How to Use ZoomInfo to Find Qualified Leads (Full Tutorial 2026) — Transcript

Full transcript

1. 0:00In this video, I'm going to walk you
2. 0:01through exactly how to use ZoomInfo to
3. 0:04find qualified leads from using their
4. 0:06advanced search tool to pulling contacts
5. 0:08with their Chrome extension to building
6. 0:10a lead list and then finally exporting
7. 0:12everything with verified emails and
8. 0:14phone numbers. Let's dive in.
9. 0:17>> [music]
10. 0:19>> All right. So, once you're logged on to
11. 0:21ZoomInfo, you'll find yourself at the
12. 0:22main dashboard. From here, simply
13. 0:25navigate to the top of the screen and
14. 0:26select advanced search. The filters on
15. 0:29your left allow you to narrow down your
16. 0:31ideal customer profile or ICP. In other
17. 0:33words, who you're targeting and who the
18. 0:35decision makers are for your specific
19. 0:37offer. And once you start applying
20. 0:39filters, you'll have a list of leads
21. 0:41matching your criteria displayed on the
22. 0:43right side of your screen. So, let's
23. 0:45start under the contacts section. If you
24. 0:48already have a list of contacts or
25. 0:49companies, you can upload it here and
26. 0:51ZoomInfo will match everything against
27. 0:54their database. But, if you don't have a
28. 0:55list of contacts to work from, no
29. 0:57problem. We're going to build one
30. 0:58manually instead. Let's start filtering
31. 1:00with current role. This is where you can
32. 1:02define the job titles of the decision
33. 1:05makers you're targeting. For example, if
34. 1:07we're going after sales leaders, some
35. 1:09common job titles we target would be
36. 1:11head of sales, VP of sales, chief of
37. 1:13sales, and director of sales. From
38. 1:15there, we can refine it even further by
39. 1:18choosing the management level. I usually
40. 1:20stick to targeting C-level, VP-level,
41. 1:22and director-level roles. Next, under
42. 1:24contact info, this is where you'll
43. 1:26choose the channels where you primarily
44. 1:28do your outreach. So, if you're doing a
45. 1:30lot of cold calling, you'll want their
46. 1:32direct phone numbers or mobile phones.
47. 1:34But, if you're using multiple outreach
48. 1:35channels, you can also select more than
49. 1:37one box. Keep in mind, if you're only
50. 1:39using one or the other, then you have to
51. 1:41select or. But, if you're using both in
52. 1:44your sequences, let's say you cold email
53. 1:46the first day and then you cold call a
54. 1:48few days later, then you would have to
55. 1:50toggle this to and. And that way,
56. 1:52ZoomInfo will only show contacts that
57. 1:54have both a business email and a phone
58. 1:56number linked to them. And then and
59. 1:58accuracy score. This is basically
60. 2:00ZoomInfo's confidence rating in how
61. 2:02accurate that contact's information is.
62. 2:05Anything below an A is less reliable,
63. 2:07meaning the person might have changed
64. 2:08roles, left the company, or ZoomInfo
65. 2:11just doesn't have enough data yet to
66. 2:13fully verify them. As a general rule of
67. 2:15thumb, I always try to keep this filter
68. 2:16set to A or higher. That way you're
69. 2:19pulling the most up-to-date and reliable
70. 2:21contact information possible. Well, at
71. 2:23least that's what ZoomInfo claims. Just
72. 2:25keep in mind, just because a lead has
73. 2:27been marked as A+ doesn't always mean
74. 2:30their data is 100% accurate. So, we even
75. 2:33include a data accuracy test later in
76. 2:35this video, and the results might
77. 2:37actually surprise you. Now, moving on to
78. 2:39company filters. If you don't know the
79. 2:41exact company names you want to target,
80. 2:43you don't have to fill this box in. You
81. 2:45can skip that part and go straight into
82. 2:47industry.
83. 2:48Just type in the industry you're
84. 2:49primarily selling to. So, for example,
85. 2:52if you're selling to software companies,
86. 2:54just type in software
87. 2:55and select that.
88. 2:57And you can even add related industry
89. 2:59keywords. For example, if you're
90. 3:01targeting cybersecurity or maybe SaaS,
91. 3:04you can input those as well. For
92. 3:06employee count, let's say we're
93. 3:07targeting enterprise companies. So, in
94. 3:09that case, I'd set the minimum to around
95. 3:12100 employees. Anything smaller than
96. 3:15that usually isn't worth our time. For
97. 3:17company revenue, I'd set the minimum as
98. 3:19well. Let's say at least $25 million a
99. 3:23year. And as you start to add these
100. 3:25filters, you'll notice that the total
101. 3:26number of contacts at the top is getting
102. 3:29smaller. So, that means you're getting
103. 3:31more specific with your search, and the
104. 3:33more targeted your leads become. And
105. 3:35next, we have location filters. So,
106. 3:37let's say you want to target only US and
107. 3:39Canada. So, you can simply select those
108. 3:42regions here. And once that's set, you
109. 3:43now built a solid list that covers most
110. 3:45of your target market. Now, depending on
111. 3:47your plan that you have access to,
112. 3:49ZoomInfo also offers a premium search
113. 3:52filter that targets high-intent buyers.
