How to Use ZoomInfo for Prospecting: The Marketer’s Blueprint

Sourcing and connecting with high-quality prospects is one of the toughest parts of selling. However, as the market-leading B2B database, ZoomInfo enables sales and marketing teams to shortcut this prospecting research. You can find key stakeholders’ direct contact information using advanced filtering options.

You can use ZoomInfo for prospecting by using its extensive B2B contact database, advanced search and filtering, automated sales tools, and insights on buyer intent. It enables efficient identification and engagement with potential customers, improving lead generation and sales processes.

We’ll provide a breakdown of how to use ZoomInfo for prospecting. Also, we’ll explain how Swordfish AI can improve your strategy for finding new clients. 

Let’s begin.

What is ZoomInfo?

ZoomInfo is an all-in-one sales intelligence platform that redefines how businesses find, acquire, and grow their customer base. In 2007, ZoomInfo began with a goal to unlock the growth potential of professionals and businesses. 

DiscoverOrg acquired ZoomInfo in 2019, bringing accurate contact, firmographic, technographic, and intent data to the market. Now, ZoomInfo makes finding potential customers easier by offering a comprehensive database of contact with valuable insights. 

Plus, ZoomInfo provides detailed industry news, technology, and demographic information on a wide range of professionals and companies. Getting market predictions, identifying ideal buyers, and responding quickly to opportunities are all made easier with this information.

Its FuZIon system ensures that data is reliable, useful, and meets privacy rules. This process turns massive raw data into organized, trustworthy information. As a result, market entry teams can plan, analyze leads, and uncover new opportunities.

Integrating ZoomInfo into your business plans is easy. The tool works well with many systems, giving marketing and sales representatives the most recent data. A company’s search for new customers can be significantly improved with ZoomInfo’s high-quality, secure, and practical information.

Features of ZoomInfo

ZoomInfo offers powerful tools that B2B sales leaders often use to help teams in sales, marketing, operations, and talent acquisition. Here’s a closer look at what makes ZoomInfo a preferred choice for business intelligence and lead generation.

B2B Contact Database

ZoomInfo offers a huge database with profiles of over 321 million business contacts and companies. You can easily find and connect with potential leads, making your LinkedIn lead generation efforts more effective and less time-consuming.

Search and Filtering

You can quickly find the right prospects by filtering them based on industry, company size, location, and job role. This feature makes sure your sales outreach and marketing campaign is focused and productive.

Automated Sales Tools

With SalesOS, ZoomInfo provides tools to help you organize executive contacts, direct leads to the right sales team members, and manage the sales process smoothly. These tools make it easier to guide prospects through the customer journey funnel.

Comprehensive ABM Solutions

MarketingOS is ZoomInfo’s solution for account-based marketing, using B2B intelligence to turn leads into sales more efficiently. It includes features like targeted advertising and web form enhancements to improve lead generation and engagement.

Data Cleaning and Enrichment

OperationsOS helps clean, deduplicate, and enrich your data, ensuring you have reliable and useful information for decision-making. This is key for targeted marketing and sales efforts.

Efficient Talent Acquisition

TalentOS expands ZoomInfo’s offerings to include tools for finding candidates with common characteristics and integrating with popular applicant tracking systems. As a result, you can complete hiring much more efficiently and quickly.

Insights on Buyer Intent

ZoomInfo can show you which prospects are most likely to buy based on their online behavior. Through these contact insights, you can target your sales outreach and marketing efforts based on ZoomInfo intent data.

Integration with Other Platforms

ZoomInfo works well with various CRM and marketing automation tools like — 

Integration Type	Tools
CRM (Customer Relationship Management)	Salesforce, Zoho, HubSpot, Microsoft Dynamics 365, People.ai
Marketing Automation	Marketo, Eloqua, Pardot

By doing so, ZoomInfo makes it easy to automate workflows and keep data consistent across platforms. 

How to Use ZoomInfo for Prospecting

ZoomInfo can revolutionize the way you find and connect with potential customers. It helps you identify the right and current contacts at the right companies. 

