Why The Busch School of Business Standardized Its Sales Training on ZoomInfo
The business school of The Catholic University of America built ZoomInfo into its Sales Practicum course to close the gap between conceptual coursework and the hands-on skills new sales reps need.
ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, has reported that The Busch School of Business at The Catholic University of America built ZoomInfo into its Sales Practicum course, and 72.5% of the prospects its students generated were judged outreach-worthy by corporate partners, up from 58% the previous semester without it, according to the school.
Founded in 2013, the Busch School runs a sales program built to prepare students to compete virtuously in the world of sales. It had a problem common to sales education: most of it is conceptual, teaching the strategy and leadership skills a rep needs years later rather than the foundational work of landing the first job and ramping fast. Strong graduates were entering the field without hands-on reps in the tools and daily tasks of modern selling.
The school set out to close that gap. A Catholic University alum and former sales rep, who joined as a lecturer and the school's Sales Partnership Program Manager, built the Sales Practicum course and went looking for tools that could teach real technical skills and carry a credential. Drawing on his own years selling, he put ZoomInfo at the top of the list.
