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Buying group expansion based on conversation insights

Scenario

It takes multiple people to make a purchase decision. Salespeople aren’t just in the business of selling; they need to build out the right buying group at an opportunity. This play helps to expand that buying group. By using a combination of conversation intelligence and contact data through Chorus and ZoomInfo, you can identify people that are mentioned or participate in sales calls. Then run a workflow that queries a person’s name at the company in the ZoomInfo database, returns a complete contact profile, creates it in the CRM, and adds it to the opportunity.

Triggers 

  • First trigger: A meeting participant is added by someone on the prospect or customer’s side. 
  • Second trigger: A prospect mentions another contact involved in the decision making process at the company on a call

Actions

  • Using Chorus and ZoomInfo together, run a workflow that queries the person’s name at the company in the ZoomInfo database, returns a complete contact profile, creates it in the CRM, and adds it to the opportunity.