigns and lists, you’ll be able to stay focused on fostering customer relationships, prospecting sales, and closing deals.
Triggers
Identify news signals within specific category types for your ICP
Actions
Filter companies to meet specific criteria based on news category
Source expanded set of contacts which meet your persona definition mapped to each news category
Send records to your CRM
Assign to a Account Owner
Enroll in General News Campaign
View Play