Case Study: Chorus by ZoomInfo achieves faster sales cycles and higher win rates with Substrata

How ZoomInfo Uses Substrata to Maximize Deal Velocity and Reduce Execution Risk Across High-Velocity Sales Cycles

Chorus by ZoomInfo, a business data and SaaS provider, faced a challenge in its high-velocity sales environment. Traditional data and automation could not reveal the critical human factors causing deals to stall, such as silent objections from buyers and misalignment among stakeholders. To gain clarity, they turned to Substrata and its products like SoundWave to analyze conversational cues in their sales interactions.

By implementing Substrata's behavioral analysis across emails, calls, and meetings, ZoomInfo gained real-time insight into deal health. The solution enabled reps to identify hidden risks, correct course on stalled deals, and improve stakeholder engagement. As a result, Substrata helped ZoomInfo achieve a 21% reduction in sales cycle length, a 17% increase in win rates, and a 19% improvement in sales quota attainment.

Chorus by ZoomInfo

Dakota Greene

Enterprise Sales Leader