Better Targeting, Higher Conversions: How Sago Health Rebuilt its GTM Engine

For over six decades, Sago Health — a division of Sago, a leader in healthcare research, technology, and consulting — relied on its reputation to fuel a predominantly inbound sales model. 

But as the company evolved through a series of acquisitions, expanding its offerings from single-solution services to enterprise-level packages, it became clear that the traditional sales approach was no longer sufficient.

“We realized we had a huge opportunity to better leverage data to upscale our sales team and really put revenue growth and potential in their hands,” says Ashley Wade, Executive Vice President of Sales at Sago Health.

That pivot to data-led growth began with ZoomInfo. 

ZoomInfo was a really effective way to help them start to ramp their outbound efforts and get the right metrics and reporting that we needed

Ashley Wade

Executive Vice President of Sales

Laying the Groundwork

Sago’s initial engagement focused on the fundamentals — namely, cleaning up its CRM. 

“Step one for us started with making sure that our data was accurate. And that really started with ZoomInfo,” Wade says.

Soon after, Sago launched a new outbound strategy. 

“We needed to put the right tools in the hands of our sellers, our new business developers, to help them prospect effectively,” Wade says. “ZoomInfo was a really effective way to help them start to ramp their outbound efforts and get the right metrics and reporting that we needed.”

ZoomInfo’s Chorus conversation intelligence solution came next, supporting a culture of sales coaching — part of a fundamental shift toward empowering individual reps to take greater ownership. 

“Chorus really helped us build sales coaching acumen, build out the right KPIs and metrics, build out the right coaching motion, to hold our individuals accountable and really set the expectation of what great selling looks like,” Wade says.

Building a New Foundation with ZoomInfo Copilot

AI was the next natural progression, and ZoomInfo Copilot proved to be a catalyst. Combining Sago’s modernized marketing motions with automated prospecting and sales workflows through Copilot proved to be a perfect fit.

“It’s really a game changer, having the two working hand-in-glove,” Wade says.

Since adopting Copilot, the new business team’s focus has shifted from quantity to quality.

“It’s about effective production,” Wade says. “We’ve seen a higher percentage of conversion of outreach to opportunity created, and opportunity created to opportunity won.”

With Copilot’s AI handling much of the heavy lifting, Sago’s sales teams can do more without increasing costs — especially when it comes to the time-consuming administrative tasks that occupy much of the average salesperson’s time. 

“Salespeople don’t have time in general,” Wade says. “But with Copilot, we don’t have to hire additional headcount or bring in a broader tech stack.”

Scaling with Confidence

Wade is now exploring expanded Copilot access across Sago, including the account management team for competitive intelligence and smarter deal execution. 

“I wish we had invested earlier on, because I think we might have been able to scale things a little bit faster,” Wade says.