How to Connect Salesforce with ZoomInfo (2026)

Integration Overview

ZoomInfo and Salesforce have a native, first-party integration delivered through the ZoomInfo for Salesforce managed package. This integration allows sales and marketing teams to access ZoomInfo's B2B contact and company database directly within Salesforce, automatically enrich CRM records with firmographic and contact data, and surface buying intent signals on accounts.

The integration is available to ZoomInfo customers on SalesOS plans and is one of ZoomInfo's most mature connectors. It operates as a Salesforce managed package that you install in your Salesforce org, combined with configuration in ZoomInfo's admin settings.

What This Integration Does

The ZoomInfo-Salesforce integration provides several categories of functionality:

• Record enrichment: Automatically append ZoomInfo data to existing Salesforce leads, contacts, and accounts. This includes phone numbers, email addresses, job titles, company size, revenue, industry, and technology stack information.
• Prospecting within Salesforce: Search ZoomInfo's database from within the Salesforce interface and create new leads or contacts directly from search results.
• Intent data: Surface ZoomInfo's buying intent signals on Salesforce account records, showing which companies are actively researching topics related to your product.
• Data maintenance: Identify and flag stale, incomplete, or duplicate records in your Salesforce org using ZoomInfo's data quality tools.

Prerequisites

Before installing the integration, confirm that you have:

1. An active ZoomInfo SalesOS subscription with admin access
2. A Salesforce org (Enterprise, Unlimited, or Performance edition recommended) with System Administrator privileges
3. API access enabled on your Salesforce org
4. Permission to install managed packages in your Salesforce org (check with your Salesforce admin if your org restricts package installations)

Step-by-Step Setup

Step 1: Install the ZoomInfo Managed Package

Log in to ZoomInfo and navigate to Admin, then Integrations. Select Salesforce from the available integrations. ZoomInfo will provide an installation link for the Salesforce managed package. Click the link, which will redirect you to Salesforce's package installation screen.

In Salesforce, choose whether to install the package for all users, specific profiles, or admin only. For initial setup, installing for admin only is recommended so you can configure and test before rolling out to the full team. Click Install and wait for Salesforce to complete the installation. You will receive an email confirmation when it is done.

Step 2: Configure the Salesforce Connection in ZoomInfo

Return to ZoomInfo's admin settings. Under the Salesforce integration section, click Connect to authorize ZoomInfo to access your Salesforce org. You will be prompted to log in to Salesforce via OAuth. Use a dedicated integration user or service account rather than a personal admin account, so the connection remains stable if team members leave.

After authentication, ZoomInfo will verify the connection and display your Salesforce org ID and connected user.

Step 3: Configure Field Mapping

ZoomInfo needs to know which ZoomInfo fields map to which Salesforce fields. In ZoomInfo's integration settings, you will find a field mapping interface for leads, contacts, and accounts. Review and configure:

• Lead fields: Map ZoomInfo fields like direct phone, mobile phone, email, job title, company name, and company size to the corresponding Salesforce lead fields.
• Contact fields: Similar mapping for Salesforce contact records, including phone, email, title, and department.
• Account fields: Map company-level data including industry, employee count, annual revenue, headquarters address, and technology stack to Salesforce account fields.

ZoomInfo provides default mappings that work for standard Salesforce field layouts. If you use custom fields, adjust the mappings accordingly. Pay attention to the overwrite settings: you can choose whether ZoomInfo data should overwrite existing Salesforce data or only fill in blank fields.

Step 4: Set Up Auto-Enrichment Rules

ZoomInfo can automatically enrich Salesforce records on a schedule or when specific triggers occur. Configure the auto-enrichment settings:

• New record enrichment: Automatically enrich new leads and contacts when they are created in Salesforce. This is useful for inbound leads that arrive with minimal information.
• Scheduled enrichment: Run periodic enrichment jobs (daily, weekly, or monthly) to update existing records with the latest ZoomInfo data. This catches job changes, new phone numbers, and company updates.
• Scope: Define which records to enrich. You can limit enrichment to specific record types, lead sources, or owner groups to manage ZoomInfo credit usage.

