Marketing

6sense Revenue AI™ for Marketing

Who We Help

CMO

Unite your revenue team and drive strategy across the business.

Demand Gen

Focus on in-market accounts and take the guesswork out of demand gen.

Digital

Reach the people and accounts that matter to your business.

How We Do It

Account Identification

Accurately match anonymous and known buyer behavior to accounts.

Intent Data

Uncover 3rd party buying signals at the keyword or topic level.

Predictive Analytics

AI-driven buying stage predictions align teams on the best time to engage.

Data Enrichment

Enrich accounts, leads, and contacts with accurate firmographic data.

Smart Form Fill

Autofill and shorten forms with automated, real-time form enrichment.

Audience Building

Create audiences for segmentation, activation, and analysis across channels.

Advertising

Reach target buyers with display, video, retargeting, and social ad campaigns.

Conversational Email

Leverage AI to craft personalized emails that qualify & convert accounts at scale.

Orchestrations & Workflows

Scale data operations with accurate engagement of accounts and contacts.

6sense Revenue AI™
for Marketing

Uncover hidden demand to boost marketing impact and generate higher-quality pipeline.

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Sales

6sense Revenue AI™ for Sales

Who We Help

CRO

6sense gives sales leaders the intel they need to deliver on big revenue goals.

Inside Sales

When working hundreds of accounts, knowing where to prioritize is critical.

RevOps

Use clean, complete data and scalable processes.

How We Do It

Company & People Search

B2B account and contact data with insights for when to engage prospects.

Account Intelligence

Arm reps with account insights in CRM & SEP for prioritization and personalization.

Prioritization Dashboards

Dashboards that help sellers uncover which accounts to engage and when.

Chrome Extension

Access Revenue AI insights directly from LinkedIn and other B2B websites.

Predictive Analytics

AI-driven buying stage predictions align teams on the best time to engage.

Buyer Intent Data

Uncover 3rd party buying signals at the keyword or topic level.

Prospecting Workflows

The insights sellers need in the tools they use, everyday.

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Solutions

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Business Services

Drive efficiency with a data-driven approach.

Financial Services

Acquire loyal customers with rich secure data.

Manufacturing

Modernize revenue creation with AI-driven data.

Technology & Software

Drive growth and boost customer adoption.

Transportation & Logistics

Boost conversions with targeted audiences.

Data

Our Data

The most complete dataset for B2B.

Data APIs

Real-time enrichment and personalization anywhere.

Data Packs

Reduce manual processes to achieve database connectivity.

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Integrations

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Reinvent the way your team creates, manages, and converts pipeline to revenue.

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Resource Library

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In-Market Demand Report

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The Revenue Makers Podcast

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The Science of B2B

6sense Named a Leader in Gartner Magic Quadrant for ABM for the 3rd Year in a Row

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Knowledge Base & Support

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Guide to Using AI in Sales

There are a lot of incredible ways to use AI in Sales. Tools like ChatGPT just scratch the surface of possibilities. Here’s a deeper look at the opportunities.

January 2, 2024 —

The 6sense Team

Chapter 1

Introduction

Chapter 2

7 Use Cases for AI in B2B Sales

Chapter 3

Integrating AI Into Your Existing Processes

Chapter 4

Common Mistakes to Avoid

Chapter 5

AI Tools for B2B Sellers

Chapter 6

6sense Strengths as an AI-Powered B2B Sales Tool

Chapter 7

Conclusion

Chapter 1

Introduction

Artificial intelligence is enabling B2B companies to reach their sales goals faster and more efficiently than ever before.

For the past year, a lot of the excitement around AI has focused on generative AI tools like ChatGPT and Midjourney. Their ability to help with brainstorming, creating art, and even writing articles has excited marketers. (Shoutout to our friends at Writer.com for their AI contributions to this article.)

But, there are many more use cases for AI in sales than just generative AI. In this guide, we will:

Explore 10 use cases for AI in B2B sales,
Discuss how to integrate AI into your existing processes, and
Identify common mistakes to avoid.

We will also provide a list of AI tools for B2B sellers and, of course, highlight the strengths of 6sense as an AI-powered B2B sales tool.

Chapter 2

7 Use Cases for AI in B2B Sales

1. Automating complex sales processes

AI can automate complex sales process like:

Identifying new leads from existing customer data, or find potential customers from external sources
Qualifying leads by quickly analyzing customer data and determining which leads are most likely to convert
Nurturing leads by providing personalized content and messages to keep them engaged

2. Create sales presentations

AI-powered tools like Tome and Beautiful.ai can help sales reps quickly create presentations that are tailored to specific audiences and more likely to close deals. Automated design and layout adjustments and dynamic content suggestions save significant time for sales reps.

3. Automating lead scoring

AI can simplify lead scoring and lead qualification by crunching high volumes of firmographic and behavior data to determine which accounts are most likely to close, and how much revenue is likely to be generated.

4. Automating customer segmentation

By segmenting accounts based on firmographic, technographic, and intent data, you can automatically shift buyers into campaigns that match their current buying stage and interests. This can help you deliver impactful content that makes you a trusted source on the customer’s research journey.

5. Targeting personas with personalized messaging

AI can be used to target personas with personalized messaging. As you focus on an account and begin to map out the members of its buying team, you can enroll individuals in campaigns that match the typical concerns of their role.

6. Reaching out to prospective customers

Automatically reach out to prospective customers and reply to their inquiries with generative AI. 6sense Conversational Email, for instance, can send personalized email to recipients and hold conversations based on the context of replies. 6sense uses the AI email assistant tool to warm up leads, qualify leads, and book conversations and demos with sales reps.

