6sense

👋 Psst, B2B sellers: Consultative selling is your winning strategy. 9/10 buyers say they chose vendors who became trusted advisors during the sales journey. Consultative selling isn't easy, but the time and effort pays off. Here's how AI makes it easier to be a consultative seller: ➡️ Automate mundane tasks so you can spend more time with people and less time with tech. ➡️ Reveal patterns in buyer behavior by analyzing their activities and their unique characteristics. ➡️ Determine an account’s place in their buying journey based on their real-time activities. ➡️ Personalize emails at scale and respond to inquires faster with generative AI. Remember: AI can save you time, but it can't replace empathy or deep understanding of your customer's problem. It's a tool in your toolbox, and the best sellers combine it with a deft human touch. Keep reading about AI tools for consultative selling: https://okt.to/ShNX1K

👏 Major props to Paul Russell and his team at Vertiv on their inspiring success with Project Opera: their pilot program to test a new account-based go-to-market strategy while expanding internationally. They achieved remarkable results in a short span: ✅ $1M pipeline within 4 weeks ✅ 80% increase in marketing-found pipeline ✅ First order within 7 weeks of BDR engagement ✅ 428% increase in target account web visitors ✅ 320% increase in unique visitors per target account "The pilot not only validated our ABM strategy but also showcased the power of precise targeting and alignment between sales and marketing. 6sense was instrumental in our success, providing the insights needed to capture and engage our most valuable prospects.” – Paul Russell, Global Customer Marketing Director at Vertiv. Read more about Project Opera and Vertiv's strategy: https://okt.to/0Nzxk4

🍽️ Who's hungry?? We're serving up tasty intel for what's cooking in the B2B marketing world. Sign up for our monthly Secret Sauce email newsletter for content that makes you smarter and better at your job: https://okt.to/AT3uZ1 PS: Get a real, tasty home-cooked recipe at the end of every newsletter – shared by 6sensors!

6sense and ON24 are better together! With our new integration, joint customers can use ON24 first-party engagement data and 6sense intent data to deliver hyper-personalized, engaging experiences at scale. Use this combination to increase ROI and revenue growth by: ➡️ Activating an integrated ABM strategy across digital channels. ➡️ Creating dynamic audience segments. ➡️ Delivering targeted interactions and tailored content to unique audience segments. ➡️ Orchestrating campaigns and buying journeys. ➡️ Improving account targeting, lead quality and conversion. Saima Rashid, our SVP of Marketing & Revenue Analytics, said it best: “Personalization is key to effectively engage B2B buyers. By activating insights from 6sense intent data with ON24 segmentation and personalization capabilities, marketing leaders can deliver relevant experiences across the buyer journey at scale." Get the full scoop on our new revenue-driving integration: https://okt.to/i1HT6I

⚡ POWER UP: LEVEL 1 ⚡ CRO Latané Conant (she/her) revealed the key to an account-based strategy that keeps you ahead of the competition: Focusing on the most winnable accounts and contacts. Missed this #LevelUp webinar featuring Latané and Head of Research Kerry Cunningham? Watch it on demand and learn why you should adopt an account-based strategy: https://okt.to/Ez3c5r

So many of us are focused on aggressive growth tactics. Maybe it’s time to take step back and think about how we can prioritize for recurring impact and sustainable success. We spoke with 🐶 Jacco van der Kooij, Founder of Winning by Design, about exactly that. In this evolving landscape, Jacco highlighted the necessity of shifting from quantity to quality in our sales strategies. His experience showed that understanding and leveraging key metrics are the backbone of effective customer engagement, enabling better decision-making and long-term growth. For all you GTM professionals out there, take heed: As boring and laborious as it may seem, investing time in refining your strategies to focus on recurring impact is non-negotiable for leveraging AI to its fullest potential.

How makes business growth sustainable? There’s a shift coming from the “growth at all costs" mindset to one that favors recurring impact.  As we leverage AI and advanced strategies, it's clear that focusing on consistent value delivery is critical to ongoing success. In other words, if there’s ever been a time to move from quantity to quality, it’s now—that’s our ticket to smarter, more impactful revenue generation. Plus, it translates to long-term growth—and what revenue leader doesn’t want that? On this week's 6sense Revenue Makers, Saima Rashid and I sat down with 🐶 Jacco van der Kooij from Winning by Design to answer and many more questions. Jacco is full of energy and insights - definitely check it out!  Full episode link in the comments.

🧟 Data decay is a silent revenue killer that plagues many B2B organizations – maybe even yours. With an average annual contact data decay rate of 22.5%, the impact on your bottom line can be substantial. Here are five strategies to help you combat data decay and safeguard your revenue: 1️⃣ Understand the types of data decay. Familiarize yourself with the various forms of data decay, including contact, funding, firmographic, and technographic decay. Each type can have a significant impact on your revenue potential. 2️⃣ Quantify the cost of data decay. Calculate the potential revenue loss caused by data decay in your organization. This will help you prioritize data management initiatives and secure buy-in from key stakeholders. 3️⃣ Implement regular data cleansing. Establish a routine for identifying and updating outdated, inaccurate, or duplicate data in your CRM. This proactive approach will minimize the impact of data decay on your sales and marketing efforts. 4️⃣ Invest in a robust data management system. Consider partnering with a provider who uses automation and AI to cleanse, enrich, and acquire new data (like 6sense 👋). This ensures your database stays accurate and up-to-date. 5️⃣ Monitor and measure. Continuously track key metrics related to data quality, such as email bounce rates, conversion rates, and sales performance. It'll help you identify areas for improvement and the ROI of your data management initiatives. Use these strategies to protect yourself from the hidden costs of data decay and empower your revenue team to make better decisions based on accurate, trustworthy data.

As practitioners work to infuse brand and demand activities into their email marketing strategies to promote hyper-personalized communication with prospects and customers, this webinar will discuss how targeting specific accounts with tailored messages can enhance both brand perception and demand generation, leading to more effective and efficient marketing outcomes. Register now for tomorrow's session featuring experts from Exclaimer, 6sense & Reachdesk: https://lnkd.in/eHtezDfA

Google’s recent decision not to deprecate third-party cookies in Chrome underscores the need for a diversified approach to account identification and targeting. While Google’s news is certainly a shift, the reality is that third-party cookies have been fading for years as other browsers have stopped using them and privacy regulations have changed. Google’s wavering on the topic of cookies doesn’t affect 6sense users, because we’ve built a robust, future-proof strategy for industry-leading account identification. Our patented 6signal™ system leverages multiple identifiers, including integrations with closed ecosystem ad platforms like LinkedIn and Facebook, to ensure precise targeting. Additionally, our use of alternative identifiers like RampID and Unified ID, along with publisher first-party data, ensures we remain effective with or without cookies. Here’s how we’ve been future-proofing our identification and targeting solution: ✅ Integrations with Closed Ecosystem Ad Platforms • Platforms like Google, LinkedIn, and Meta provide robust first-party data. • 6sense's native integrations leverage this data for precise targeting, bypassing third-party cookies. ✅ Persona Targeting • Essential for targeting the right audience within identified companies to maximize advertising investment. ✅ Contextual Targeting • Advertising on pages about specific topics reaches audiences in the right frame of mind, improving results. ✅ Alternative Identifiers • Use of RampID, Unified ID, and others for cookie-free audience targeting and reporting. • More robust and privacy-conscious than traditional cookie-based identifiers. Despite Google’s latest move, the decline of third-party cookies continues. Our adaptable, multi-graph strategy keeps 6sense and our clients ahead of the curve, ready for whatever the future holds.