Anyone who has ever trick-or-treated knows how to read a street. Dark houses get skipped. The ones that went all out on decorations get the visit. For sellers, a 6sense Qualified Account (6QA) is a house with jack-o’-lanterns and one of those 8-foot-tall skeletons in the yard. Intent activity, content engagement, and ideal customer profile […]
A strong GTM strategy gives sellers three things: a short list of in-market accounts, the signals that explain why those accounts matter now, and the right contacts to reach first. Most sellers start the week with a long account list, a fuzzy sense of priority, and a CRM full of contacts who may or may […]
The best CSM teams boost NRR by knowing their customers well and making sure they’re getting real value from what they bought. The hard part is that a lot happens between check-ins, and not all of it shows up in a product dashboard. A team might be exploring a new use case, sizing up […]
Your B2B advertising campaign did its job, and an account landed on your qualified account list. Marketing is excited. Then the handoff to the sales team happens, and momentum slows to a crawl. This is a challenge of account-based marketing: You can drive account engagement, but that engagement doesn’t automatically become pipeline until you start […]
Single-threaded deals are your primary source of late-stage deal risk. One person in a buying group can’t move a deal forward alone. When your reps own one relationship per account and ignore the rest, you’re not really in a deal. You’re managing a single point of failure. And when that person leaves, gets reassigned, or […]
Most B2B revenue teams aren’t failing because of bad execution. They’re failing because they’re executing well against assumptions that stopped being true a long time ago. Data from more than 10,000 B2B buying journeys reveals a consistent pattern: The mental models that govern how most teams allocate budget, measure success, and deploy sellers are systematically […]
For most B2B revenue teams, signals stream in from many different sources: website behavior, keyword searches, intent signals, and so forth. The problem for GTM teams isn’t having too few signals; it’s having no context to understand what they mean together. What signals can and can’t tell you A signal is an observable event or […]
At any given moment, roughly 7-8% of your TAM is close enough to a purchase decision to be worth a rep’s time. The other 92% aren’t going anywhere — at least not this quarter. Most sales orgs are staffed and structured as if that ratio is reversed. The fix isn’t more headcount. It’s sharper signal-driven […]
If you’re evaluating 6sense vs. UserGems, you’ve probably encountered UserGems in a conversation about the efficiency of re-connecting with your customer champions when they move to new companies. Rekindling those relationships is an excellent way to win new accounts, and UserGems is good at helping you spot those opportunities. But it’s one tactic, not a […]
Understanding buying signals is a lot like sussing out a potential new relationship. Misreading signals is a reliable path to an uncomfortable situation for everyone involved. Let’s talk about what happens when someone completely misreads the room. A brief, highly relatable disaster You’re somewhere social. A work event, a friend’s birthday party, a coffee shop […]
Buyers have gotten very good at researching you before you ever get a chance to research them. By the time most sellers make first contact, the buying group has already shortlisted vendors, consumed competitor content, and formed opinions that are harder to change than most reps realize. The only real response is to close the […]
Successful sales prospecting depends a lot on timing, so let’s discuss how you can: There are two steps in this process: Cold call timing basics: Using the clock First, let’s talk about the basics: the stuff that any seller can do regardless of the technology they’re using to assist with outreach. All you need is […]
