Years ago, I was working on a project to help a sales team identify the best prospects (Lead-gen) using ZoomInfo. If you’ve used Zoom before, you know it’s great for gathering company data—but the real magic happens when you go beyond basic lists and start thinking strategically.
After some trial and error, I found a method that works for pretty much any sales team, in any industry. Instead of just pulling lists of companies, I layered in Sales teams and grouped companies by the applications they use—organized into nested fields by business area. That’s where things got interesting.
From there, I built subsets of applications that could be integrated into different use cases relevant to each company. When you visualize this in Power BI (or any analytics tool), you don’t just get a list of names—you get a targeted map of prospects who actually have a reason to care about what you’re selling.
Why does this work so well? 🤔
- Sales Reps Stay Focused – Instead of cold calling random accounts, reps go after companies with real, applicable use cases.
- Better Team Collaboration – Each salesperson can see who else on their team might be working a similar lead and find ways to partner up.
- Lead-Gen Teams Have Clearer Goals – No more spray and pray. Every lead is tied to a definable Pre-QL/Sales-QL opportunity.
The result? Smarter sales, better conversations, and higher conversion rates. 🚀 It’s all about working with the data, not just collecting it.
If you’re running sales or lead-gen, give this a shot. You might be surprised how much more effective your team becomes when they’re working from a real strategy—not just a list. 😊