7. Identifying cross-sell and upsell opportunities

AI and machine learning algorithms can predict future buying behavior based on patterns seen in historical data. This allows businesses to target customers who have a high likelihood of purchasing additional products or services.

Chapter 3

Integrating AI Into Your Existing Processes

Integrating AI into your existing sales processes can be a challenge, but it is important to do it right to maximize the benefits. Here are a few tips for integrating AI into your sales processes:

Set clear goals for your AI implementation: Do you want to increase sales, improve customer satisfaction, or reduce costs? Once you know your goals, you can start to identify the AI tools and technologies that can help you achieve them.
Determine the data you need to generate insights: This data can come from a variety of sources, such as your CRM, marketing automation platform, and website analytics. Once you have identified the data you need, you can start to collect and organize it.
Prioritize the AI use cases that are most relevant for you: Not all AI use cases are created equal. Some are more relevant for certain businesses and industries than others. Prioritize the AI use cases that are most relevant for you and your business goals.
Understand the potential of AI in sales: AI can help you automate tasks, generate insights, and improve your sales performance, but it is not a replacement for human sales reps. Relationships matter, and AI cannot replace the nuanced listening and problem-solving of a good sales rep.
Account for the time and cost of implementing AI: Make sure to account for the time and cost of implementing AI before you get started. You should have a clear idea of the return on marketing investment (ROMI) that you can expect from your AI implementation.

Chapter 4

Common Mistakes to Avoid

There are a number of common mistakes that businesses make when implementing AI in sales. Here are a few mistakes to avoid:

Failing to set clear goals: Without clear goals, it is difficult to measure the success of your AI initiative.
Not having the right data for AI implementation: AI needs data to generate insights. If you do not have the right data, your AI implementation will not be successful.
Not having the right team or technology: Implementing AI can be a complex process. Make sure you have the resources you need, like support from operations, before you get started.

Focusing on too many use cases at once: It is tempting to try to implement AI in all areas of your sales process at once. It’s better to focus on a few key use cases and wait for successful results before expanding to other areas.

Chapter 5

AI Tools for B2B Sellers

There are a number of AI tools available for B2B sellers. Here are a few of the most popular:

Salesforce Einstein: This suite of AI tools that can help sales reps improve their performance. Einstein can automate tasks, generate insights, and provide recommendations. It can also be used to create and manage sales campaigns.
Microsoft Dynamics: This suite of business applications includes a number of AI tools that can be used to automate processes, improve accuracy and productivity, and provide insights into customer behavior.
Google Cloud AI: These tools are useful for analyzing customer data, identifying trends, and optimizing marketing campaigns. This suite can also be integrated with other Google products such as Gmail, Google Ads, and Google Analytics.
Amazon Lex: This conversational AI platform that can be used to create chatbots and other conversational interfaces. Lex can be used to automate sales tasks, generate insights, and improve customer service. It can also be used to create and manage sales campaigns.
6sense: The Revenue AI platform can be used to spot which accounts are currently researching solutions, identify their interests, predict buying stage, and help sales and marketing teams win more deals by reaching the right accounts at the right time with the right messages. 6sense also integrates with popular tools including Salesforce, Microsoft Dynamics, and HubSpot; and ad platforms including LinkedIn, Google Ads, and Facebook.

Chapter 6

6sense Strengths as an AI-Powered B2B Sales Tool

6sense is an AI-powered B2B sales tool that can help you improve sales performance. 6sense can:

Automate customer segmentation based on their firmographics, technographics, and behavioral data.
Personalize messaging for each customer segment.
Automate lead scoring based on their engagement with your marketing and sales content, intent data, the number of buying team members engaged in research, and similarities between prospects and previously won deals.
Identify cross-sell and upsell opportunities.
Automate complex sales processes, such as lead generation, qualification, and nurturing.
Generate actionable analytics and insights to help you identify trends, spot opportunities, and make better decisions.

Chapter 7

Conclusion

AI is transforming the way B2B companies operate. Businesses that understand the potential of AI and use it to automate complex sales processes, improve customer service, and generate new insights will be more efficient, effective, and profitable than their competitors.

Book a demo and see how 6sense’s AI-powered solution can help your revenue team meet their goals with less wasted effort and more focus.

Ready to see 6sense in action?

The 6sense Team

6sense helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team.

How We Do It

6sense Revenue AI™ for Marketing

How We Do It

Industries

Data

Ecosystem

Dive into 6sense Revenue AI™

6sense Named a Leader in Gartner Magic Quadrant for ABM for the 3rd Year in a Row

WE GET YOU. WE GOT YOU.

Company

Become Our Partner

Guide to Using AI in Sales

Chapters

Chapter 1

Chapter 2

Chapter 3

Chapter 4

Chapter 5

Chapter 6

Chapter 7

Table of Contents

Introduction

7 Use Cases for AI in B2B Sales

1. Automating complex sales processes

2. Create sales presentations

3. Automating lead scoring

4. Automating customer segmentation

5. Targeting personas with personalized messaging

6. Reaching out to prospective customers

7. Identifying cross-sell and upsell opportunities

Integrating AI Into Your Existing Processes

Common Mistakes to Avoid

AI Tools for B2B Sellers

6sense Strengths as an AI-Powered B2B Sales Tool

Conclusion

The 6sense Team

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Company

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6sense Revenue AI™
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