Prospecting

Introduction  It’s common to confuse prospecting with lead generation. Both involve identifying potential customers and driving revenue. What makes them different? The approach and the stage of the sales process. Prospecting is all about finding potential customers who fit your target market. This could involve anything from cold calling to scouring LinkedIn for the right […]

Quick Read Summary The role of BDRs and SDRs is evolving, shaped by advances in AI, buyer behavior, and the need for more strategic engagement. While AI has introduced automation for tasks like email writing and initial prospect outreach, it is enhancing rather than replacing BDR functions. Already, 60% of BDRs are using AI tools and most see these technologies […]

At my first SiriusDecisions Summit, I asked attendees two questions: I’ve run similar polls on LinkedIn with the same results. Marketers structure plans around tactics we personally ignore. This is especially true for BDRs. The golden rule litmus test for BDRs Ask yourself: If the answer is no to either, it’s time for a reckoning. […]

“BDR Transformation” isn’t just a buzzword—it’s the key to unlocking smarter sales. Join Van Miner, Head of Business Development at 6sense, to dive into how BDRs and BDR Leaders can level up with data-driven strategies, sharper outreach, and better alignment with sales goals.

Introduction Back in 2020, we wrote a book called BDRs Are a BFD. In it, we argued that business development reps (BDRs) are pivotal to the success of modern B2B sales and marketing efforts. Not only are they the primary driver of pipeline, they’re also the voice of the brand and the curators of the prospect experience. […]

Buyers crave personalized messaging; in fact, 72% of B2B buyers expect personalized content. That means generic emails and outreach will never pass muster.   Of course, every BDR wants to craft a perfectly personalized message for every single buyer. The problem? There’s not enough time in the day to do that. Or at least, there wasn’t […]

We operate in an era of AI-powered sales tools and automated sequences. With these advanced solutions at our fingertips, the old-fashioned sales approach to cold calling seems obsolete. But data tells a surprising story: Strategic cold calling remains one of the most effective ways to drive B2B sales results. In this guide, learn why cold […]

Studies have found that the typical win rate for inbound leads is 1.5x-2.5x higher than outbound leads. So it’s no surprise that so many B2B sales orgs focus much more attention on maximizing inbound leads, and less time trying to make first contact with a phone call.  You don’t get much more outdated than using […]

If you’re not yet automating your outbound efforts, you’re missing a huge opportunity to take some burden off your team while also boosting pipeline. In this webinar session, our 6sense AI experts, Adam Kaiser, Mac Conn and Chris Dutton, reveal six winning plays for automating outbound. In this session, you’ll learn:

What is a sales prospecting template? Sales prospecting templates are structured frameworks used for outreach by revenue teams. If you don’t already have one, it’s time to start building it. If you do, it’s probably time to review it. By offering a consistent format, sales prospecting templates bring efficiency to the complex processes of prospecting, […]

Tired of low email reply rates and struggling to book meetings? You’re not alone. Cold calling can feel like a grind, but it’s still one of the most effective ways to boost sales.  In this webinar session, Nick Cegelski, Founder of 30 Minutes to President’s Club and Ernest Owusu, 6sense’s Head of Sales Development Transformation […]

Let’s start with some numbers: the average turnover rate of sales reps is a whopping 35% (and at 10% of companies, the attrition rate is as high as 55%.)   The cost of replacing an employee ranges from half to twice their salary. More than half of voluntarily exiting employees report that their manager or company […]

  Ready to learn more? Hear from Nick in our upcoming webinar! Get actionable insights to help you master the art of cold calling from Nick Cegelski, Founder of 30 Minutes to President’s Club and Ernest Owusu, 6sense Head of Sales Development Transformation, on December 3rd at 9AM PT / 12PM ET / 5PM GMT. Let’s face […]

  Hiring BDRs isn’t hard. But hiring great BDRs? Now that’s a whole different game. It’s a crucial process that can make or break your sales pipeline. In this episode, 6sense’s very own Head of Sales Development Transformation, Ernest Owusu shares how he recruits top talent and builds a team that consistently delivers. Ernest also […]