Step 5: Add ZoomInfo Components to Salesforce Layouts

The managed package includes Lightning components that you can add to your Salesforce page layouts. In Salesforce Setup, navigate to the Lightning App Builder for your lead, contact, or account record pages. Add the ZoomInfo component, which typically appears as a card showing enrichment data and a link to view the full ZoomInfo profile.

The ZoomInfo Chrome Extension for Salesforce

In addition to the managed package, ZoomInfo offers a Chrome extension (ZoomInfo Copilot or the ZoomInfo extension) that works alongside Salesforce in the browser. When a rep is viewing a Salesforce record, the extension can:

• Display the ZoomInfo profile for the contact or account in a sidebar panel
• Show organizational charts and reporting structures
• Reveal additional contacts at the same company who are not yet in Salesforce
• Allow one-click export of new contacts from ZoomInfo into Salesforce

The Chrome extension is separate from the managed package and can be used independently or alongside it. Install it from the Chrome Web Store and sign in with your ZoomInfo credentials.

Intent Data in Salesforce

ZoomInfo's intent data tracks which companies are actively researching topics online, based on content consumption signals. When the Salesforce integration is configured for intent data:

• Intent signals appear on Salesforce account records, showing the topics being researched and the signal strength
• You can create Salesforce reports and dashboards filtered by intent topics to prioritize outreach
• Sales reps can see which accounts are showing buying behavior before making outbound calls
• Intent data can trigger Salesforce workflow rules or flow automations (for example, assigning a high-intent account to a specific rep or creating a task)

Intent data configuration requires selecting which intent topics are relevant to your business. ZoomInfo provides a library of topics; choose the ones that align with your product categories and competitive landscape.

Data Cleaning and Deduplication

ZoomInfo's data quality features help maintain Salesforce hygiene:

• Duplicate detection: ZoomInfo can identify duplicate leads, contacts, and accounts in your Salesforce org by matching on email, phone, company, and other fields. Results are surfaced in a report that you can review before merging records.
• Stale data identification: Flag records where key fields (like job title, company, or phone number) are outdated based on ZoomInfo's database. This helps reps focus on records with accurate contact information.
• Do-Not-Contact compliance: ZoomInfo can cross-reference your Salesforce records against its do-not-contact lists to identify contacts who should not be reached.

What Data Syncs and How

Limitations and Considerations

• Credit consumption: ZoomInfo operates on a credit-based model. Every record enrichment or contact reveal consumes credits. Auto-enrichment can burn through credits quickly if not scoped carefully. Set enrichment rules to target only high-priority records.
• Data accuracy varies: ZoomInfo's data is generally strong for North American B2B companies but can be less complete for smaller companies, non-English-speaking markets, or recently changed information. Always treat enriched data as a starting point, not absolute truth.
• Overwrite risks: If auto-enrichment is set to overwrite existing data, it may replace manually entered information that your reps consider more accurate. Use "fill blank fields only" mode initially and switch to overwrite only after validating data quality.
• Salesforce API limits: The integration consumes Salesforce API calls, particularly during bulk enrichment runs. Monitor your API usage in Salesforce Setup under System Overview, especially if you have other integrations competing for API capacity.
• Installation permissions: Some Salesforce orgs have restrictions on managed package installations. If your org uses a change management process or sandbox-to-production deployment workflow, plan accordingly.
• Privacy and compliance: ZoomInfo collects contact data from public and proprietary sources. Ensure your use of enriched data complies with applicable privacy regulations (GDPR, CCPA) and your organization's data handling policies.

Troubleshooting Common Issues

Records not enriching

Check that the ZoomInfo-Salesforce connection is active in ZoomInfo's admin settings. Verify that the record matches a ZoomInfo profile (the enrichment only works when ZoomInfo can find a match based on email, name, or company). Also confirm that your ZoomInfo credit balance has not been exhausted.

Field mapping errors

If enriched data appears in the wrong Salesforce fields, review the field mapping configuration in ZoomInfo's integration settings. Ensure that the Salesforce field types match (for example, do not map a ZoomInfo text field to a Salesforce picklist field unless the values align).

Managed package not appearing

If the ZoomInfo components do not appear in Salesforce after installation, check the installed packages list under Salesforce Setup. Verify that the package is deployed to the correct user profiles. You may need to add the ZoomInfo Lightning component to your page layouts manually through the Lightning App Builder.