<p>ZoomInfo powers the world&#39;s outbound prospecting — and gets the majority of its own new business from inbound. Tal Raz, ZoomInfo&#39;s CMO, explains the flywheel behind a $1.2B ARR go-to-market machine.</p><p>Tal is a nine-year veteran of ZoomInfo who joined as a marketing analyst and built her way to the C-suite by obsessing over funnel gaps, data quality, and campaign execution. She now leads a ~100-person global marketing team and is one of the architects behind how ZoomInfo actually goes to market — using its own platform to do it.</p><p>In this conversation, Tal explains why AI tools like ChatGPT and Gemini are doing the buyer research that used to land on your website — and what that means for inbound-dependent companies. She breaks down why most AI-powered outreach fails (it&#39;s a data problem, not an AI problem), how GTM Studio compresses a weeks-long campaign launch into hours, and what &quot;no leaders leaders&quot; looks like as a real operating philosophy inside a public company.</p><p>EPISODE CHAPTERS</p><p>(00:00) Intro</p><p>(01:11) Why ZoomInfo — master of outbound — relies on inbound for most new revenue</p><p>(07:18) Why AI search (ChatGPT, Gemini) is dismantling traditional SEO-driven inbound</p><p>(11:01) The execution gap: why AI-powered outreach so often gets it wrong</p><p>(15:33) GTM Studio: how to compress weeks of campaign prep into hours</p><p>(23:23) AI SDRs — real replacement for human sales reps, or just hype?</p><p>(27:42) Managing a 100-person global marketing team from Israel</p><p>(33:11) How to measure marketing by working backwards from ACV, not MQLs</p><p>(41:46) What Henry Schuck really thinks about brand marketing</p><p>(44:58) The apology billboard: turning a product failure into a campaign</p><p>(50:50) Labubu at Dreamforce: making the case for playful B2B marketing</p><p>(54:18) &quot;No leaders leaders&quot;: why ZoomInfo&#39;s C-suite stays in the weeds</p><p>(57:56) From marketing analyst to CMO: Tal&#39;s 9-year journey at one company</p><p>(01:04:56) How AI is changing what it means to be a marketer</p><p>(01:10:22) Rapid fire: favorite book, admired company, and thought leader</p><p><br></p><p>WHERE TO FIND TAL</p><p>LinkedIn: <a href="https://www.linkedin.com/in/tal-raz-46529620/" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/tal-raz-46529620/</a></p><p>WHERE TO FIND TIM</p><p>LinkedIn: <a href="https://www.linkedin.com/in/timsoulo/" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/timsoulo/</a></p><p>X: @timsouloWebsite: <a href="https://www.timsoulo.com/" target="_blank" rel="ugc noopener noreferrer">https://www.timsoulo.com/</a></p><p>REFERENCED</p><p>ZoomInfo: <a href="https://www.zoominfo.com/" target="_blank" rel="ugc noopener noreferrer">https://www.zoominfo.com/</a></p><p>ZoomInfo GTM Studio: <a href="https://www.zoominfo.com/products/gtm-studio" target="_blank" rel="ugc noopener noreferrer">https://www.zoominfo.com/products/gtm-studio</a></p><p>Gamma (the &quot;Office&quot; campaign): <a href="https://gamma.app/" target="_blank" rel="ugc noopener noreferrer">https://gamma.app/</a></p><p>The 7 Habits of Highly Effective People (Stephen Covey): <a href="https://www.goodreads.com/book/show/36072.The_7_Habits_of_Highly_Effective_People" target="_blank" rel="ugc noopener noreferrer">https://www.goodreads.com/book/show/36072.The_7_Habits_of_Highly_Effective_People</a></p><p>Kieran Flanagan: <a href="https://www.linkedin.com/in/kieranjflanagan" target="_blank" rel="ugc noopener noreferrer">https://www.linkedin.com/in/kieranjflanagan</a></p><p>Labubu (Pop Mart): <a href="https://www.popmart.com/us" target="_blank" rel="ugc noopener noreferrer">https://www.popmart.com/us</a></p><p>Ahrefs: <a href="https://ahrefs.com/" target="_blank" rel="ugc noopener noreferrer">https://ahrefs.com</a></p><p><br></p>