What Is Zoominfo SalesOS? Features, Pricing, and Alternatives for 2024

“If you build it, they will come” doesn’t work anymore—has it ever, really? To start and grow a business, you have to go to the market as soon as you can, find your clients and build upon their needs and expectations. If you don’t broadcast who you are and what you’re offering, the chances someone will come knocking are next to zero.

Enter ZoomInfo SalesOS. With a deep B2B contact database, a wide range of insight-generation tools and useful add-ons, it can guide you to more leads. Better even: it can show you which of these are most likely to be searching for your solutions, so you always know that every outreach attempt has the highest conversion likelihood.

Looking to try out ZoomInfo SalesOS but not sure if it’s the right pick for you? Here are the key features and tools you’ll find inside.

What is ZoomInfo SalesOS?

ZoomInfo SalesOS, sometimes referred to as ZoomInfo Sales, is the suite of prospecting and sales features within the ZoomInfo platform. In addition to these, you’ll also find marketing and talent-searching tools. I won’t be covering those here, but if you’re interested, check out our article on what ZoomInfo is.

To improve your lead generation and help you close more deals, SalesOS includes the following ingredients:

• A deep contact database containing 321 million contacts across 104 million companies.
• Advanced search tools to hone in on the leads and cohorts that are important to your business.
• Tools that track intents and company signals, helping prioritize outreach and discover which leads are a better match according to your ideal customer profile (ICP). Is machine learning and AI at work? You guessed it.
• Three add-ons—Chat, Chorus and Engage—help automate parts of your sales process, manage your team and track past touchpoints with leads.

How do these tools help your sales process? With such an extensive contact database, you won’t run out of potential good matches. The advanced search and signals features help you build prioritized lists, so you can spend more time calling and emailing leads that are closer to buying—a better alternative than running a longer sales process involving lengthy education and qualification processes.

As a side note, ZoomInfo is not a sales CRM. It doesn’t have sales pipelines, activity tracking and task management features like the major CRM software brands. Instead, it acts as a go-to-market tool: you’ll be on the platform hunting for and exporting leads into your CRM, so you can then pick up the action from there.

So, what does this look like in practice?

Search for leads in a deep contact database

ZoomInfo SalesOS offers a contact and company database. It’s updated regularly so you can find current emails, phone numbers and other information about your leads. When opening up a new company record, you’ll have access to a lot of useful information:

• An overview of basic company details, such as address, company description and website.
• A list of current employees, including top executives, divided by departments and hierarchy. You’ll be able to see how much confidence ZoomInfo has that the contact information is accurate with a score next to the profile picture.
• Insights into company tech stack, latest news, signals, financials and access to additional information provided by the ZoomInfo add-ons.

You can create lists to organize your prospecting rounds or upload your own for contact enrichment, de-duplication or live email verification. Once you have a good lineup, you can export all the contacts into your CRM and ZoomInfo will deduct the appropriate amount of credits from your account.

Filter results with advanced search

A database isn’t useful if it doesn’t have good search features, and here ZoomInfo SalesOS goes the extra mile. Quick search does exactly what you expect: type in a company or contact name and you’ll get a match. If you don’t know what you’re looking for straight up, click on Advanced Search on the right side to apply advanced filters to the contact database.

You’ll need time to use these to their full potential: you can filter contacts by any of the available fields, be it company size, location, industries or job title. It can go as niche as funding rounds or employee growth rate, so be sure to take a look at the full list to understand what you can tick on or off.

As you add these filters, you’ll be able to laser into the leads with the characteristics that best match your ICP, making it much easier to tailor your messaging and strategy.

Explore intents and signals

Since ZoomInfo has so much data, it built a range of tools that leverage that information to build insights that help you make better decisions.

Buying Signals correlates multiple data points such as company news, website visits or ad interaction to determine which companies are considering your products or services. It can also detect which may be inclined to do so in the future. With this information, you can contact these leads with a higher confidence that they’ll want to engage and buy from you.

Account-Level Intent works in the background. You can see it in action in the advanced search when it highlights accounts more likely to purchase from you. It’s also available in the copilot tool, helping you prioritize leads so you can start the most productive conversations as early as possible.

Account Fit Score is a fancy name for account scoring that you find in some CRM solutions. It uses machine learning to predict which prospects are a better fit for you so you can get a quick view of how likely you are to win, so you know which to add to your list and which to keep on the back burner for now. It will add a 0-50 score for low fits, 50-85 for moderate ones and 85-100 for those you should get on the phone with as soon as possible.

WebSights is an add-on you can install on your website that tracks visitor IPs to discover which company they work with. This reveals two things: first, who is already browsing your offers. Second, which pages they’re visiting, a good tip to see how far down the funnel they are. This way, you can meet them right at their awareness level—not overwhelm them with education or be pushy with conversion.

Scoops is a collection of actionable intelligence leads sourced by the ZoomInfo team that give tips on industry, news and company trends, helping you position your offers and accommodate market changes. This helps you update your strategy, tailor your outreach and stay on top of your target market.

Prioritize your prospecting with AI

The ZoomInfo AI Copilot adds even more intelligent features to your workflow. Its power resides in how much data it looks through and how it scores the relevance of each event to decide which leads land at the top of the list.

• The data includes Intents, WebSights, C-suite Changes, Champion Tracking, Job Posting Changes, Competitor Alerts and Earnings Call Signals, among many others.
• This data is then ranked based on frequency, strength and mix. Lots of medium-strength signals in a single day may move an account up in the priority list. At the same time, two high-importance signals may also have the same result.

These insights are spread throughout the ZoomInfo interface. You’ll also be notified by the Copilot whenever there’s a relevant real-time change so you can act as fast as possible.

