Swimming Upstream: The Power of Modern Cold Calling
Introduction The counterintuitive truth about cold calling We operate in an era of AI-powered sales tools, automated sequences, and social selling. With these advanced solutions at our literal 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 […]
The CFO’s Guide to B2B Revenue Forecasting and Efficient Growth
Introduction When the economy falters, buyer behavior changes. But the key questions CFOs always ask are: By how much? And how much will it affect the sales pipeline, the lifeblood of the business? To maintain a healthy balance sheet, it’s critical for CFOs to get those answers right. And that’s where things get tricky. When […]
Business Impact Framework Report
Executive Summary Revenue generation is 120% more effective when using 6sense to identify and pursue accounts that are in-market and ready to buy. One of the greatest challenges organizations face when making the transition from lead-based to account-based is measuring the impact of an account-based approach on pipeline and revenue production. Without a clear understanding […]
Embrace Benchmarking to Discover How Your Marketing Stacks Up
Introduction Marketing encompasses so many functions that it can be difficult for marketing leaders like us to get an accurate picture of how we’re doing. Are we crushing it? Or are we falling behind? Since marketing is multifaceted, it can be hard to gauge success — unless we’re deliberate about objectively evaluating our performance. One […]
8 Rules for Building Successful & Sustainable B2B Communities
The lights are dimmed. The candles are lit. The music starts pumping. And that’s when the magic starts. I look around me and see a roomful of kindred spirits — some familiar faces, some new, but all focused on the same thing: dedicating the next hour to sweating their hearts out. This is my happy […]
The State Of Revenue-Driven Marketing
Introduction The marketing profession is undergoing a period of great transformation. As recently as 10 years ago, a B2B marketer’s primary role was to increase brand awareness and support the sales team. They primarily focused on the top of the marketing funnel by: If their efforts were measured (which wasn’t all that often), it was […]