Artwork for podcast The Sales Consultant Podcast

What’s Working at ZoomInfo and How The Use of Data in GTM Strategies is Evolving with Zack Thompson #027

Episode 27 • 14th April 2023 • The Sales Consultant Podcast • Derrick Williams

Zack Thompson is the Director of Sales Development for Emerging Markets & Expansion and he has about 120 SDRs rolling into him.

In this conversation, Zack and I talk about how the Data Services space is evolving and how companies are using data in their Go-To-Market (GTM) strategies.

Zack also discusses the upcoming ZoomInfo ChatGPT integration and how it will benefit their customers by providing prioritization and allowing small organizations to operate like an Enterprise org.

Additionally, Zack offers career guidance and stresses the importance of building cross-functional relationships, being curious, & managing up and out.

Zack shares what their experience has been like transitioning the Sales Development team from remote to hybrid work. The conversation also touches on how they have their SDRs broken into product-specific focuses and how they track and measure productivity and efficiency metrics such as Pipeline per head and Revenue per head.

#salesconsultantpodcast #dataservices #technographics #firmographics #intentdata #chatgpt #careeradvice #gtm #salesdevelopment #specialization

Time Stamps:

[2:00] Zack talks about how the Data Services space is evolving and how companies are leveraging data differently in their GTM.

[7:15] We get into the ZoomInfo ChatGPT integration that hasn’t been released yet. Zack explains what this means for their customers. Prioritization is a big part of the value. Small orgs will be able to operate like an Enterprise org with Data Scientists and BI teams.

[13:10] Talks about what he attributes his progressive career and provides career guidance to people on a similar trajectory. He stresses the importance of building cross-functional relationships and being curious about their area of the business. Don’t overlook managing up and managing out.

[23:24] Zack shares how it’s going for them since transitioning their Sales Development team from remote to hybrid. It’s still a work in progress but he goes into detail on why it's important for SDR teams specifically to have office time.

[34:40] Zack walks us through how they have their SDRs broken into product-specific focuses. With 4 core categories of products, each SDR is assigned to one which creates an entirely new level of complexity in a GTM motion but also creates a lot of opportunities.

[45:20] Then he gets into how they think about tracking and measuring including productivity and efficiency metrics. Pipeline per head and Revenue per head are other KPIs they’re looking at.

Mentions:

PR from Zoominfo on their upcoming ChatGPT integration - https://ir.zoominfo.com/news-releases/news-release-details/zoominfo-will-integrate-gpt-its-go-market-platform