114. 3:55Here under sales signals, you'll see
115. 3:56that there's different indicators that
116. 3:58help you prioritize your search. So
117. 4:00under intent, you can filter by the
118. 4:02specific topics these companies and
119. 4:05decision makers are actively
120. 4:06researching. So one of the best ways to
121. 4:08use this is to type in all the topics
122. 4:10related to your solution. Let's say you
123. 4:12sell an AI automation software, you
124. 4:15would type in all the keywords related
125. 4:16to that solution and all the companies
126. 4:18that appear are actively looking into
127. 4:21solutions like yours. So these would be
128. 4:23the perfect prospects for you to reach
129. 4:25out to. And under scoops, you'll find
130. 4:27more actionable intel about what's
131. 4:29happening inside each company. You'll
132. 4:31see things like funding rounds, mergers,
133. 4:34acquisitions, leadership changes,
134. 4:36basically the inside scoop on anything
135. 4:38that signals growth or organizational
136. 4:40changes. For technologies, this filter
137. 4:43shows you exactly which tools your
138. 4:45target companies are currently using and
139. 4:47even when they last implemented them.
140. 4:49For instance, if you're selling a CRM,
141. 4:51you can check when they last adopted the
142. 4:53current one. And most CRM contracts
143. 4:55typically run 1 to 2 years, so by
144. 4:58filtering by the install date 1 to 2
145. 5:00years back, you can now find companies
146. 5:02whose contracts are likely coming up for
147. 5:04renewal. And those would be the perfect
148. 5:06accounts to reach out to. And lastly,
149. 5:08for CRM account owner, this filter ties
150. 5:10directly into your CRM integration. So
151. 5:13if you have Salesforce, HubSpot,
152. 5:15Pipedrive, or any other CRM connected to
153. 5:17ZoomInfo, you can now transfer your
154. 5:20account ownership data directly inside
155. 5:22ZoomInfo. And this helps streamline your
156. 5:24workflow and removes a lot of the back
157. 5:26and forth when researching prospects.
158. 5:28Now that you've narrowed down your list,
159. 5:30there's one more important filter that
160. 5:31we haven't discussed yet. And that is
161. 5:33right at the top of your filters called
162. 5:36likely to engage. This filter highlights
163. 5:38the contacts who ZoomInfo thinks they're
164. 5:40are more likely to respond, whether
165. 5:42that's by phone or email. And you'll see
166. 5:44a small fire icon next to those contacts
167. 5:47in the database. And if you want to sort
168. 5:49your list to show the high engagement
169. 5:51prospects first, on the right side of
170. 5:53your screen, click on sort by and then
171. 5:55you can choose likely to engage by email
172. 5:57or likely to engage by phone. And
173. 6:00ZoomInfo will prioritize those contacts
174. 6:02for you. Next, you're going to want to
175. 6:04reveal their contact information. Just
176. 6:06remember, revealing contacts uses up
177. 6:08your credits. So, when you click the
178. 6:10reveal button on a contact, it'll cost
179. 6:12you one credit to unlock their details.
180. 6:14And once you revealed all the contacts
181. 6:16you want, you can select all or select
182. 6:18this page to reveal an entire batch at
183. 6:20once. And after you're all done, you can
184. 6:22click on export to push these contacts
185. 6:24directly into your CRM. All right, the
186. 6:26next thing we're going to talk about is
187. 6:28the ZoomInfo Chrome extension. And this
188. 6:30one's actually really powerful,
189. 6:31especially on LinkedIn. Let me show you
190. 6:33why. If you're prospecting on LinkedIn,
191. 6:35just type in any company name. Let's use
192. 6:38HubSpot as an example.
193. 6:40And then click on the ZoomInfo button.
194. 6:42You'll instantly see a list of their
195. 6:44employees along with key company
196. 6:46details. From here, you can just filter
197. 6:48the list, reveal contact information, or
198. 6:51push those leads directly into your CRM.
199. 6:53And you can even use this on Sales
200. 6:54Navigator, which is LinkedIn's premium
201. 6:56search tool. So, if you have 100 leads
202. 6:59on Sales Navigator, you can pull up the
203. 7:00ZoomInfo extension, enrich their contact
204. 7:03details, and then push them all into
205. 7:05your CRM at once. Pretty useful. And
206. 7:07another cool feature ZoomInfo offers is
207. 7:09called Web Visits, which can be found at
208. 7:12the top of the navigation bar. This lets
209. 7:14you see which companies have been on
210. 7:16your website. Right away, you'll see the
211. 7:18company names, how many unique times
212. 7:20they visited, page views, average
213. 7:22session duration, their industry,
214. 7:24revenue, and employee head count. You
215. 7:27can also filter by the date on the left.
