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.

Get Started for Free

Access FREE credits to unlock relevant contact info, and see our packages for teams of all sizes.

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Solutions

Solutions

Industries

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.

Ecosystem

Integrations

Get the most out of your tech stack.

Agency Partners

Get support from our partners.

Become a Partner

Let's do more than just work together.

Dive into 6sense Revenue AI™

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

Explore Platform
Resources

Resource Library

Resource Library

Dive into various topics and content types.

Blog

Short insights, designed to educate.

In-Market Demand Report

Know which companies are interested in you.

Guides

Follow our in-depth articles & how-to’s.

6sense for 6sense

See how the 6sense team uses 6sense.

Research

Events & Webinars

The Revenue Makers Podcast

Reports & Ebooks

Recorded Demos

Tools

One Pagers

Glossary

Videos

TalkingSense

The Science of B2B

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

No email required to get a copy of this objective evaluation of the ABM vendors.

Read the Report
Customers

Customers

Meet Our Customers

See how companies like yours leverage 6sense to drive efficiency.

Customer Stories

Dive into the success and journeys of our customers .

Customer Reviews

Read real reviews to understand what 6sense can do for you.

RevCity

Connect with your peers, share successes, and learn about 6sense.

Knowledge Base & Support

Explore our help articles, product updates, and submit support tickets.

WE GET YOU. WE GOT YOU.

Introducing the 6dimensional Success Model™ – a methodology that empowers customers to unleash their full revenue potential and and achieve extraordinary outcomes.

Explore Our Success Model
Company

Company

About 6sense

Learn about our company values, vision, employee benefits, and more.

Leadership Team

Dreamers and data nerds; Meet the leadership team behind 6sense.

Careers

We want 6sense to be the best chapter of your career.

Newsroom

Read press releases, thought leadership, company announcements and more.

Community

Dive into the communities 6sense hosts and takes part in.

Become Our Partner

Let’s do more than work together. Let’s revolutionize B2B together.

Explore Our Partners

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Quick Guide: Using Sales Intelligence to Improve Processes and Results

Robust sales intelligence is the difference between good sales processes and wasteful ones. Resolve these five problems in gathering sales intelligence.

November 3, 2022 —

The 6sense Team

Chapter 1

Introduction

Chapter 2

Why Sales Intelligence Can Fail to Compute

Chapter 3

Broken Sales Processes

Chapter 4

Lack of Consistent & Verified Data

Chapter 5

Inability to Identify Opportunities & Risks

Chapter 6

Insufficient Tracking Across Channels & Devices

Chapter 7

Not Having the Right Tools

Chapter 8

The Bottom Line on Sales Intelligence

Chapter 1

Introduction

Solid sales intelligence helps boost profits by driving revenue and reducing costs. And it’s clear that better data should lead to more informed decisions that will ultimately benefit the company’s bottom line.

However, despite their best efforts, some companies still fall short of achieving peak efficiency and success due to their failure to leverage sales intelligence fully.

Chapter 2

Why Sales Intelligence Can Fail to Compute

Sales intelligence is the ability to recognize and respond to opportunities in the marketplace. It’s about having a keen sense of what you’re selling, who you’re selling it to, and how they want it.

The more you understand your customers’ needs and wants, the more effective your sales efforts will be.

We’re all familiar with the adage, “You can’t manage what you can’t measure.” But what if you can measure something, but your measurement process is flawed?

Keep reading to discover the five most common gaps in sales intelligence – and how to fill them.

Chapter 3

Broken Sales Processes

One of the most common sales intelligence gaps is a broken sales process.
Research shows companies with a well-defined sales process outgrow others by an average of 18%.

Without a defined process, sales teams are left guessing at best next steps — and those steps often turn into stumbles. And it’s not enough to have a sales process. You need to train your team to use it, and give them the tools they need to easily follow each step.

Here are tips to help you fix a broken sales process:

Break down your sales process into strategies, each with a specific goal.
Map your sales process into a CRM.
Automate as much as possible.
Prioritize opportunities. Consider layering in intent data so you can gain visibility into which accounts are close to making a purchase decision, and how much revenue a deal might represent.

