Pratt Industries Boosts Sales with ZoomInfo's Data-Driven Prospecting
Event summary
- Pratt Industries closed deals worth hundreds of thousands over 10 months and several million dollars annually after adopting ZoomInfo for B2B prospecting.
- The company's field sales team now uses verified direct lines and buying signals to identify decision-makers and warm up lead lists.
- Specific wins include closing a deal after spotting a brand's products at Costco and bringing packaging spend back to the U.S. from a co-packer's facility.
- Pratt's U.S. revenue has increased substantially, with ZoomInfo cited as a tool to further drive growth.
The big picture
Pratt Industries' success with ZoomInfo highlights the growing importance of accurate, up-to-date B2B data in manufacturing sales. The ability to quickly identify and engage decision-makers is becoming a critical differentiator in an industry where traditional prospecting methods are increasingly inefficient. Pratt's substantial revenue growth underscores the strategic value of integrating advanced data tools into legacy sales processes.
What we're watching
- Sales Efficiency
- How ZoomInfo's data-driven approach will affect Pratt Industries' sales cycle length and conversion rates.
- Market Expansion
- Whether Pratt can sustain its revenue growth by leveraging ZoomInfo for new market penetration.
- Competitive Advantage
- The pace at which competitors adopt similar data-driven sales tools to match Pratt's efficiency gains.
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