My Plays.

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

Personnel changes create great prospecting opportunities. When a new person is hired, they typically look to make their mark in the first 90 days, including evaluating existing technology and services — and buying new ones. 

Connecting with these new hires at the start of their new role gives you the chance to influence their agenda and increase the odds of winning a deal. Plus, a new job is a natural conversation starter because people will be fielding plenty of congratulations from their extended networks. 

Personnel moves can also reveal strategic changes. Knowing which companies are expanding hiring in data science or corporate finance can tell you a lot about the direction they’re headed in the near future.

Triggers

• Identify tracked contacts that recently moved companies (tracked by a specific user with a specific origin tag)

Actions

• Automatically source contact information at new company
• Send records to your CRM
• Assign to a Account Owner
• Enroll in Contact External Move Campaign

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