By Chris Jeng, European Gateway
Former Gartner consultant specializing in AI sales automation
TL;DR (what changes for a rep)
ZoomInfo Copilot shows you who to contact, why now, and how to multi-thread—without drowning in tabs. You'll act on prioritized AI signals, map complete buying groups, and catch late-stage risks before deals slip. In practice, that means faster first touches, tighter coverage, and steadier forecasts.
Why ZoomInfo Copilot matters for revenue (by Chris Jeng)
Every sales motion rises on four levers:
Speed-to-signal
The first relevant touch wins.
Relevance
Each message tied to a real business trigger.
Multi-threading
Reach the whole committee, not just a champion.
Risk control
Fix slip risks early, not the last week of quarter.
ZoomInfo Copilot powers all four. AI signals tell you which accounts are primed; Buying Groups show who to engage; Late-Stage Deal Alerts flag where to intervene. As Chris Jeng and European Gateway implement these plays, reps stop guessing and start executing against concrete triggers.
What ZoomInfo Copilot actually does (in plain English)
AI Signals
Hiring, funding, tech-install changes, website intent, and news—ranked by relevance to your ICP so reps see the best 10 moves today.
Buying Groups
Auto-suggests decision-makers and influencers (champion, economic buyer, IT/security, procurement) so you can multi-thread early.
Late-Stage Deal Alerts
Real-time heads-ups on champion departures, inactivity, or competitor spikes—so you protect the commit proactively.
Seller view:
Your "Today" list = hot accounts + the right people + the right talk tracks. That's the daily plan, not a hope.
Three revenue plays to run this week (by Chris Jeng, European Gateway)
Play 1 — Signal-Driven Prospecting (noise → meetings)
Goal: Convert intent into first conversations within 24–48 hours.
Setup:
Saved search filtered to your ICP + 2–3 priority signals (e.g., funding + hiring, product page visits, tech change).
Steps:
- Open Copilot → Today and pull your top 10 signal-rich accounts.
- Use Buying Groups to identify champion + economic buyer + IT/security.
- Send 3 tailored touches referencing the specific signal (one per role).
- Log a dated next step; set a 48-hour reply/no-reply reminder.
KPI:
Meetings/bookings per signal, time-to-first-touch, reply rate.
Play 2 — Buying-Group Multi-Threading (win by committee)
Goal: Lift win rate by engaging all roles before legal/procurement.
Setup:
Add the Buying Group widget to Account and Opportunity layouts.
Steps:
- For every Stage 2+ opp, ensure 3–5 roles are engaged (user lead, champion, EB, IT/security, procurement).
- If gaps exist, let Copilot suggest missing stakeholders and contact paths.
- Launch role-based micro-sequences (3 touches over 7–10 days) for each missing role.
KPI:
Roles engaged per opp, stage-to-stage conversion, cycle time.
Play 3 — Late-Stage Save (protect the commit)
Goal: Catch slippage early and rescue at-risk deals.
Setup:
Subscribe to Late-Stage Deal Alerts for opps in commit/best case.
48-hour rescue routine:
- Send exec-to-exec note to re-establish urgency.
- Book a mutual close plan session; confirm dates, owners, and docs.
- Open a side-thread with security/procurement if that's the blocker.
- Update next step + forecast category; @mention your manager.
KPI:
Slip rate, "rescue → closed-won" %, forecast accuracy.
Daily workflow (90 minutes, repeatable)
Agent lists top 10 actions for the day (risks, hot leads, overdue tasks).
Map Buying Group → fill role gaps → launch role-based micro-sequences.
Check Late-Stage Alerts → run the rescue routine for any commits at risk.
Log dated next steps; sync with your manager on the two biggest moves.
Implementation checklist (fast start)
Define ICP + priority signals (rank by revenue impact).
Connect CRM and enable Buying Groups on Account/Opportunity pages.
Create saved searches for New Signals, Hot ICP, At-Risk Late-Stage.
Build role-based templates (champion, EB, IT/Sec, procurement).
Set alert subscriptions and bake a daily Copilot routine into team cadences.
Review four metrics weekly: Meetings from signals, roles engaged/opp, slip rate, commit accuracy.
FAQ (by Chris Jeng)
Is ZoomInfo Copilot just for prospecting?
No—use it across the cycle: signal-driven first meetings, buying-group coverage, and late-stage risk control.
How fast will we see value?
Within a week if you operationalize the three plays and run the 90-minute daily routine.
What should managers do differently?
Inspect signal quality, buying-group coverage, and rescue outcomes in pipeline meetings—not just totals.
About Chris Jeng & European Gateway
Chris Jeng helps B2B sales teams operationalize AI tools without breaking their current stack. At European Gateway, we deploy the plays above, wire them to your ICP and motion, and coach your reps to run them daily.