ZoomInfo powers the world's outbound prospecting — and gets the majority of its own new business from inbound. Tal Raz, ZoomInfo's CMO, explains the flywheel behind a $1.2B ARR go-to-market machine.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.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's a data problem, not an AI problem), how GTM Studio compresses a weeks-long campaign launch into hours, and what "no leaders leaders" looks like as a real operating philosophy inside a public company.EPISODE CHAPTERS

Intro

Why ZoomInfo — master of outbound — relies on inbound for most new revenue

Why AI search (ChatGPT, Gemini) is dismantling traditional SEO-driven inbound

The execution gap: why AI-powered outreach so often gets it wrong

GTM Studio: how to compress weeks of campaign prep into hours

AI SDRs — real replacement for human sales reps, or just hype?

Managing a 100-person global marketing team from Israel

How to measure marketing by working backwards from ACV, not MQLs

What Henry Schuck really thinks about brand marketing

The apology billboard: turning a product failure into a campaign

Labubu at Dreamforce: making the case for playful B2B marketing

"No leaders leaders": why ZoomInfo's C-suite stays in the weeds

From marketing analyst to CMO: Tal's 9-year journey at one company

How AI is changing what it means to be a marketer