Since launching ZoomInfo Copilot six months ago, we’ve seen the many ways it’s helped our customers win faster. We’ve witnessed sellers become their best, most efficient selves — and seen marketers fully realize their TAM and identify messaging that really drives leads.

And Copilot as a product has achieved some remarkable milestones too, like achieving $100+ million in annual contract value (ACV).

In Q4, we released enhancements to Copilot, our GTM Intelligence platform, that further empower enterprise GTM teams to engage prospects and customers with greater precision, speed, and intelligence. We believe these innovations will continue to revolutionize how teams identify opportunities, engage prospects, and close deals.

Here’s a closer look at our recent product innovations for GTM teams.

Real-Time Data and Signals Updates:
Turning Insights into Action

Timing is everything when it comes to sales. Without timely outreach, your perfected pitch falls flat. So how do you make sure you’re there when your prospects need you, but before your competitors swoop in? 

Real-time signals are the secret sauce. They give your team the instant insights and exact messaging it needs to effectively engage prospects and customers. Here are several examples of real-time signals that ZoomInfo now tracks for our customers. 

WebSight Buyer ID

Anonymous web visitors have eluded GTM teams for decades. Around 98% of them remain anonymous throughout the buying journey, with only about 2% providing contact information via a website form-fill. 

But with our new WebSight Buyer ID capability, enterprise marketers and sellers can know exactly who’s interested in their solutions — even if they’re anonymously visiting a website.

Leveraging our industry-leading contact data and GTM AI, ZoomInfo’s WebSight Buyer ID examines anonymous visitors and identifies the ones who are high-value contacts within your buying group. It then alerts sellers in real time, enabling them to reach out to those prospects at the right time with tailored messaging based on their specific interests.

The WebSight Buyer ID uses cookies generated by a ZoomInfo script embedded on your website. Using our peerless identity graph, this information is then mapped to individuals using ZoomInfo’s market-leading contact data.  It returns the visitor’s identity and corresponding ZoomInfo contact data from our platform to the customer via a real-time Slack or email. 

Armed with this knowledge, enterprise sellers can craft timely, personalized outreach, transforming passive website traffic into active leads that drive real pipeline growth — all while maintaining compliance with U.S. privacy laws.

Guided Intent

Instead of guessing which Intent topics you should track, our new Guided Intent feature analyzes the closed/won deals in your CRM and recommends topics that actually worked.

When you’re managing dozens (or even hundreds) of campaigns at the same time — for years on end — it’s practically impossible to know which buyer intent signals actually lead to conversions at that kind of scale. Guided Intent solves for that. This feature leverages our GTM AI and first-party CRM data to uncover the trending topics researched by accounts that have converted in the past. 

Using this crucial historical data (previously unavailable to customers), these insights empower enterprise marketing teams to fine-tune their current campaigns, create hyper-targeted audiences, and focus their efforts on the most promising opportunities. Guided Intent ensures every outreach is backed by data, making it more impactful and cost-effective for your marketing team.

Account Reached Signal

Sales and marketing alignment has always been hard to achieve and maintain. In fact, only 16% of B2B companies reach sales and marketing alignment. 

ZoomInfo’s Account Reached Signal helps you get there. It highlights accounts that are actively interacting with your brand, through actions like marketing campaign engagement or ad clicks,  so sales teams know which companies to focus on. By coordinating efforts and delivering consistent messaging to these warm prospects, sales and marketing can work together to accelerate deal cycles and drive better outcomes.

Senior Job Posting Signals

Leadership changes at target accounts can signal new opportunities for engagement — and ways to step ahead of the competition. Our Senior Job Posting Signal delivers real-time notifications when senior-level positions open up or are filled at key accounts. This enables your team to be the first to reach out. 

This feature also gives you the chance to align messaging with the priorities of new decision-makers or leverage leadership gaps to initiate conversations. With this signal, you’ll ensure you’re the first to engage, ultimately accelerating sales cycles and boosting win rates.

Person-Based News Signals

Every enterprise marketer and seller knows the importance of personalization, and this signal can take it to the next level. Your team is notified when news breaks about key decision-makers within your target accounts so your messages are relevant, specific, and well-timed. 

Now you can craft outreach that builds meaningful connections or re-engages existing prospects with precision and tact.

Campaign Conversion Tracking

Using data-backed performance metrics is the most effective way to optimize campaigns. With Campaign Conversion Tracking, ZoomInfo users can now analyze which campaigns generate the best results so they can refine their strategies accordingly. 

By focusing on what works, teams can boost ROI, close deals faster, and consistently improve their marketing efforts without wasting precious time or money on areas that prove fruitless.

GTM AI Advancements for Better Conversion Rates: Smarter Tools for Smarter Selling

Artificial intelligence continues to transform the sales process. According to Salesforce’s State of Sales report, 81% of sales teams are either experimenting with or have fully implemented AI.

While adoption is mainstream, not all products are created equal. ZoomInfo’s latest GTM AI-powered features and powerful integrations ensure that sales teams don’t have to work harder to work smarter.

AI-Generated Talking Points

Preparing for a sales call will always be necessary, but removing manual research from the workload can save sellers valuable time. AI-Generated Talking Points within ZoomInfo Copilot Dialer do just that. 

This feature delivers three concise insights about each prospect for callers, drawn from ZoomInfo’s rich database and buying signals. These talking points highlight key business needs, pain points, and opportunities, so your sellers can approach every conversation with confidence. By spending less time preparing and more time engaging, sales teams can focus on what they do best: building relationships and closing deals.

Automated Follow-Up Emails

Follow-up emails are important … but they’re also one of the most repetitive tasks on a seller’s to-do list. With ZoomInfo’s automated follow-up feature, sellers can create personalized email sequences triggered by buyer behavior and intent signals. This means that every prospect still receives timely, relevant communication without the need for monotonous manual effort from your sellers.

AI Scorecard for Chorus

For best practices to stick, sales coaching is key, but it can be time-intensive and inconsistent, especially for small, resource-strapped teams. The AI Scorecard for Chorus addresses this by providing managers with GTM AI-generated feedback on sales calls. This feedback is tailored to key selling skills and product messaging and built out in sections to help managers reinforce training initiatives and guide their teams toward success. 

The result: More productive coaching sessions, better skill development, and every seller becoming your best seller.

Customization of Account AI

We know the importance of customization for your prospects, but what about for your sellers? 

No two sales teams are alike, and with Account AI, admins can refine account summaries to align with the specific methodologies used at your company. This personalization means your sellers won’t have to dig through heaps of irrelevant details. Instead, they get more accurate forecasting and strategic decision-making. By reducing information overload and delivering insights that matter, this feature ensures that every seller is equipped to engage with the right buyers at the right time.

Additional Powerful Integrations

We’re also launching several new powerful integrations with tools like Microsoft Dynamics and Salesloft to ensure that teams have the full picture for every conversation. 

These integrations bring critical insights from your CRM into your existing workflows, streamlining processes and improving efficiency. Additionally, our partnership with TechnologyAdvice allows users to identify and target accounts actively researching solutions, ensuring sellers reach out exactly when they should.

At ZoomInfo, we’re constantly striving to provide tools that empower sales and marketing teams to work smarter, engage prospects with precision, and close deals faster. These latest updates are a testament to our commitment to helping businesses grow through intelligent innovation and enabling success at every stage of the GTM journey. 

See these new features in action by scheduling a demo here.