The BDR role is often both the hardest and most underappreciated role in any organization.   Business Development Representatives are tasked with:  As one B2B SaaS CEO recently wrote on LinkedIn: “The BDR job is harder than it’s ever been. There are just not enough human hours in a day for BDRs to be consistently successful.”  […]

Underworked and ignored accounts are some of the biggest sources of friction between sales and marketing teams. It’s no surprise why: There’s often an onslaught of inbound requests, lots of wasted effort on uninterested contacts, and gaps throughout the qualification process.   And the stakes are about as high as it gets: When revenue teams fail […]

What’s Covered:  In this Q&A webinar, Ernest Owusu, Sr. Director, Sales Development at 6sense, and special guests, Dre Lydon, Senior Director, Sales Development, at Postscript, and Lee Kleinsmith, Global Business Development Executive, discuss the evolution of social selling.  You’ll hear: 

What’s Covered:  In this Q&A webinar Ernest Owusu, Sr. Director, Sales Development at 6sense, alongside Michael Brown, Sr. Director, Global Business Development at Reltio, highlights how to use multi-threading successfully as an essential sales tactic.  You’ll hear: 

What’s Covered:  In this Q&A webinar Ernest Owusu, Sr. Director, Sales Development at 6sense, and Ashley Kelly, VP, Global Sales Development at Rippling, discuss the art of crafting emails.  You’ll hear: 

What’s Covered:  In this Q&A webinar Ernest Owusu, Sr. Director, Sales Development at 6sense, and David Wilkins, Founder of SDR Leaders of EMEA, discuss the best practices for cold calling.  You’ll hear: 

Studies have found that the typical win rate for inbound leads is 1.5x-2.5x higher than outbound leads.   This makes sense from a logical standpoint: inbound leads are raising their hands and saying, “hey I want to talk.” Whereas outbound leads are typically associated with cold outreach, meaning they might not be in-market or at the […]

. Quick Read Summary Despite the endless drip of LinkedIn posts announcing layoffs and budget cuts in B2B, BDRs are mostly thriving. BDRs told us that their organizations are either maintaining or expanding their BDR team and quotas – both indications that organizations are gearing up for growth.   And, despite aggressive targets, BDRs are maintaining […]

Raise your hand if you’ve been personally victimized by an outbound email.   In this episode of PG Tuesdays, 6sense’s Chief Revenue Officer Latané Conant and Mac Conn, 6sense’s VP of Commercial Sales, talk about why most outbound emails today are subpar. Personalization is what will get your prospects to open and engage with them. […]

• The Big Picture, about 1 minute• A Closer Look, about 1 minute• The Deep Dive, about 11 minutes• Appendix, about 4 minutes The Big Picture Reading Time: 278 words; about 1 minute B2B buyers follow a consistent pattern when making purchase decisions. They spend 70% of their buying journey doing their own research before […]

B2B sales prospecting is the lifeblood of any successful enterprise. It’s about actively seeking out companies or businesses that are a perfect fit for what you offer and trying to start a conversation with them.  Ultimately, sales prospecting aims to nurture and convert prospects into valuable customers. But that’s easier said than done!  According to […]

Christian Webb, Lead BDR at 6sense, highlights the benefits of using 6sense Revenue AI for Sales. The hot accounts dashboard provides a comprehensive view, enabling effective segmentation and collaboration. The 6QA (6sense Qualified Account) feature automates account scoring, ensuring timely sales engagement. Actionable insights, such as profile fit and engagement recommendations, enhance outreach efforts. 6sense […]

Van Miner, Director of Sales Development at 6sense, walks you through how he inspects hot accounts and runs 1:1s with reps using 6sense Revenue AI for Sales. In his day-to-day, Van utilizes a variety of prioritization dashboards, recommended actions, and predictive insights inside of 6sense to effectively inspect the accounts his team is working. Sales […]

