Chris Dutton, Head of Marketing Operations at 6sense, walks us through the “No 6QA Left Behind” program, aimed to automate the nurturing of warm leads.
Using 6sense qualified accounts, AI-driven predictions that classify which accounts are most likely to buy, to drive automation, our program aims to address the challenge of unworked qualified accounts.
When account becomes qualified, a 6QA, 6sense enriches contact and account information and syncs it back to the appropriate records in your CRM and MAP. Additionally, 6sense employs persona mapping, where they categorize title-level details into persona buckets. This helps them tailor their approach and messaging to different personas within the account. From there, specific contacts are added into relevant SalesLoft cadences that engage key personas, multithread into the account and book meetings.