Scenario
It takes many 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 each opportunity.
To expand a buying group, use a combination of conversation intelligence and contact data—like Chorus and ZoomInfo—to identify people who are mentioned or who participate in sales calls. Run a database workflow that queries the person’s name at the company, 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
Action
- Run a database workflow that queries the person’s name at the company, returns a complete contact profile, creates it in the CRM, and adds it to the opportunity