Leverage the Chat, Chorus and Engage add-ons

On top of the contact database, analytics and AI, ZoomInfo also offers 3 add-ons to help connect with your leads, manage your team’s productivity and keep up with past CRM activity.

The first of these is Chat, a chatbot builder you can integrate into your marketing channels. When you set up a conversation flow, users can click through the options to get taken to the best page to answer their questions or solve their problems. On top of that, Chat will also provide conversational insights on the messages flowing back and forth. For example, if a prospect writes a message that shows a high buying intent, the chatbot will notify your sales team so you can schedule a meeting as soon as possible.

Chorus is a sales productivity tool that shows the list of calls your team makes each day. You can see a leaderboard of all members and how many calls each made. The biggest advantage is having all calls’ replays in a single place, so you can check out how both new hires are faring, take notes on customer objections, and see how your seasoned reps are closing their deals.

Finally, Engage draws on your CRM’s activity history to show if you have already connected with a company or prospect before without tabbing out of ZoomInfo. This is helpful to know if you should be giving some space or reaching out right now—and, if it’s the latter, you’ll have a good idea of what’s already been discussed.

ZoomInfo pricing

ZoomInfo SalesOS’s pricing is not available on the website. You have to talk to the ZoomInfo sales team to get a quote. Once you have it on your hands, you can negotiate users, features, contract length and contact credits.

As a baseline, you can expect to pay at least $7,000 for a stripped-down package on a one-year contract. A mid-tier plan for 3 users starts at $14,000 and the full-featured plans begin at $40,000. 

Budget is an important topic. I did a deep dive on this topic recently: you can read about ZoomInfo’s pricing here.

What users think about ZoomInfo SalesOS

When browsing G2, the overall sentiment is positive: ZoomInfo is rated at 4.4 out of 5 stars in 8,244 reviews at the time of writing. Users praise the platform for the availability of contacts, the advanced search features and its insights tools.

There aren’t recent Reddit discussions about ZoomInfo. The available ones are inconsistent, with users equally praising and criticizing the platform. Take a look at the thread that best encapsulates this range of opinions: ZoomInfo – Worth the hype?

No platform is perfect, and there is some negative sentiment as well. Users criticize the ZoomInfo support, steep learning curve and occasional data inaccuracy.

Is ZoomInfo SalesOS the best for your business?

Medium and large businesses with an organized and effective sales team will leverage ZoomInfo the best, especially considering the pricing and the feature set. Having access to in-depth data can help you personalize your outreach, stay on top of trends and reach out to prospects when they’re most ready to do business with you.

However, if you’re an early-stage or small business still working towards the first revenue milestones, don’t have a agile sales team or are still dealing with operational challenges, ZoomInfo is not the best choice. It’s too pricy, it locks you in for a one-year contract and it may have a range of tools you won’t be using.

If you’re only prospecting from time to time and only export a couple dozen contacts every month, the same case stands. Adding to this, if you’re a freelancer or a solopreneur without a registered business, ZoomInfo will not even consider offering you a quote.

But that doesn’t mean you can’t have a strong lead-searching tool. If you’re still chasing your first big wins, coaching your sales team or building your contact list, there are other options on the market that will help you get there. Wiza is one of them.

How Wiza compares to ZoomInfo SalesOS

Wiza is a robust tool that helps you find the contact information for potential prospects. It’s a more flexible alternative to ZoomInfo, with a feature set that’ll help you sell more without having to pay more. Here are the top differences between both platforms.

Lower entry price. Getting on a ZoomInfo contract is a big commitment. Starting at $7,000 per year—and their sales team usually push for multi-year contracts—it’s a high entry bar for companies that prioritize early return on investment. Wiza offers flexible monthly plans for occasional prospectors and economical yearly plans with unlimited contacts for ambitious sales teams.

Self-service sign up and free plan. With ZoomInfo, you’ll always have to talk to the sales team to set up a free trial, negotiate pricing, and upgrade or downgrade. With Wiza, you can sign up right away and use the software on the free plan. Upgrade and downgrade at will without upsells or meetings—but if you do want to talk to us, we’re always ready to help: send us a message at the bottom-right of this screen.

Real-time contact verification. While ZoomInfo does its best to keep the contact database up to date, some information can slip through the cracks. There’s nothing worse than exporting a contact from that platform to find that it isn’t up to date—and seeing credits consumed in the process. Wiza checks whether the contact details are up to date or not when you export them, and it doesn’t deduct the credits if they are outdated. It’s only fair, right?

Works wonders with LinkedIn. Most of the information in this social media platform is up to date, but it can be complicated to export these contacts. No one loves copy/paste, and that’s why Wiza’s Chrome extension can easily let you export searches into prospect or talent lists so spend less time in preparation and more in conversation.

Integration with all your sales systems. ZoomInfo integrates natively with your sales CRM and other sales apps, but there’s a catch: you need to pay to get them integrated. And, apart from its native integrations, there aren’t many ways you can get it to talk to your other sales apps. Wiza doesn’t charge you a cent to integrate with your CRM and, better still, integrates with Zapier, so you can automate your work processes across thousands of apps as you find new leads.

Get contact information via API. Are you tech-savvy? Good, we’ve got tools for you: integrate the Wiza API with your software and get contact information just by passing us the LinkedIn profile link. Don’t have that? Send us a name or a company instead, we’ll grab it for you and drop it in whichever app you use to manage your sales process.

ZoomInfo SalesOS explained

As you can see, the ZoomInfo SalesOS really lives up to its “operating system” tag. A contact database with plenty of insights and productivity tools on top, it’s a strong tool to help you find leads who are ready to do business with you. However, if you’re not ready to commit to its high price tag or are looking for an app that integrates with your current sales stack, sign up for a free Wiza account here.