Stop wondering what works. Find battle-tested blueprints with templates and step-by-step guides organized by challenge, team, and timeline.
The challenge Here’s an uncomfortable admission: 6sense has faced the same reality as our customers. We’re running five distinct revenue motions simultaneously (inbound, outbound, ABX, AE-led direct, and partner) across four market segments. That’s 20 different “swim lanes” that need to work together. Add in the pressure of a $300M revenue target, and you’ve got […]
When Caleb Rountree joined 8×8 as a Senior ABM Manager, he inherited what many practitioners dread: a 6sense instance that had gone dormant. The original buying committee was gone. There was no defined TAM. Reporting was limited. The customer journey was fragmented. And leadership had questions about whether the investment was paying off. Caleb had […]
When a competitor suddenly exited the market, FireMon’s marketing team had 10 days to launch a coordinated competitive takeout campaign. Here’s the blueprint they used to scale ABM without breaking their team. Amy Yuan still remembers the urgency. “This is what we’ve been training for,” the FireMon Director of Marketing Operations told her team when […]
For new 6sense users, the platform offers powerful capabilities, but knowing where to start can feel overwhelming. Intent data reveals which accounts are actively researching solutions in your category, giving you the insights needed to prioritize outreach, personalize messaging, and accelerate deals. The tactics below are designed to uncover pipeline opportunities fast, whether you’re building […]
Prospecting fundamentals have shifted: At Breakthrough 2025, 6sense Head of Sales Development Transformation Ernest Owusu led a prospecting bootcamp focused on practical exercises to help teams cut through the noise. Here are some of the insights he shared. Using AI for smarter prospecting Exercise #1: Enterprise territory planning Your reps shouldn’t start from zero every […]
The challenge Most campaigns operate in static silos across disconnected channels, unable to adapt as buyers progress through their journey. This creates choppy experiences, wastes ad spend on wrong-fit accounts, and leaves sales and marketing accidentally competing instead of coordinating—turning what should be a seamless buyer journey into an obstacle course. The goal Transform disconnected, static campaigns into an intelligent, […]
The challenge Your prospects are quietly researching competitors — and your competition is setting expectations and framing the conversation for potential customers. You need to make sure you’re being considered before prospects’ perspectives are set. Tools you’ll be using: The goal Most prospects research quietly and form opinions before sales teams even know they’re in […]
The challenge Your pipeline is full of promising accounts that went dark after showing genuine buying intent. Manual follow-up efforts are inconsistent and time-consuming, leaving qualified opportunities to competitors. This playbook will give you a systematic way to re-engage dormant accounts and turn them into won customers. The goal Transform stalled accounts into active opportunities […]
The challenge Your open opportunities have gone dark. Sales isn’t hearing back, but 6sense shows these accounts are actively researching competitors. Time’s running out. You need to re-engage these accounts with targeted content that pulls them back into your sales funnel before they make a decision without you at the table. Transform silent opportunities into active sales […]
The challenge Your event registration numbers are underwhelming. You’re blasting generic invites to your entire database, but response rates are flat and you’re not reaching the right decision-makers. You need a targeted approach that identifies the right accounts and creates urgency around your event. The goal Create an intelligent workflow that uses AI agents to identify the best accounts, deliver personalized event invitations across multiple channels, and drive qualified […]
