How to Research Prospects Faster

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Scott: Hi, my name is Scott Hadscuano assumed spelling with Selling Pod TV. Today we have the pleasure of meeting with Chip Terry is vice president, general manager, sales intelligence with ZoomInfo. Welcome.

>> Chip Terry: Thank you for having me, I appreciate it.

>> Scott: Could you explain the unique selling proposition of ZoomInfo?

>> Chip Terry: Sure I mean ZoomInfo is really differentiated and very unique and it really helps sales people be better at their job. It helps them find companies to sell to and people to sell to at those companies cause ultimately people buy. Helps them qualify and don't underestimate the importance of qualification. Being able to talk to somebody who is likely to buy your product versus somebody who is not likely will save you a ton of time making more efficient and ultimately close more business.

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Scott: But also you want to find them fastly, you want to qualify them sooner and the right people so you can increase your sales and profits.

>> Chip Terry: Exactly.

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Scott: There are a lot of people in sales that chase garbage trucks instead of Brink trucks.

>> Chip Terry: It's a good way of putting it. Yes.

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Scott: How can you prevent that? How can you teach sales people, do your homework, find out what the true opportunity is before you actually go out there.

>> Chip Terry: Yeah there is only so much a tool can do. I'll start with that. But to use an example. We have a great client who use us, it's security software. Security software is awesome, it works really well, but it doesn't work with a couple of operating platforms and they have historically not found out what the operating platform is until they're you know 3 calls in and 2 demos in and then they all of a sudden realize, well I worked on this oh sorry we don't work and they back out. They just wasted not only their own time, probably a week or 2 of their own time, but they also wasted this prospects time and probably angered some people on the way. If you can know that information ahead of time and that's what they do. They go through and they say let's look you know whether it's speeches, whether it's trade magazine articles, whether it's customer testimonials, you can very quickly find out what operating platform your prospects are looking, using and you can decide is this worth calling or not?

>> Scott Hadscuano: So, let's look at the front then. Do you say that with ZoomInfo sales people can find information faster?

>> Chip Terry: Yes

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Scott: Give me an example.

>>Chip Terry: So we have an events company, they're lookin for sponsors, they've found 2 sponsors who do document management and they're great sponsors, they love it, they're right on target. Well, let's find 8 other document management companies. Cause guess what there are at least 8 others, probably 20 others and then let's find the VP of marketing in each of those companies and your first phone call says: By the way did you know your competitors are sponsoring this events you guys should be talking to us. Oh by the way I saw you used to work at this company. They're there as well.

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Scott: So you know the triggers, what triggers the sales and I, I was wondering how do you collect the data for this?

>> Chip Terry: This is the real difference for ZoomInfo, in fact I love it when our clients have no idea how we collect our data because they think we have 10,000 people in India typing in information every night. The reality is we don't have a single editor on staff. We do this all through computers and we have an unbelievable technology staff, who have licensed some of the technology out of the Israeli defense forces and what we do is we go out, we have 70 plus web callers, they're crawling web 24 hours, 7 days a week. Real difference is they're going after the business web. So we don't do entertainment sites, you can't find anything about Paris Hilton. We don't do sports; we don't tell you anything about the Olympics. But if you want to know the CIO at a fortune 500 company, we're the people. Or if you want to know that recently funded start up we're the people. Then what we do is we allow this information to be searched. We also on our free site, allow people to claim their own profiles. So we have 10,000 people a week who come in and say you know what I'm Mike Souza and you have some of my information but not all of my information and let me give you the rest of the information and so people are cleaning their own profiles all the time. So, it's a combination of technology and social computing that gives us the best data base in the world and we have a data base today of 42 million people. So,

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Scott: What is the geographic limitation?

>> Chip Terry: It's English language. So we actually do

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Scott: Australia, England, South Africa.

>> Chip Terry: Exactly, India. Honestly increasingly mainland European companies because they increasingly have English language websites.

>> Scott: So it sounds like you are not only aggregating the information but also you present it in a way that it becomes easier for the end user to find out what's relevant.

>> Chip Terry: Exactly.

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Scott: Well that you Chip. We're going to continue our conversation with Chip Terry tomorrow where he helps us understand how to align sales with marketing.

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==== Transcribed by Automatic Sync Techologies ====