Ask any sales rep, and they’ll tell you too much of their time is spent on non-selling activities like manual data entry, looking up prospects in siloed systems, and pushing data around spreadsheets. You need a simple, scalable way to communicate with ideal buyers—minus the inefficiencies that often come with sales outreach.
That’s why ZoomInfo created Engage, a sales engagement platform designed for smarter and more efficient prospecting and selling.
The solution helps sales teams automate sales and marketing communications, and it bundles contact data, real-time alerts, contact capture, task management, and more. In fact, our sales team uses Engage as their modern selling command center to:
- Scale up sales activities
- Connect with more prospects
- Measure outreach engagement
- Track overall sales productivity
- Establish customer relationships beyond the initial deal
So what does that look like? And how can you ensure your team is gaining the same advantages?
We sat down with a few of our sales representatives to check out exactly what they love about Engage and how its features make prospecting easier, more efficient, and targeted.
Let’s dive right in.
1. Seamless Communication
Sales reps can definitely multitask, but when it comes to communicating with hundreds of prospects, manual outreach can take its toll. In fact, HubSpot research shows salespeople spend just one-third of their day actually talking to prospects.
The other two-thirds of their day?
- 21% writing emails.
- 17% entering data.
- 17% prospecting and researching leads.
- 12% going to internal meetings.
- 12% scheduling calls.
You know the drill all too well: Log on to your computer, check your daily tasks, responding to prospect replies—and you find yourself wishing there were more hours in the day. For our sales team, the immediate benefit of Engage is they can move seamlessly between different communication channels such as their email inbox and CRM, empowering them to respond to their prospect pool within seconds.
With Engage, you’re just one click away from knocking out dozens of calls at a time with its auto-dialer feature where you can set the interval between calls to catch your breath.
Your sales reps can quickly build their own dialing lists, or you can assign them at the manager level. Save time in your workflow by leaving pre-recorded voicemails, and—with the help of dialer analytics—you can prioritize accounts that are most likely to answer.
This enables our sales reps to listen, respond, and deliver exactly what prospects need as they move through their buying journey. Plus, users and managers can create email templates in Engage and gain deeper insights into which messaging is most effective.
2. Competitive Integrations
While more than 80 percent of sales reps believe it is important to have a connected view of data across the entire customer journey, only about half of businesses have fully integrated systems.
Engage seamlessly integrates with your existing sales workflow, meaning you never have to leave the platform. You can send emails, make calls, and track call activity right from Engage. That data then automatically feeds into your CRM and so you have the most accurate view of prospects and customers.
“What sets Engage apart from other sales engagement platforms is the ability to have my prospects contact data combined with ZoomInfo’s greatest features all in one hub,” says Trevor Morris, strategic sales development representative at ZoomInfo.
Engage allows you to do more with half the effort, making you more productive and responsive.
With its Salesforce integration, you can:
- Record prospecting activity and notes from Engage
- Transfer that data directly to Salesforce and build triggers that take action on Salesforce-specific conditions
- Assign and sync call and email tasks between Salesforce and Engage
- Ensure that contacts in Engage reflect the same data as their Salesforce record
“Add an integration with Salesforce and you have a powerhouse of a tool all in a single tech stack,” says Morris.
3. Instant Access to Key Sales Intelligence
And then there’s the availability of ZoomInfo’s real-time contact data and prospect insights to drive better, more meaningful conversations.
For example, say we’re cold calling Prospect A, Liz. When I make the call, I have instant access to what’s new with Liz’s company, who her boss is, and what her team structure looks like. This gives context to our sales reps.
By learning what unique attributes or technologies her company is currently using, you increase the chances of converting that call to a meeting.
“With access to ZoomInfo data and insights for the contacts on my call lists, I’m able to quickly understand the contact’s organizational structure, what’s new at their company, and what complementary or competitive solutions I can provide,” explains Ronak Amin, manager of product marketing at ZoomInfo.
“ This all happens without having to dig through different systems or needing to stop my autodialer.”
4. Real-Time View of Prospect Engagement
Fact: When you get to the client faster, you’re more likely to secure the sale.
“Our research and data show that from the moment of form fill, interest and engagement deteriorates with every minute that goes by,” says Scott Sutton, vice president of sales operations at ZoomInfo. “It’s a steep decline, so the faster you can get back to a prospect from the moment they show interest, the more likely you are to get the demo and the deal.”
That’s why Engage equips sales teams with a live feed of prospect activity right within the platform, and users can even opt in to receive notifications when prospects engage with sales emails or content.
In fact, it can even offer you up-to-the-second information that empowers you to interact with your customers when they are actively thinking about your solution. Say your prospect opens your email or clicks on an attachment you shared—you’ll know.
There are a few places where users can access this information:
- The live feed section
- Instant notifications within your app as these activities happen
- Email alerts that you can set up manually to suit your preference
From there, you can dig deeper and see engagement data from all your correspondence and calls. This information is located in the engagement tab, and the data ranges from when you last called all the way down to how many times your prospect opened your email. Want it in Salesforce? It’s in there too.
Not only do you have a full view of contacts you’re engaging with, but you can also add and replace unresponsive or unsubscribed contacts with ease using ZoomInfo’s best-in-class data.
5. Managing Sales Workflows
The great thing with Engage is that you can take these key functionalities and turn them into real results: know which campaigns work, find out the best times to call, and view your team’s activity level. With real-time analytics and reporting, you can measure the effectiveness of each touchpoint and see the overall and individual effectiveness of your team.
“As a sales manager, I can build salesflows for the entire team and edit them in one simple interface,” explains Morgan Anderson, platinum sales development representative manager at ZoomInfo.
“It’s really helpful to be able to clone these sales workflows, and it saves me lots of time and empowers my salespeople to do what they do best: sell.”
Managers can also reap the benefits of powerful analytics and reporting. The platform gives sales leaders the ability to:
- See which reps are performing better than others (conversations had, calls made, emails sent, etc.)
- Understand which salesflows and email templates are performing best
- Pinpoint what period of the day the most calls are being made and answered
Are You Ready to Win More Business?
With Engage, you’re able to scale and automate your sales outreach for smarter and efficient prospecting, saving you time—and frustration on manual data entry in siloed systems. Get the sales command center you need with real-time contact data and engagement analytics right at your fingertips. So, what are you waiting for?
Check out Engage today!