Christian Webb, Lead BDR at 6sense, walks you through how he uses the 6sense Chrome Extension to enhance his prospecting. With this extension, users can access valuable insights and data directly from LinkedIn profiles, sales navigator lists, and even company websites. By simply clicking on a person of interest, the extension provides a comprehensive view […]

One of the greatest advantages that AI offers B2B sellers and B2B marketers is the ability to create automated prospecting strategies that are highly scalable.  Buyers prefer personalized communication, but without AI’s assistance, it’s too time-consuming and costly for human employees to personalize prospecting emails at high volumes — let alone automate those campaigns. But […]

According to a recent 6sense survey of 221 manufacturers, only 10% of their buyers are nearing a purchase decision at any given time.  This stat should give manufacturers pause because, unless they know who that 10% is, they could be spending 90% of their sales and marketing efforts on accounts that have no interest (or […]

Selling has gotten harder in 2023, but many B2B BDRs are still hitting quotas. See what sets them apart and how to strengthen the odds.

See inside of the 6sense platform and learn more about the key features that sales teams love about 6sense.

Find this episode and subscribe to our series on these podcast platforms: A conversation with Snowflake’s Lars Nilsson At 6sense, we love to love BDRs! So we were thrilled to welcome the godfather of BDRs/SDRs himself, Lars Nilsson — VP Global Sales Development at Snowflake, and founder and CEO of SalesSource, a premier consulting firm […]

Thanks to a user base of over 900 million people, LinkedIn is one of the most comprehensive prospecting tools available to B2B sellers. LinkedIn Sales Navigator is already a best friend for many of them. Using the tool correctly and efficiently can lead to a robust understanding of buyers, accounts, and whole industries. With LinkedIn […]

Four sales leaders with exhaustive BDR experience will field questions in real-time about industry trends, how to up your LinkedIn game, and career advice.

Meeting buyers where they are is critical for BDR success.

Understand why reaching multiple decision makers is key for winning a deal.

Millions of emails go out a day. Make sure yours stand out.

Learn ways to stand out in your cold calling approach.

Rob Simmons is a Vice President of Commercial Sales at LeanData. Connect with Rob on both Twitter and LinkedIn.  LinkedIn is the world’s largest professional social network, utilized by over 300 million active users every month for professional networking and career development. And, believe it or not, over 40% of LinkedIn’s active monthly users log […]

Kim Peterson is the Content Marketing Specialist at LeanData, where she digs deep into all aspects of the SaaS sales process and shares her findings through multiple content channels. Connect with Kim on LinkedIn. Social selling is a HUGE part of modern day lead generation. In fact, 42% of buyers research the sellers who contact […]

Ryan Moline leads Partner Marketing and Product Marketing for native Integrations at Bombora. With over 10 years of experience working with marketing technology, Ryan brings a passion for Account-Based Marketing technology and strategy to Bombora, helping customers and prospects understand how they can use intent data to build world-class ABM programs.  BDRs are some of […]

Great sales pitches consistently capture buyers’ attention by using key selling psychology traits to close the deal. This article lays out the structure of the perfect sales pitch and the psychology behind it so that you can create a sales pitch for your organization that keeps buyers curious, excited, and engaged. The Anatomy of a […]

The CAN-SPAM Act is a 2003 law passed to regulate the sending of commercial emails. It set standards for how businesses send emails and manage their contact lists. The aim was to create clear rules for honest sellers, and also cut down on a then-growing trend of unsolicited pornographic emails. Thankfully, CAN-SPAM and improvements in […]

Everybody remembers closing their first “big one.” They remember the huge commission received, and the feeling of victory after arduous weeks or even months of work. The key to successfully bagging an enterprise client lies in understanding the scale, being patient, and being consistent.   Enterprises are large-scale companies in terms of both size and revenue. […]

BDRs are tasked with a lot of critical — and difficult — duties. They have to: The decisions BDRs make during the early stages of an opportunity can have a long-lasting impact throughout the lifecycle of a potential deal. Proactive prospecting empowers BDRs to make better decisions about the accounts they engage, based on data […]

