ZoomInfo Publishes ‘The Modern Sales Playbook: 100 Pipeline Plays’
November 18 2021 - 9:00AM
Business Wire
Book Offers Strategies and Tactics to Help
Revenue Teams Everywhere Hit Their Number
ZoomInfo (NASDAQ: ZI), a global leader in modern go-to-market
software, data, and intelligence, today announced the publication
of “The Modern Sales Playbook: 100 Pipeline Plays,” a comprehensive
guide to every stage of the sales cycle, from lead generation
through customer retention written by ZoomInfo Founder and CEO
Henry Schuck.
ZoomInfo has compiled 100 of its most successful strategic
Pipeline Plays into more than 200 pages of research-backed insight.
The straightforward steps outlined in the book will help
business-to-business revenue teams — from startups to Fortune 500
companies — hit their number and grow their businesses.
Each Pipeline Play describes real-world scenarios, data-driven
triggers that put the play in motion, and recommended actions that
will drive results. These are the same plays that ZoomInfo has used
to achieve consistent revenue growth and efficiency in its
ascension from startup to publicly traded company.
“We know these plays work because we’ve perfected them
ourselves,” Schuck writes in the book’s introduction. “We’re
confident this guide will take sales teams to the next level and
help them reach their full potential.”
For example, the book delivers scenarios on building a sales
strategy, such as this play which outlines how to target an
executive who lands a role at a new organization:
Scenario Personnel changes create
great prospecting opportunities. For example, when a new executive
is hired, they typically look to make their mark in the first 90
days, including evaluating existing technology and services — and
buying new ones. Getting in front of these executives early gives
you the opportunity to influence their agenda and increase your
chances of winning the deal. Plus, a new job is a natural
conversation starter, since people are already fielding plenty of
congratulations from their extended networks.
Personnel moves also can reveal strategic
changes at a company. For example, knowing which companies are
hiring new executives in data science or corporate finance can tell
you a lot about where they’re headed in the near future.
Triggers Personnel news: Executive
move, hiring plans, lateral moves, layoffs, left company,
management moves, new hires, open positions, promotions.
Actions Initiate a personalized
nurture sequence that starts with an acknowledgment of the signal
type (“congratulations on the promotion or the new role!”).
The book examines the science behind building lasting
relationships with clients and crafting the perfect message.
Combined with accurate data and the right automation tools, these
go-to-market plays can help to drastically cut down on
time-consuming tasks — such as chasing that final signature to
close a deal — so teams can become more efficient and
effective.
“The Modern Sales Playbook: 100 Pipeline Plays” is available now
as a free digital download. Paperback copies and an Amazon Kindle
version will be available in early 2022.
About ZoomInfo ZoomInfo (NASDAQ: ZI) is a leader in
modern go-to-market software, data, and intelligence for more than
25,000 companies worldwide. The ZoomInfo platform empowers
business-to-business sales, marketing, and recruiting professionals
to hit their number by pairing best-in-class technology with
unrivaled data coverage, accuracy, and depth of company and contact
information. With integrations embedded into workflows and
technology stacks, including the leading CRM, Sales Engagement,
Marketing Automation, and Talent Management applications, ZoomInfo
drives more predictable, accelerated, and sustainable growth for
its customers. ZoomInfo emphasizes GDPR and CCPA compliance. In
addition to creating the industry’s first proactive notice program,
the company is a registered data broker with the states of
California and Vermont. Read about ZoomInfo’s commitment to
compliance, privacy, and security. For more information about our
leading go-to-market software, data, and intelligence, and how they
help sales, marketing, and recruiting professionals, please visit
www.zoominfo.com.
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version on businesswire.com: https://www.businesswire.com/news/home/20211118005235/en/
Korey O’Brien Manager, Communications 603-809-6308
pr@zoominfo.com
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