Chapter 4

Lack of Consistent & Verified Data

There’s a lot of information available for B2B revenue teams. But not all of it is accurate. Some data may be outdated, or the source might be untrustworthy. Inconsistent and unverified data can make it difficult for a sales team to draw conclusions about their potential customers.

A survey conducted by Gartner found that bad data costs enterprise-level companies an average of nearly $13 million each year. The research firm also found that 60% of businesses do not measure how much bad data actually impacts the bottom line.

6sense tackles this challenge by combining AI-driven analysis with robust data gathering and partnerships that help us track and identify accounts. Read more about our match rates and methodology.

Chapter 5

Inability to Identify Opportunities & Risks

You can’t sell effectively if you don’t know your product and your competition.

You can’t capitalize on opportunities unless you know about trends or changes in your own industry, customer demand trends, and how you stack up against competitors.

This could mean losing out on a big deal or missing a subtle shift that completely alters your industry landscape.

Even worse, if you’re not able to identify risks that could damage your business, how can you prepare for them? In short, poor sales intelligence = poor sales performance.

By taking time to review your data and look for trends and patterns, you can better understand what your customers want and how they respond when something goes wrong. This knowledge will help you predict future problems and opportunities, helping you avoid costly errors.

Chapter 6

Insufficient Tracking Across Channels & Devices

How can you be sure that a lead was influenced by Twitter, for example, or whether it was generated by a prospect visiting your website after viewing a display ad or attending a trade show?

You can’t make informed decisions about which marketing channels are working if you don’t know where your opportunities are coming from.

B2B sales tend to have long sales cycles in which multiple members of a buying team will interact with your brand across several channels. That makes it hard to identify which ones are most effective at driving revenue.

6sense helps you track the marketing campaigns, content, and outreach that influence prospects — and its AI studies patterns to discern which activities are most likely to lead to deals. This helps you understand which marketing campaigns are working, and helps you forecast the value of your pipeline.

If you have companies in your pipeline that act very similarly to other customers you have closed, there’s a good chance they will become a customer, too.

Chapter 7

Not Having the Right Tools

When a sales team isn’t performing as well as it could be, it can be easy to blame employees for not being motivated or smart enough. However, that’s often not the case.

Many times, tools are missing from the existing CRM that could help you track important information. Other times, you need some sort of analytics report that’s not available — and maybe your company hasn’t yet budgeted for it.

According to a Linkedin State of Sales 2021 report, salespeople say sales technology tools are critical for helping them build trust with customers. That’s incredibly important, because the same report shows that while only 40% of customers see the typical salesperson as trustworthy, 89% considered the salesperson they ultimately bought from a “trusted advisor.”

One of the key factors bridging that gap: Customers want salespeople to know and care about their company and goals.

Great technology tracks customer records and helps you understand customer concerns. Ultimately, it not only helps you sell — it helps you advise.

Chapter 8

The Bottom Line on Sales Intelligence

The most successful salespeople don’t have magic formulas or find shortcuts that work once in a while. The best know their customers, strategies, and methodologies well enough to win time and time again.

This is true of any industry – but it’s particularly vital for B2B sellers, given their long sales cycles and high levels of uncertainty. That’s why it’s important for these professionals to always ask questions about how they do things… and improve from there.

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

Quick Guide: Using Sales Intelligence to Improve Processes and Results

Chapters

Chapter 1

Chapter 2

Chapter 3

Chapter 4

Chapter 5

Chapter 6

Chapter 7

Chapter 8

Table of Contents

Introduction

Why Sales Intelligence Can Fail to Compute

Broken Sales Processes

Lack of Consistent & Verified Data

Inability to Identify Opportunities & Risks

Insufficient Tracking Across Channels & Devices

Not Having the Right Tools

The Bottom Line on Sales Intelligence

The 6sense Team

Related Resources

Solutions

Company

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6sense Revenue AI™
for Marketing