So, let’s explore how to make the most of ZoomInfo for your sales prospecting.

Find Your Perfect Customer

Define who your ideal customer is. Ask yourself: Who are they? What problems do they face every day? Knowing your ideal customer profile (ICP) is key. It directs you to prospects who will most likely need your product or service. 

ZoomInfo provides detailed insights into the industries, company sizes, and technologies your potential customers use. It helps you focus on leads that match what you’re looking for.

Dive Deeper with Detailed Data

Once you know who your ideal customer is, get more information. ZoomInfo gives you access to a wide range of data about potential clients. It includes details about a company’s structure, technology, financial health, and how to contact key decision-makers. 

This information gives you a deep understanding of a prospect’s purchase ability and makes reaching out to the right person easier.

Use Intent Data to Reach Out at the Right Time

Timing is everything in sales. And intent data providers like ZoomInfo show you which companies are currently looking into products or services like yours. 

It allows you to customize your approach to catch prospects when they’re most open to hearing from you. Therefore, you can save your precious time while greatly improving your chances of engaging them.

Keep Up with Market Changes

The market and your prospects’ needs are always changing. ZoomInfo can help you stay informed about these changes. By monitoring industry trends and your target accounts’ challenges, you can customize your offerings to meet their current needs. 

This approach shows you’re in tune with the market predictions and positions you as a trusted advisor. Using ZoomInfo for prospecting is more than just finding leads. 

How to Use ZoomInfo Intent

Using ZoomInfo intent topics list is a powerful way to spot and connect with potential customers who are already interested in what you offer. Here’s a straightforward guide to making the most of this tool for your sales efforts.

1. Sign In to ZoomInfo

Begin by logging into your ZoomInfo account. You’ll arrive at the main dashboard, your starting point for everything.

2. Go to the Intent Tab

Search for the “Intent” section on your dashboard. This area reveals businesses currently interested in your area of expertise.

3. Watch the Intent Stream

You’ll see a live list of companies looking into topics that match your services. While it’s great to have this info, it’s not practical to watch it all day.

4. Set Up a Workflow

Instead of watching the stream, use ZoomInfo’s workflow feature. It lets you automate the tracking of companies showing a spike in interest.

5. Choose Your Actions

Think about what you want to do when a company shows interest. You might tag them, find the right people to talk to, and set up what happens next, all automatically.

6. Pick the Right Companies

You don’t need to reach out to every interested company. Focus on those that perfectly match your ideal customer profile, using ZoomInfo’s filters to find them.

7. Send to Your CRM

When you find a company that looks promising, send their information over to Salesforce or any of your CRM. You can add them in the way that fits your process best, whether as a lead, contact, or part of an account.

8. Engage with the Lead

The last step is to get in touch. Move the lead to your sales automation tool, like ZoomInfo Engage, and start them on a sales sequence. It gets them into your sales process right away.

Benefits of Using ZoomInfo

Upon reviewing ZoomInfo, we see that it’s a full suite designed to improve your business in sales, marketing, and hiring. Let’s explore how it can make a difference for you —

Wide-Ranging Data

ZoomInfo’s advanced search gives you access to an extensive pool of over 321 million professional contacts at 104 million companies. This isn’t just about having a lot of data; it’s about having the right data. 

You can easily find key decision-makers and companies that fit your target market using ZoomInfo’s up-to-date information.

Better Lead Generation

With ZoomInfo’s buying intent signals, you get a clear picture of what potential customers are looking for. It allows you to reach out to them with solutions that match their needs. It’s a strategic way to connect, far from the hit-or-miss approach of cold calling. 

This buying signal improves your chances of turning leads into customers.

Smoother Sales Process

ZoomInfo SalesOS transforms the sales journey by automating tasks, offering insights into sales calls, and managing workflows efficiently. 

This setup lets your sales team focus more on selling and less on admin work. Insights from conversations help you understand what’s working, allowing for constant improvement.

