How to Increase Adoption of Your CRM by Your Go-To-Market Teams | In Your Corner Ep. 8

Henry Schuck, Founder and CEO at ZoomInfo, shares game-changing insights for a common problem faced by sales leaders and CEOs — how to increase CRM system adoption among go-to-market teams. With years of industry experience, Shuck has found that the key to success lies in making sure your CRM is not just a system of record, but a system of insight.

1. How can ZoomInfo's functionality be used in a Salesforce CRM?
ZoomInfo can be embedded directly inside the Salesforce CRM. Users have access to ZoomInfo features without leaving Salesforce, such as intent topics, employee growth rate, similar companies, and technologies being added or dropped. They can also view account org charts and identify which records are already in the CRM system.

2. How does ZoomInfo help you prospect and manage contacts and leads in Salesforce?
ZoomInfo provides detailed prospect profiles directly in Salesforce for prospecting and managing contacts and leads. You can see employment and education history, phone numbers, and email addresses. You can also add these individuals as contacts or leads with one click and ZoomInfo will automatically dedupe your accounts, preventing clutter and confusion.

3. How can you access the ZoomInfo platform directly from a CRM system?
The ZoomInfo platform can be directly accessed through a ZoomInfo tab embedded in the CRM interface. This tab allows users to access ZoomInfo features and data without leaving the CRM.

4. How do you add a contact to a campaign in Salesforce with ZoomInfo?
You can add a specific contact to a campaign in Salesforce using ZoomInfo by selecting the individual's profile and clicking Export. This gives you the option to add the contact to a specific campaign in Salesforce.

5. What are the benefits of embedding ZoomInfo functionality in your Salesforce CRM?
The benefits include:
-Increased CRM system adoption by your go-to-market teams.
-Accurate, up-to-date data.
-Improved data quality through automatic deduplication and merges.
-Insights delivered every day through the CRM.
-Information on intent topics, employee growth rate, similar companies, and technologies being added or dropped.
-The ability to see all relevant account information without leaving Salesforce.
-The ability to see company org charts and add contacts and leads directly in your CRM system.