Your perfect customer is out there, with the exact pain points you solve for.
You just need to find them, and that’s 6sense specialty.
Only 10% of accounts you want to pursue are actually in-market looking to buy. Our platform understands complex buyer behavior to better prioritize your team on the accounts you’re most likely to win.
ICP stands for Ideal Customer Profile. It’s a collection of firmographic and technographic features commonly seen amongst your customers and closed-won accounts, such as:
There may be other features that stand out, but these traits represent potential customers who are highly likely to be interested in your solution, profitable for your business and satisfied customers.
You can manually determine your ICP by going over past opportunities to look for similarities shared by successful closed-won accounts. Eventually, a pattern should emerge. You can also ask your salespeople what their dream account looks like – hopefully they know!
The problem, however, is that both approaches are time consuming and full of guesswork.
A more efficient option is leveraging technology such as an account-based sales and marketing platform with audience intelligence capabilities.
Pattern-recognizing software can almost instantly identify what your ideal customers have in common — including traits that sales may have never noticed before.
Layering AI predictions from 6sense to inform your ICP has drastic impacts on your organization’s bottom line. In fact, companies that use 6sense to define their ICP are 120% more effective at generating revenue.
6sense uses your ICP to help you create lists for prospect outreach.
These audience lists can be based on firmographic details, or behavioral characteristics like the company’s intent data, campaign engagement, and buying stage.
6sense can also be used to test and reveal new ICPs, helping you identify opportunities for expansion.
win rate from 6sense-identified accounts
conversion rate from key accounts to sales-accepted opportunities
