Resellers have a unique business model. Because they are working with manufacturers and distributors and to sell products to end users or other businesses, they have a lot of stakeholders and buyers to account for.
But who supports the resellers that want to uncover which manufacturers need their services?
Finding the right companies, that are also in-market, requires the ability to uncover critical research activity happening at manufacturers.
Because so much of the buying journey — roughly 70% — happens anonymously, resellers need a platform like 6sense to uncover critical insights.
By matching key activities — keyword research, website engagement, competitor research — to the accounts where it happens, manufacturing resellers can unlock important intelligence about their prospective customers.
Let’s look at three ways 6sense empowers resellers to sell more products.
Keyword Groups
Resellers with multiple products might struggle to accurately track interest across their entire spectrum.
Without insights into which specific products and brands are seeing the most interest, it becomes difficult to optimize sales and marketing tactics.
6sense makes it much easier to track your different products with keyword groups.
One of the key capabilities of 6sense is the ability to input a list of keywords — both specific to your brand and generic to your industry — that are then tracked across our intent network to reveal buyer engagement with those topics.
Resellers can go a step further and group their keywords based on their products to track activity on a more granular level.
Account Prioritization
Knowing where to focus your activities is a struggle for every business. 6sense helps resellers prioritize their sales and marketing campaigns by surfacing the best leads and opportunities.
Because 6sense uncovers hidden buying activity the platform can alert you to in-market manufacturing companies way before you would ever become aware of them.
Instead of focusing on static account lists based on territories, or waiting for a prospect to fill out a form, your teams can use 6sense to find hot prospects.
Additionally, 6sense gives you the power to segment your audiences based on their buying activity. You can set up campaigns based on:
- Content consumed
- Campaigns engaged with
- Product interest
- Buying stage
6sense gives you a shortcut for targeting the right manufacturers at the right time.
Contact Data
Modern buying teams are large. They average seven to 19 people. It’s critical you multi-thread your deals as much as possible.
6sense makes it easy to acquire contact data for critical stakeholders.
With just a few clicks you can:
- Acquire email addresses and phone numbers
- Sync that contact data to Salesforce and MAPs
- Add contacts to relevant SalesLoft and Outreach cadences
6sense removes the need to hunt for contact information, shortening the amount of time to engaging with key buyers.
Conclusion
Resellers face unique challenges in their attempt to support manufacturers. 6sense makes it easier to find the right accounts, prioritize outreach to them, and be sure you’re reaching the right buyers.
Interested in learning more? Click here to learn more about 6sense’s ability to help resellers and manufacturers.