Informed Marketing

ZoomInfo MarketingOS lights the way for your marketing strategy with deep insights into what your potential buyers are interested in. You can customize your messages and target your ads more precisely.

As a result, your marketing will not only reach the right audience but also resonate with them.

Efficient Operations

ZoomInfo OperationsOS ensures your team works with accurate B2B contact data, which is crucial for targeted marketing and sales strategies. It also makes sure leads are quickly passed to the right team member, making your operations smoother and more effective.

Effective Recruitment

ZoomInfo TalentOS is a powerful ally for recruiters, offering deep insights into potential candidates. It makes the daunting task of finding and engaging the right talent much easier, helping you fill positions with the best fit for your organization.

ZoomInfo Pricing: How Much Does ZoomInfo Cost?

Now, ZoomInfo’s pricing might seem a bit mysterious because it doesn’t list the prices publicly.

However, we’ve found that its Professional plan costs $8,000 a year, which is a good fit if you’re just starting and need the basics. For those of you looking for more detailed insights, the Advanced plan costs $12,000 a year. 

And for the most in-depth information, including tech details and budget insights, the Elite plan at $40,000 a year is the best choice.

Free Trial

ZoomInfo offers a 14-day trial, misleadingly called “ZoomInfo Lite.” It’s not exactly free; you exchange your business contacts for up to 10 leads. This deal might not suit everyone, especially if you sign up close to the weekend, as it includes weekends in the trial period.

What Users Say About ZoomInfo

• G2: 4.4 out of 5 (7,900 reviews)

• Capterra: 4.1 out of 5 (280)

“What do you like best about ZoomInfo?

As I use it to find correct data for prospecting or simply enriching existing contacts -helps understand the organization’s hierarchy and look up targeted contacts in targeted roles. Love the buyer intent tool, that shows if any companies are researching your software, and allows focusing on targeted outreach.”

– Brigita B.

What do you dislike about ZoomInfo?

I don’t like how there is a limit to how many leads you can export to your CRM (1000 to Salesforce for the year), but with some smart tactics you can stretch that number.” – Charlie B.

Swordfish AI: An Alternative to ZoomInfo Worth Trying for Prospecting

Swordfish AI stands out as a great option for those seeking alternatives to ZoomInfo, especially for users focused on connecting with key decision-makers directly. 

Unlike ZoomInfo, which offers a broad range of B2B contacts — specifically emails, Swordfish AI zeroes in on providing direct cell phone and premium email data, addressing a need not fully met by ZoomInfo.

Our platform is particularly valued for its highly accurate cell phone numbers, a crucial tool for recruitment and sales professionals who want to get past gatekeepers. With access to over 3.5 billion data points, including detailed cell phone data, you have the most up-to-date and essential contact information.

What makes Swordfish AI unique is the exclusive partnerships with cell phone data providers and carriers.  The partnerships ensure that the contact info provided is checked for accuracy in real-time, including whether the phone lines are active. 

If you’re looking to schedule more meetings and enhance your outreach efforts, Swordfish AI’s dedication to maintaining up-to-date and precise data is key. This focus on quality and accuracy makes Swordfish AI a worthy consideration for anyone looking to improve their prospecting workflow.

Features of Swordfish AI

Various powerful features make Swordfish AI a strong prospecting tool, potentially offering more targeted solutions in some areas compared to ZoomInfo. Here’s how its features can benefit you directly —

• Chrome Extension

Swordfish AI’s Chrome Extension gets contact details from any professional profile or website you visit with just one click. It lets you get in touch with potential leads without leaving your browser. This direct access can be a game-changer for quickly building your contact list.

• Reverse Search

Ever found yourself with just a piece of contact information and needed more? Swordfish AI’s Reverse Search lets you input what you have, like contact names, email addresses, or phone numbers, to pull up a full contact profile. This feature is perfect for filling in the gaps in your contact list, giving you all the information you need.

