How Seismic Scaled AI-Driven Prospecting Across Its Sales Team with ZoomInfo
The global leader in sales enablement made its top sellers' outbound results repeatable across the whole go-to-market team by layering AI-assisted prospecting on ZoomInfo data.
ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, has reported that Seismic, the global leader in sales enablement, scaled AI-assisted outbound prospecting across its go-to-market team on ZoomInfo, and in its own user surveys attributed 39% of active pipeline to opportunities identified or influenced by signals from ZoomInfo, according to the company.
Seismic runs a well-developed outbound model, where business development representatives and outside sales reps generate the majority of its pipeline, and accurate business data is the fuel that model runs on. The company has relied on ZoomInfo for more than five years, pushing steadily into more sophisticated outbound with buying signals to find prospects, deeper account research, and tailored messaging.
The results were strong, but they lived with the most experienced sellers. Seismic's leadership wanted to cascade those practices across the entire team, especially newer reps who had not yet built the same instincts. The company also set strong internal goals for AI adoption, expected of every employee and built into performance check-ins with managers. It needed a way to make its best outbound practices repeatable, and to put AI to work doing it.
