The Play That Uses Customer Wins to Find Yours
The quarter is almost over, and we’re getting ready to close out the first half of 2025. Just hang on a little longer to cross that finish line.
It’s been a long one, so how about you take a breather before jumping back in for the final sprint?
This week we’re sharing content that will help you finish the quarter strong — and get you ready to lock in again for Q3.
We’ve got:
A play that uses your customers’ wins to create opportunities. Win-win!
The latest Scoops that you just might have the solution for
The latest AI news from around the web
Play by Play: Turn Customer Wins Into Opportunities
We’ve open-sourced our go-to-market playbook to help everyone sell smarter and win faster. Each month, we share one of these proven plays, including their description, triggers, actions, and message templates.
Targeting Customer's Competition
Your current customers make a good conduit to new ones. And we’re not just talking referrals.
When one of your customers closes a deal, go and prospect their competition for it. They’ll have a similar profile to your customer, which means they should be a good fit for your solution.
Here’s the play: Target them with an automated email campaign that references the missed deal. Show them how your product can help them — like it helped their competition.
Triggers
Identify when a new paying customer gets added to CRM. Trigger list of competing / lookalike companies based on tech data, overlapping keywords, shared intent topics.
Actions
Source a specific number of companies which met a specific Company Filter criteria
Source expanded set of contacts which meet your persona definition
Send records to your CRM
Assign to an Account Owner
Enroll in Target Customer’s Competition Campaign
Messaging
Subject: Sorry about your missed opportunity with [account name]
Body: Hi [first name]:
I hope you’re doing well. I heard that you missed on closing a deal with [account name] to [account name that won deal]. [Account name that won deal] actually happens to be one of our customers here at [your company name]. We helped them close this deal — and we can help you close your next one. Here’s how:
[Value proposition 1]
[Value proposition 2]
[Value proposition 3]
Interested in learning more? [Seniority-specific ask].
Best,
[Sales rep first name]
This play, along with dozens of others AND the best signals to track, have been compiled into our new AI GTM Signals Library. ZoomInfo customers can open these plays directly in-platform and put them to work in real-time.
Ready to see it for yourself? Click here.
What’s the Scoop? Insights From Our Database
These Scoops are found on our GTM intelligence platform, sourced through customer surveys and the ZoomInfo research team. Have a solution that could help one of these companies? Throw your hat in the ring. And to find other Scoops that align with your product, here’s a free trial offer.
Cummins is looking to purchase a solution related to user interface (UI).
News Corp. could use a hand with tracking ROI and attribution.
Amazon wants to solve issues with application lifecycle management (ALM).
General Mills needs assistance with asset management.
Dana Inc. has shown interest in cloud-based human resources management systems (HRMS).
The AI Watercooler
Here’s some news from around the web that caught our attention:
IHOP and Applebee’s Add AI to the Menu
What’s the secret recipe to repeat customers? Dine brands, the company behind Applebee’s and IHOP, thinks AI might be the answer. The company plans to use generative AI as part of a “personalization engine” that recommends menu picks and custom deals based on past orders (or the eating habits of similar customers). It’s part loyalty play, part upsell machine — and if it means fewer menu decisions before coffee, I’m in.
Google’s AI Search Gets a Voice
Google just introduced a major change to search. The new “Search Live” feature lets you talk to Gemini via back-and-forth voice chats, no typing required. Whether you’re packing for a trip or multitasking around the house, the AI listens, responds audibly, takes follow-up questions, and even keeps a transcript and links handy for deeper dives. Accessibility win? For sure. Also a big moment for anyone who’s ever wanted to talk to their browser like it’s the computer from Star Trek.
AI Goes Designer 😎
Anyone else remember Google Glass? A decade later, Meta’s giving smart glasses their own spin, this time with designer frames and an AI edge. After the buzz around their Ray-Ban collab, Meta is pairing up with Oakley for a new line of limited-edition glasses. Think: hands-free camera, water resistance, speakers, and Meta AI capabilities. If you’re planning to snag a pair, just don’t do what I always do with sunglasses and leave them in the Uber.
Thanks for reading!
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