ZoomInfo
What are the two types of searches that can be conducted on ZoomInfo?
Company searches and people searches.
What are the two types of searches that can be conducted on Sales Navigator?
Account search and lead search.
How does Groove help with email tracking?
Groove allows users to track when an email is opened, clicked, or replied to, giving them insight into the effectiveness of their outreach.
What is Salesforce, and what does it do?
Salesforce is a cloud-based customer relationship management (CRM) platform that helps sales teams manage their sales pipeline, customer data, and sales activities.
What is Firmex?
Firmex is a virtual data room platform used for secure document sharing and collaboration during business deals and transactions.
What are some filters that can be applied to a ZoomInfo search?
Industry, job title, company size, location, and revenue.
BONUS
Aside from filters, you can also use Boolean operators on both ZoomInfo and SalesNav. These are words such as "AND", "OR", and "NOT" that can be used to refine a search and find more specific results.
What are sales preferences, and how can they be used on Sales Navigator?
Sales preferences allow users to set specific criteria for leads they want to find, such as job title or company size, and will provide recommendations based on those preferences.
What are groove flows?
Groove Flows are automated sequences of actions that help you to engage with your prospects at scale. They are designed to simplify your sales process by allowing you to automate repetitive tasks, such as sending follow-up emails or reminders.
In Groove, you can create custom flows that align with your specific sales or customer success process. Flows can include a series of steps, such as sending an initial email, following up with a phone call, and sending a reminder email if there is no response.
How can you add new leads and contacts to Salesforce?
You can add new leads and contacts to Salesforce manually or by importing a list of leads and contacts. Once added, you can manage and track your interactions with these leads and contacts through Salesforce.
What are some of the key features of Firmex?
Some key features of Firmex include document version control, granular user permissions, activity tracking (reporting), redaction, and secure two-factor authentication.
What are Scoops in zoominfo and how can BDRs use this to prospect?
"Scoops" is a term used by ZoomInfo to refer to significant business events or news that are likely to trigger a change or opportunity within a company. This could include things like leadership changes, mergers and acquisitions, funding rounds, product launches, or other major announcements. BDRs can use these scoops to identify companies that may be more receptive to their outreach efforts and to tailor their messaging accordingly.
How does Sales Navigator provide lead recommendations to users?
Sales Navigator provides lead recommendations based on saved leads, searches, and sales preferences.
What information should a BDR add into the notes section in the Groove dialer?
Key takeaways: This could include important insights gained during the call or conversation, such as the prospect's pain points, interests, objections, or decision-making process.
Action items: This could include follow-up tasks or next steps that need to be taken, such as sending an email, scheduling a meeting, or providing additional information.
Contact information: This could include any relevant contact information for the prospect or decision maker, such as their email address, phone number, or LinkedIn profile.
Call details: This could include any details about the call itself, such as the time and date of the call, the duration of the call, or any technical issues encountered during the call.
Account context: This could include any relevant information about the prospect's company or industry, such as recent news or trends, competitors, or challenges they may be facing.
BONUS - once you've input all the information from your call into the notes section, copy it and paste it into the account notes section corresponding to the Groove sidebar linked with the Salesforce account - this keeps your acct info up to date at a glance, rather than having to dive into the history for each action on an acct.
What are opportunities in Salesforce, and how are they used?
Opportunities represent potential sales deals, and are used to track the progress of these deals through the sales pipeline, from initial contact to final sale.
What is Firmex's ICP?
ICP stands for Ideal Customer Profile, which is a detailed description of the type of customer that a company is best suited to serve.
Firmex's Ideal Customer Profile is typically companies in the middle market.
M&A:
PE:
HC:
Bio:
Mining:
Corporate:
Renewables:
Legal:
What is a saved search, and how can it be used on ZoomInfo?
A saved search is a search that is saved for future use, allowing users to quickly access their most frequently used search criteria.
What is InMail, and how can it be used on Sales Navigator?
InMail is a messaging feature that allows users to send messages to leads and accounts, even if they are not connected on LinkedIn.
What does the activity tab show in the groove sidebar?
The Activity tab in the Groove sidebar shows a log of recent activities related to a specific email or contact record.
When a BDR opens an email or a contact record in the sidebar, the Activity tab displays a chronological list of all activities that have taken place related to that record. This can include actions such as when the email was last opened, when it was last clicked, and when it was last replied to. It can also show when a contact was last contacted, what actions were taken during the interaction, and any notes or comments that were added.
What types of activities can you track in Salesforce?
You can track a variety of sales activities in Salesforce, including emails, phone calls, meetings, and tasks.
How does Firmex ensure the security of its platform and user data?
Firmex uses industry-leading encryption, secure hosting, and access controls to ensure the security of its platform and user data. The platform is also SOC 2 Type II certified & HIPAA compliant.
How do you batch export leads from Zoominfo into Salesforce?
How do you batch export leads from LinkedIn Sales Navigator into Salesforce?
what can you do from the salesforce tab in the groove sidebar?
From the Salesforce tab, BDRs can view and edit Salesforce records, like update contact information or job title, instead of having to go into Safesforce itself and edit from there.
How could you sort your account report in Salesforce to know which accounts you have not yet contacted?
Use the "Last Activity" field: You can edit a report that sorts your accounts by the date of the last activity, such as a call or email. This will allow you to easily identify the accounts that have not been contacted recently and prioritize them for outreach.
What are some common use cases for Firmex?
Common use cases for Firmex include M&A due diligence, fundraising, litigation support, and regulatory compliance.