Use These Prompts to Maximize Your Selling Opportunities

This week, Bill Gates announced he never wants to retire and that life without work sounds awful. I couldn’t agree more...

If you’re in the same boat but still need to pay your bills, our newsletter can help. We cover AI prompts that will help you land more deals, the results of our recent survey of LinkedIn followers on sales cycle times and how to shorten them, and some ZoomInfo love that makes us blush. 😊

Let’s get to it.

Use These ZoomInfo Copilot Prompts to Maximize Your Selling Opportunities

Sellers across every industry are under pressure to deliver ambitious results in tightly competitive markets. Salesforce, for example, now requires 3X pipeline coverage for its sales teams — an increase of 50%.

With generative AI hitting the mainstream, sellers have access to AI-powered tools that can help them excel, but not without the right data — and prompts — to propel their efforts.

To make sure you’re getting the most out of your AI assistants, we researched the following ready-made prompts for users of ZoomInfo’s Copilot Chat. This feature is designed to surface the actionable insights and recommendations for busy go-to-market professionals at every stage of the buyer journey.

Prompts for researching account relationships

Try these prompts as a starting point:

• What are the challenges this account is facing?
• Quickly summarize why this customer bought our product or service.
• Can you summarize the recent engagement history and communications between us and this account?
• Based on the background information provided, what are some of the key use cases and pain points that the account is addressing by partnering with us?

Prompts for upselling and cross-selling

Data surfaced from earnings calls, 10-K filings, and other financial disclosures often include information not found elsewhere. This makes them a trove of invaluable insights into the real challenges and opportunities facing your customers. When looking for opportunities to upsell and cross-sell, try using these prompts: 

• What are the top three trends in buyer intent for this account?
• Which website pages are receiving the most traffic from this account?
• Can you provide a summary of the key insights from the latest earnings call, and how it can apply to the relationship with our company?

And to explore potential upsell opportunities in greater depth, try this advanced prompt:

• Generate a concise outline for a presentation slide about how [Account Name] is using [Product]. Include the challenges they faced, the solutions our product provided, and the outcomes or impacts of these solutions. Format it as:

Prompts for Mitigating Churn

Try these prompts to dig deeper on why customers might churn and possible steps you can take to mitigate it:

• What are some concerns that this company would have in an upcoming renewal conversation?
• Is this account likely to churn and what actions can we take to prevent it?

Prompts for quick prep work

With 85% of deals won by the first seller to engage with a prospect, responsiveness can make the difference between a closed deal and a missed opportunity. The following prompts can quickly summarize the state of play and identify the most urgent action items for your next call:

• Tell me what I need to know before hopping on a call today.
• Write an agenda for my next 30-minute meeting with this customer.
• Are there any upcoming deal opportunities referenced in the summary that I should be aware of?

Here’s a prompt to further prepare you for your next call:

• Write a briefing for my upcoming meeting with [Account]. Include a summary of our last interaction, any outstanding issues or follow-ups, recent developments related to their business or industry, and potential discussion points that align with our objectives. Additionally, suggest strategic questions I should ask to engage them effectively and advance our goals.

And if you’re meeting with a customer to discuss potential upsell opportunities, use the following prompt to surface items to discuss:

• Draft an outline for a strategic business review of [Account Name]’s application of [Product], focusing on the operational challenges they encountered, the specific functionalities of the product used to address these issues, and the measurable outcomes. Provide a succinct talk track for presenting these points effectively.

If you’re already using ZoomInfo Copilot’s Chat feature, please share some of your favorite prompts in our comments. And if you’ve not yet had the chance to experience what a difference Copilot can make for your sales team, you can click below for a demo. 

Survey Says…

We asked, you answered.

Our LinkedIn audience represents over 180,000 professionals. We regularly survey them to get a pulse on selling strategies, purchasing behaviors, and general thoughts on all things tech.

We recently asked about the length of the average sales cycle. We received a pretty wide array of answers, with the majority of respondents (36%) saying a typical cycle lasts between one to three months. In second place, 26% of folks said their deals are taking over six months. The smallest group of respondents (16%) said their average sales cycle was under a month. 

A recent survey by Vendr found that software sales cycles had increased by 40% since 2020. If it feels like it’s taking longer to close a deal, you’re not alone. We’ve got some great tips on how to get the ball rolling in this article .

Mailbag

This one’s for our #1 ZoomInfo fans! Want to be featured? Post about ZoomInfo on social and be sure to tag us.

Thank you Jeff Kirchick , we couldn’t agree more <3

@SDR Khalifa 🫶

We’re just getting started 🚀🚀🚀

Thanks for reading!

Have something you’d like us to cover in an upcoming issue? Let us know in the comments. We promise, we read all of them.

Subscribe to this newsletter to get notified when we post.