Win Prospects From Your Competitors With This Play

We’re just a day away from a long weekend, so get those sales across the finish line with our newsletter so you can assume the position:?

Today, we’ve got a play straight from the ZoomInfo playbook on how to win prospects from your competitors. We’re also surfacing tech news from around the web and Scoops to help you find your next best customer.?

Play by Play ??

We’ve open-sourced our go-to-market playbook to help you sell smarter and win faster. Each month, we share one of these proven plays, including their description, triggers, actions, and message templates.

Competitive Tech Targeting

When you find out that your prospect is using a competing tech platform, do you:?

1. View it as a lost cause and move on.
2. View it as a chance to prove your solution is a better long term fit.

Here’s a hint:?

Selling to a prospect that has a competing software in their tech stack can actually be a pretty easy win. They already understand your value proposition and you know how to sell your solution as the better fit. Even easier: you can use ZoomInfo’s technology tracker to identify when your target customers buy from your competitors, setting you up to launch a well-timed “switch to us” campaign.

Automatically reach out to them six to nine months after they contract with your competitors to compete for the presumed pending renewal. Implement this play multiple times, one for each of your competitors, with email copy that specifically mentions them, along with reasons to consider switching to your product.

Triggers

Signals for competitive technologies being added at a company within your ICP.

Actions

• Filter for companies that meet your ICP
• Source an expanded set of contacts that meet your persona definition mapped to each technology
• Send records to your CRM
• Assign to an Account Owner
• Enroll in Competitive Tech Added Campaign

Messaging Template

Subject: Improve your [what your company sells] with [your company name]?

Body: Hi [first name]:?

What does your [what your company sells] look like??

Tech-driven companies know the importance of [what your company sells] — and the measurable impact it can have on your bottom line. But are you [list outcomes of using your product]? That’s where [your company name] comes in.?

[Your company name] [address specific features and values]. [Value prop A]? Yes. [Value prop B] Yep. [Value prop C] You got it!?

Can I put some time on your calendar to discuss further?

Regards,?

[sales rep first name]

P.S.: with ZoomInfo Copilot, you can get these types of signals for your best-fit companies automatically surfaced up for you, along with tailored messaging. Click below to get a trial.

What’s the Scoop?

These Scoops are found on our platform, sourced through customer surveys, and the ZoomInfo research team.?

• Citi needs help with data privacy, legal research technology, regulatory compliance, and risk management and analytics.
• PayPal is looking to improve developer productivity and time to market.
• Johnson & Johnson wants to solve issues with automated deployment.
• Microsoft needs assistance with email, enterprise resource planning (ERP) software, instant messaging, and project management.

The Watercooler

Here’s some news from around the web that caught our attention:

• Fly the friendly skies?

Australian airline, Qantas, mistakenly sold around 300 people first class flights between the U.S. and Australia at a steep discount due to a coding error. The 85% fare reduction was unfortunately “too good to be true,” according to a Quantas spokesperson. Refunds and downgrades will be issued.?

• AI in the news? How surprising.?

An AI safety bill known as SB 1047 is up for voting in the California State Assembly this week. The main goal of the bill is to introduce measures to curb AI risks like weapons creation and cyber attacks. The bill, which includes a requirement for a “kill switch” and third-party testing for safety, is driving division in Silicon Valley. Sam Altman of OpenAI is among those opposing the bill, while Elon Musk has said he thinks it should be passed.?

• Alexa, can you charge my card??

After 10 years of free access to Alexa — Amazon’s notably average assistant that specializes in checking the weather — the company is planning to offer a paid subscription that uses AI. The $10/month price tag would include such offerings as recipe suggestions based on dietary restrictions and summaries of the news. A free version will still be available when AI Alexa drops, which I will likely be sticking with.?

• Honey, let’s buy a home

Mortgage rates have fallen for the fourth week in a row, now at 6.44%. According to Redfin, there’s also a huge inventory of homes for sale, with over 1.8 million homes on the market. Unfortunately, this isn’t lighting a fire under home buyers who locked in rates closer to 2% just a few years ago.?

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

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