There’s no profession where time is more valuable than a BDR’s.
Business Development Representatives have a lot of accounts to cover and never enough hours in the day to do it. Some days, all calls and emails go unanswered, which doubles the pressure a rep feels the next day.
Go a few days without booking a meeting? That’s when it feels like everything’s on fire.
That’s where 6sense comes in. 6sense helps BDRs focus day-to-day efforts and close more deals by:
- Surfacing the hottest accounts most likely to engage
- Uncovering the real-time activities of B2B buyers
- Pointing BDRs in the right direction and recommending their next steps
For BDRs, 6sense lifts the crushing weight of expectations by providing a blueprint to succeed. Instead of throwing darts at a board, BDRs can be sure they’re reaching out to the right accounts at the right time.
Prioritize Accounts with Real-time Engagement Signals
When BDRs log into 6sense in the morning, they’re greeted with a dashboard that highlights the accounts that are showing the most buying intent.
This dashboard and its insights are calculated using several factors, including:
- Website activity
- Campaign engagement
- Keyword research
- Buying journey stage
BDRs can use this information to plan their days by prioritizing the accounts showing the highest levels of engagement. Suddenly, they’re not taking a shot in the dark when they email or call a prospect — they know for a fact the account has been researching your solutions or products. No more cold call anxiety.
For example, say a BDR logs into their 6sense portal in the morning and sees four of their accounts that have either visited their company’s website, read a piece of content, or searched for a keyword related to a product or service. This BDR now knows exactly what their first four steps are this morning: engage those accounts.
AI-powered Recommended Actions Point the Way Forward
Even with a dashboard lighting up like a neon sign, it can be hard to know the best way to engage those interested prospects. Email? Call? Event invitation? Carrier pigeon?
6sense provides BDRs with AI-powered recommended actions that help them understand where they should focus their efforts (and save our pigeon friends some miles on their wings).
These recommended actions are based on factors including the account’s buying intent, the specific pages and content that key decision-makers are engaging with on your website, and the interactions that the account has had with your sales team.
The actions that can be recommended include:
- A stakeholder you haven’t engaged that you should
- An account to engage because they’ve shown high buying intent
- An account to break into that shows strong profile fit
- Re-engaging with a key decision maker that hasn’t been contacted recently
These recommended actions are bolstered by insights into the real-time actions buyers are taking: the pages they’re visiting, the topics they’re researching, and campaigns they engage with.
For example, a BDR might see that a key decision-maker has been reading blog posts about a specific product or service. The BDR can then use this information to send a personalized email or LinkedIn message about that product or service.
As if that weren’t enough, 6sense also provides BDRs with real-time alerts when buyers visit your website or interact with your content. Timing is everything for sellers and 6sense lets BDRs strike while the iron is hot.
Uncover New Accounts and Buyers Using Powerful Filters
Using 6sense’s powerful filters, BDRs can find more accounts and buyers within their territory. Because 70% of the buying journey is done anonymously, your sellers might not even know an account is in-market if they miss that early part of the journey.
BDRs can filter by:
- Industry
- Size
- Location
- Profile fit
- Buying stage
- Firmographics
- Technographics
- And more
For instance, if a BDR is targeting manufacturing companies, they could use 6sense’s filters to find all the manufacturing companies that have more than 500 employees. They could further narrow down the search by only looking for companies that are showing buying intent.
6sense’s predictive features accelerate this process by surfacing accounts that are most likely to buy based on their unique characteristics and how that matches your ideal customer profile (ICP). This information is invaluable for BDRs, as it allows them to focus their efforts on the accounts that are most likely to convert.
And if a BDR finds a contact they haven’t previously engaged with and your database doesn’t have their contact information? 6sense makes it simple to acquire those digits (or emails, or social profiles). Within a few clicks a BDR can have the contact info to a previously unknown buyer, sync it with their critical tech, and engage that person.
These features are also available in the 6sense Chrome Extension which empowers BDRs to learn more about target accounts and acquire contact information while browsing a prospect’s website.
Conclusion
BDRs arguably have the hardest job at any organization (which is why we love them!). They have high quotas, and they must get often unwilling buyers to the table.
6sense makes their job a little easier by serving up:
- Accounts and buyers in-market, in an easily digestible way
- The content and topics those buyers are researching
- AI-powered recommendations for engaging their prospects
- Tools to find previously unknown accounts that are eager to talk
We’ll never find a way to get more hours in the day. But BDRs that use 6sense will breathe a little easier knowing they’ll never have to go prospecting in the dark.