• Prospector

If you’re looking to quickly build a list of leads that fit your exact criteria, the Prospector tool is your best friend. It lets you filter potential contacts with precision, saving you hours of manual searching. This means you can focus more on reaching out and less on looking up.

• File Upload

Keeping your CRM updated can be a tedious task, especially when contact details are missing. With Swordfish AI’s File Upload, you can easily update your database by uploading a file and letting the tool fill in the missing information. It keeps your collection of contact lists complete and ready for action.

• Bombora Intent

Knowing which companies are already looking for solutions like yours can give you a significant advantage. Swordfish AI integrates Bombora Intent data to highlight these companies, allowing you to prioritize your outreach to leads that are more likely to convert.

• API Integration

For those who use CRM, sales, or marketing platforms, Swordfish AI’s API integration means you can automatically enrich your  comprehensive contact database within your existing tools. This smooth integration enhances your workflow, making your prospecting efforts more efficient.

Pricing

Swordfish AI has designed various pricing options to suit different needs, including sales, recruitment, marketing, and API services. Pick a package that meets your objectives, from growing your outreach activities and recruiting more effectively to enhancing your marketing impact. 

Every plan comes with reliable emails, direct and mobile contacts, along with regular updates on job positions and company information. To get detailed pricing and discover which plan works best for you, just reach out for more information.

ZoomInfo vs Swordfish AI: A Quick Comparison

Swordfish AI and ZoomInfo are two leading platforms that provide unique benefits for those looking for potential clients or candidates. Here’s a straightforward comparison that shows how each service supports your prospecting needs with its specific features.

Features	ZoomInfo	Swordfish AI
Database Size	321 million professionals in 104 million companies	Swordfish AI provides access to over 3.5 billion data profiles.
Data Accuracy	ZoomInfo ensures the reliability of its data through frequent updates.	Swordfish AI guarantees the precision of its data with checks on phone line connectivity in real-time.
Prospecting Tools	ZoomInfo offers tools like detailed contact search options, scoring leads, and insights into the market to help target prospects effectively.	Swordfish AI’s Chrome Extension makes it easy to find contact details on platforms like LinkedIn, Twitter, Facebook, etc.
Intended Users	Aimed at sales, marketing, and recruitment professionals in search of comprehensive B2B contact data.	Designed for sales and recruitment professionals who need immediate access to phone numbers and emails.
Validation Process	ZoomInfo independently manages and updates its database to keep data accurate.	Swordfish AI collaborates with over 200 cell phone carriers to validate data.
Integration	Salesforce, Zoho, HubSpot, Microsoft Dynamics 365, etc.	Salesloft, Salesforce, LOXO, Outreach, Zapier, Lever, etc.

Try Swordfish Ai

Conclusion

That’s all from us, an easy-to-follow guide on how to use ZoomInfo for prospecting. It shines a light on ZoomInfo’s powerful tools, including a large database of B2B contacts, advanced search options, and sales automation tools.

We walked you through how to make the most of ZoomInfo and its data on the ideal buyer’s interest. This way, you can reach out to potential clients just when they’re most likely to be interested, making your sales pipeline more effective. 

Moreover, Swordfish AI stands out with its Chrome extension, the ability to search in reverse, and integration with Bombora Intent data. If you’re looking to make your search for new clients more efficient, we suggest you take a look at Swordfish AI.

FAQs

How do ZoomInfo credits work?

ZoomInfo uses credits for exports, including company and contact information. Each export uses one credit. If you’re adding new accounts not already in your CRM, it costs double credits, potentially doubling your usage. It could result in unexpected expenses if you need to purchase additional credits.

Is ZoomInfo Worth it?

ZoomInfo is worth it for large enterprises seeking advanced sales and marketing tools, but its high cost may not justify the investment for small businesses. Affordable alternatives like Swordfish AI offer comparable features.

Are ZoomInfo’s data reliable?

ZoomInfo is known for its quality contacts, but users sometimes find outdated information, like contacts for former employees. Despite efforts to update its database regularly, ZoomInfo isn’t immune to inaccuracies, leading to occasional invalid contact details.