ZoomInfo is sales intelligence software that provides a database of business and professional contact information.
Once you receive your login and enter the Zoominfo platform you will need to download the Zoominfo ReachOut Chrome extension. You can also find the link by navigating down to the bottom right of your homepage.
It is recommended to add Zoominfo to your tabs in SFDC.
To do so click the :heavy_plus_sign:>Click Customize My Tabs> Scroll down to find Zoominfo>Highlight it>Hit the right arrow button :arrow_right:>Hit the Save button.
Your direct login allows for direct export into SFDC. However you can also access it directly from the lead, contact, account record within SFDC, or from the tab view as shown above. Lastly, the chrome extension allows for additional functionality while browsing LinkedIn or company websites.
To access Zoominfo University:
I'm brand new to DiscoverOrg or Zoominfo! Start here:
| Title | Duration | Summary |
|---|---|---|
| Introduction to Zoominfo (condensed version) | 7:01 | A general overview covering core concepts, profile info, building a search, saving and subscribing, and tagging. |
| Best Practices with Zoominfo Advanced Features (condensed version) | 5:55 | Using scoops and more advanced features. We do not currently have Intent, so you can skip this section. |
| Zoominfo Introduction in Salesforce | 21:36 | This is a general overview of how to use the native integration within SFDC. |
I've been using DiscoverOrg or Zoominfo already or ready to learn more! Skip to topics that interest you:
| Title | Duration | Summary |
|---|---|---|
| Tagging | 4:54 | A quick review on how to use tags. |
| Scoops | 10:06 | A guide for searching and filtering for Scoops alerts. |
| ListMatch | 13:01 | ListMatch allows you to upload a list of contacts or company information in bulk to run through the Zoominfo search. |
| Technology and Company Attributes | 3:56 | Learn how to access technology information within a company profile. |
| Exploring the Sunny Side of Saved Searches | 57:26 | Skip to 6:40 to learn about general info on saved searches. Skip to 14:32 for building a saved search. Skip to 21:30 to learn how to set up an email alert for your saved search. Skip to 29:17 to learn about how to save Scoops alerts. Skip to 35:14 for learning about targeting personas with saved searches. Skip to 38:10 to learn about the tagging feature. Skip to 43:00 for saving and sharing searches with others. |
| How to Make a (Sales) Splash with ReachOut | 53:12 | Skip to 14:10 to see how to use it with LinkedIn. Skip to 17:00 to export into SFDC. Skip to 18:00 to build a list from LinkedIn and export in bulk by using tags. Skip to 30:20 to see how to use the extension on a company website. |
Sales Enablement Recordings:
| Title | Duration | Summary |
|---|---|---|
| Sales Enablement: Saved Searches | 10:38 | Optimizing your saved searches for your workflow. Please log in to GitLab Unfiltered to access. |
| Sales Enablement: List Match | 8:18 | Leveraging list match. Please log in to GitLab Unfiltered to access. |
| Sales Enablement: Tagging in LinkedIn | 3:44 | Leveraging tagging for LinkedIn and bulk exports. Please log in to GitLab Unfiltered to access. |
Do you have a topic not covered you'd like to see? Slack #zoominfo room or reach out to marketing operations.
To access Zoominfo training sessions specific for GitLab follow this link.
To access additional Zoominfo on-demand training follow this link.
If the proper criteria is set, Zoominfo can cause a lead/contact in SFDC to be labeled as Do not email and Do not call. Read more about the rules on the sales development handbook page.
ZoomInfo admin management is shared between the Data Intellgience team who manages and provisions licenses to the sales team members (field sales), and the Marketing Operations team who manages and provisions licenses to the marketing team members (sales development org).
Marketing Operations (MOps) provisions ZI licenses for marketing team (BDAs/SDRs/BDRs) along with respective managers, and Data Intelligence provisions for field sales roles (AEs, SAEs, ASMs, ISRs).
In ZI we use the following group roles to make this determination:
BDA/BDR/SDR/BDR Manager/SDR Manager/XDR Manager falls under Marketing AEs/SAEs/ASMs/ISRs and their associated managers fall under Sales.