216. 7:29So, let's say you recently ran a big
217. 7:31email campaign and you included a link
218. 7:34to your website. So, Web Visits allows
219. 7:36you to track those companies that landed
220. 7:38on your site. This This incredibly
221. 7:40valuable for your next sequence. Let's
222. 7:42say they viewed your website, but they
223. 7:44never replied to your email, and that's
224. 7:46a strong signal that they might be
225. 7:47interested, but they also have some
226. 7:49questions. So, this is an opportunity
227. 7:51for you to follow up. Next, we have
228. 7:53integrations. Now, this is where you can
229. 7:55connect ZoomInfo directly into your CRM.
230. 7:59They support all the major ones like
231. 8:00Salesforce, HubSpot, Pipedrive, Zoho,
232. 8:03Dynamics, and Sugar CRM. You'll also
233. 8:06find integrations for your sales and
234. 8:07marketing tools, platforms like Gong,
235. 8:09Outreach, SalesLoft. These are all
236. 8:11platforms that just plug right in. And
237. 8:13then finally, they also support a wide
238. 8:15range of collaboration tools. So, if
239. 8:17your team uses Slack, Microsoft Teams,
240. 8:19Zoom, G2, or any other internal systems,
241. 8:22you can connect those here as well. And
242. 8:24that's pretty much ZoomInfo in a
243. 8:25nutshell. Now, before we wrap up, we
244. 8:28should really talk about pricing because
245. 8:30this is where things can get a little
246. 8:32bit more complicated. ZoomInfo offers a
247. 8:34free plan, but it only gives you about
248. 8:3610 credits per month. For anything
249. 8:38beyond basic testing, especially if
250. 8:40you're working with a larger team,
251. 8:41annual contracts start at 15K, and
252. 8:44that's just entry-level pricing. Since
253. 8:46everything is custom priced, you'll need
254. 8:47to get on a call with their sales team.
255. 8:49They'll build a quote based on your team
256. 8:51size, how many credits you need, and any
257. 8:53additional features you want. And one
258. 8:55thing to keep in mind is that even
259. 8:57though ZoomInfo was one of the first
260. 8:58pioneers in data intelligence, it
261. 9:00doesn't automatically mean that their
262. 9:02data is the most accurate today. In a
263. 9:05recent campaign where we used a thousand
264. 9:07of ZoomInfo's likely to engage A+
265. 9:10accuracy contacts, 36% of the emails
266. 9:13bounced, and about half the phone
267. 9:15numbers were incorrect. In many
268. 9:17instances, we'd often find ourselves
269. 9:19reaching out to prospects only to find
270. 9:21out they were no longer at the company.
271. 9:22With that said, if you're prospecting at
272. 9:24scale, ZoomInfo may not be the best fit,
273. 9:27especially if you care about your sender
274. 9:29reputation, your time, and building a
275. 9:31pipeline with contacts that are actually
276. 9:33reachable. So instead, what I recommend
277. 9:35is Prospect io. Prospect io is a
278. 9:37platform that was created with one goal
279. 9:39in mind, and that is to deliver the most
280. 9:41accurate B2B data for prospecting.
281. 9:44Having the best data quality in the
282. 9:46market is what they built their
283. 9:47reputation on with up to 98% data
284. 9:50accuracy using a triple layer
285. 9:51verification process for all contacts
286. 9:54within their database. Let me show you
287. 9:56the campaign results of 1,000 verified
288. 9:58leads pulled from Prospect using the
289. 10:00exact same campaign, exact same ICP, and
290. 10:03exact same filters as ZoomInfo. Let's
291. 10:06see how accurate their emails are. As
292. 10:08you can see, Prospect has very minimal
293. 10:10bounces compared to ZoomInfo, which had
294. 10:12over 300 bounces. This ongoing
295. 10:14discrepancy can be very frustrating,
296. 10:16especially if you're doing high-volume
297. 10:18outbound and you're relying on just
298. 10:20ZoomInfo's data. Prospect also has
299. 10:22stronger buying intent signals, which
300. 10:24can help you identify those key
301. 10:26decision-makers actively looking into
302. 10:28solutions like yours. Not to mention
303. 10:30Prospect's pricing is completely
304. 10:32transparent. There's no mandatory sales
305. 10:34calls, and it's a more cost-effective
306. 10:36option for most teams looking for
307. 10:38accurate and reliable prospecting data.
308. 10:40Just head over to prospect.io, and you
309. 10:42can get started with a free account to
310. 10:44test this data yourself. I don't believe
311. 10:46that accurate prospecting data should be
312. 10:48hidden behind massive paywalls. So, yes,
313. 10:51if you're thinking about investing in a
314. 10:52platform like ZoomInfo, hopefully this
315. 10:55video was able to help you realize that
316. 10:57just because they're a well-known
317. 10:58platform, it doesn't always mean that
318. 11:00they have no flaws. So, there you have
319. 11:02it. That's how you use ZoomInfo to find
320. 11:04a lot of leads. But, if you want
321. 11:06high-quality leads, then Prospect might
322. 11:08be the better solution. Give this video
323. 11:10a like, subscribe if you're new, and
324. 11:11drop me in the comments any questions
325. 11:13you may have, and I'll see you in the
326. 11:14next video.