How to Automatically Build Your Buying Committee with Salesforce Sync

Henry Schuck: Hello. My name is Henry Schuck. I'm the founder and CEO of ZoomInfo. And on this week's In Your Corner, I'm going to show you how to get alerted every single time a key member of your buying committee is newly hired into one of your open accounts. So here we are in ZoomInfo. I'm just in the advanced search tab. I'm going to show you exactly how I built this search. So what I did is I came in here into the Salesforce sync tab. I came in here into accounts, and then I choose an account owner here. I just chose all of our accounts, but you can choose a specific account owner. You can choose a number of account owners. Chose all of our accounts. And then, the next thing I did was I came up here into the contacts filter. And one key thing here, right here in the contacts filter, you'll notice this button that says Show New Hires Only. I'm going to check that so that I only get the people who've been newly hired into these roles. I chose my buying committee. If you haven't set up a buying committee, you could do that here on the settings page. It's very easy to do. You just tell ZoomInfo who the exact people on your buying committee are. We'll always apply that filter to your searches. So I created my buying committee already here. And then, the next thing that I'm going to be able to do is going to ZoomInfo and say," Okay, let me take a look at what that looks like." So what I've seen here is now I have 477 people who've been newly hired at open accounts inside of my Salesforce. And now, I can run the next motion around that. I can export them. I'm going to use Engage here ZoomInfo sales automation system. So it says you're about to export 477 contacts to Engage. Great. I'm just going to add them into a sales flow. And what you ought to do here is create a sales flow that's set up for exactly this moment. It may be a sales flow that just starts off by saying," Hey, congratulations on your new role at company name. My name's Henry Schuck. I'm the founder and CEO of ZoomInfo. We've been working with your account for many years. I'd love to connect with you to hear about your priorities in the new role," and then have a set of sales flow motions that roll from there. So you can select the sales flow that you want to drop them into right here. It's super easy. I'm going to cancel out of here, but here's the next most important thing you want to do. You want to know every time in real time when a new of your buying committee is hired within these accounts. You don't want to just batch this one time and forget about it. You want real time notifications when key buying members, buying committee members are hired into your key accounts. So what am I going to do here? I'm going to come in here. I'm going to save this search. I'm going to save it as key accounts buying committee. And I'm going to say," Tell me every time a new contact is added into this search," because this search the way that I've set it up is to only show me newly hired people within the buying committees of my key accounts. So anytime a new person's hired into one of my key accounts, send me an alert for it. But I'm going to go one step further. That whole motion? I'm going to automate. So I'm going to create a workflow motion here that says when new contacts are added to my key accounts buying committee search, export them into Salesforce, or Engage, or Outreach, or SalesLoft, or Marketo as leads, and then I can choose who I want to assign them to. Once I create this workflow, every single time a new key buying committee member is hired newly hired into my key accounts, I'm just going to run that motion automatically. I'm going to put them right into that sales flow. I'm going to put them right into that marketing automation campaign, and I'm going to automate this key play. So if you haven't done this yet, set up your buying committee, set up an advanced search to identify newly hired people at the key accounts that you're working or key accounts in your Salesforce, and then save that motion so you're getting alerted and create a workflow so it's automating that process for you every single day. Thanks a lot.