Members of the sales organization and sales development, should receive access to ZoomInfo as part of their role entitlement request. If the team member did not receive access or if access had been removed and you would like it back you will need to open an access request.
Specifically, for a Marketing related role (SDRs/BDRs) please open an (individual access request - AR for short)[https://about.gitlab.com/handbook/business-technology/team-member-enablement/onboarding-access-requests/access-requests/] and tag your manager for approval and Rob Rosu (Mops), while for a Field Sales related role (AEs/SAEs/ASMs/ISRs) open an AR and tag your manager for approval and Briann Vandre (Data Intelligence).
If you are experiencing issues with ZoomInfo, your first point of contact is ZoomInfo. You can reach them via email at: helpmenow@zoominfo.com.
You can also reach out to the Data Intelligence or Mops teams via Slack at #dataintelligencehelp or in #mktgops.
Detailed Process
To note that: If the license is borrowed from the marketing team, it can be revoked at any time. Please inform the user: “Greetings! We currently do not have Zoominfo licenses available for field sales. We have assigned you a temporary ZoomInfo license borrowed from the marketing team so you can have access to the platform. Due to limited licenses being available, your license may be revoked if the marketing team needs the license back for one of their team members. If such an instance does arise, you will be notified before the license is revoked and we will work to get you procured a Sales Operations license. Thank you for your understanding.”
ZoomInfo credits represent the consumption (export) of a professional or company profile from the ZoomInfo platform. This export can originate from the primary ZoomInfo platform, the ReachOut Chrome Extension, or any time an API call is made from any number of our integrations, including CRMs, marketing automation platforms, and sales automation tools.
Suggest Contact Update and the research team will usually update it within 1-2 business days. When the lead is updated the user can manually append it or re-push the prospect into SFDC without expending a credit (for two months while it's "under management").All current field mappings are documented here.
Custom fields start with [ZI] and will be visible in the Zoominfo section in SFDC. Example name: [ZI] Company Phone. All [ZI] fields are set to be able to overwrite the field should new data be available on a lead, contact, or account. The only information mapped to standard fields are fields needed for basic lead, contact, or account creations. Example: First Name, Last Name, and Email Address.
All the SFDC accounts are enriched and re-enriched with Zoominfo on a daily basis. Instant Enrich is turned on and will enrich any new accounts upon creation.
All leads in SFDC are enriched on a monthly basis on the third Friday.
In addition to leads beeing enriched on a monthly basis, we have just turned on Instant Enrich for Leads (Nov. 17th 2022) and all net new leads are getting enriched as they reach SFDC.
As a back-up job, in case Instant Enrich job fails, we're keeping live the Scheduled Enrich for net new leads that takes place on a daily basis to make sure the sales teams have the most up to date information.
All contacts in SFDC are enriched on a monthly basis on the third Friday.
Zoominfo Campaign Member Enrichment can achieved via Scheduled Enrich with List Views and Enrichment Jobs for both Leads & Contacts
To do this, follow the steps below:
The ZoomInfo Outreach integration is now live and you may export contacts directly to Outreach. Any contacts you do export, will also be exported in SFDC. They will be initially missing some ZI information in SFDC but there will be an append job that will run automatically to update any missing information.
There are some limitations in place:
Any prospects created without email address will be found and deleted in the Outreach database management we will run monthly. To avoid uploading contacts with no email addresses, please use the ZoomInfo filtering available.
The Marketo integration is utilizing ZoomInfo's Enrich product. This is done on an automated basis utilizing a webhook.
Marketo/ZoomInfo webhook is triggered, on form-fill, when the person record fills the forms below (on an ongoing/future basis):
Enrich is mostly set to enrich the ZoomInfo fields. The ZoomInfo ([ZI]) fields, will have their values overwritten with the most up to date information. The other standard fileds like Employees Bucket or other Marketo standard fields like (First Name, Last Name, Job Title) are getting enriched only if the information is missing.