Introduction Pretty much everyone is predicting a recession, and it’s already impacting marketers and sellers. As potential B2B buyers re-evaluate investments and slow their purchasing plans, it’s no longer merely efficient and effective to understand which potential customers are still in-market — it’s a matter of downright survival. Unless your marketing is spot-on, inbound leads are likely to slow. And you […]

“Marketing is starting to realize just how important the sales development team is to proving that what they’re doing is turning into pipeline.” – Dan Gottlieb, TOPO

Are Marketers turning into Russian Hackers? Kyle Christensen, VP of Marketing at Zuora, thinks so! We sat down with Kyle to talk about B2BMarketing, take a listen!

As a sales leader, you know that the first meeting with a potential client sets the tone for the rest of your business relationship. If you want to make sure that you get off on the right foot, follow these five tips for pre-meeting success.  1. Ask the Prospect Questions Before the Call Before you […]

In this session, you’ll learn how to scale 6sense, best practices in enabling users, and the Tipalti playbook for taking the guesswork out of prospecting.

According to Statista, 330–375 billion emails are expected to be sent and received daily between now and 2025. Getting your B2B emails read amidst all this noise is a monumental challenge. Earning your prospects’ attention is harder than ever. Here are five tips for writing BDR outreach emails that cut through the clutter. 1. Be […]

What do the New England Patriots, Pittsburgh Steelers, Green Bay Packers and Slintel have in common? A kick-ass playbook. Whether you are a football team or a sales team, you need a playbook with all the plays needed  to achieve your “goal”.  Let us take a look at some of the best sales playbook examples. […]

An emerging thought leader for both BDRs looking to improve their game and BDR managers hungry for battle-tested best practices, Ernest Owusu currently leads 6sense’s rapidly growing sales development team. During his tenure at 6sense, he’s doubled the average pipeline sourced per BDR, and has been instrumental in developing 6sense’s unique strategic, insight-led process for […]

Objections are inevitable in the world of B2B sales, but that doesn’t mean that a deal is over when a prospect hits you with one. With the right objection handling strategy, you can help prospects address their objections in a non-confrontational way.  The key is to learn to ask the right questions that uncover the […]

To sell effectively in a competitive industry, you have to know your competitors and who they work with.  This info can help you find similar customers to serve, and position yourself to poach your competitors’ customers when they are nearing renewal. There are three main ways you can find out who a company’s customers are: […]

Sales leaders and growth leaders love outbound sales. Why? Outbound sales is a wonderful way to build a fat pipeline, and who doesn’t love that?

Well, here we are. The novel coronavirus disease, dubbed COVID-19, has forced almost every tech employee to work from home–and that doesn’t exclude our sales team either. Working from home changes the dynamics of a team significantly. Most SaaS companies are now functioning remotely, and for many, working remotely can be challenging, especially if they’re […]

While B2B buying has evolved, we are basically fumbling around in the dark, relying on the same old bag of tricks for prospecting: forms, spam, and cold calls. Ever since marketing declared “content is king,” we’ve been trying to lure prospects out of the dark by gating the content we think they need in order […]

Are you a sales leader looking for a way to optimize your cold prospecting emails? In this article, we’re here to help! We’ve worked with a lot of companies in the HR space, from recruitment to assessment platforms to staffing companies, and have seen some great results from the templates they’ve used. We’ve distilled the […]

Account-Based Prospecting — The Past, Present, and Future Account-based prospecting is a process of identifying accounts with a high probability of buying your solution and then reaching out to those accounts. This type of prospecting helps sales teams save time and energy by focusing on accounts with the best chance of conversion.  The Dusty Past […]

There are three things that go into making a good sales outreach – knowing when to connect, what to connect with, and how to connect. While the When is about the timing (duh), the with What and How aspects relate to the reason for and means of connecting respectively. Done well, the three come together […]