Solid product for intent data

We use 6sense for digital ad targeting for pipeline acceleration. We also train our sales and lead gen teams on the 6sense plugin within SFDC so they know how to more effectively prospect into warmer accounts. We have it integrated with LinkedIn Sales Navigator and SalesLoft to increase the speed of prospecting for sales reps at the contact level after they've identified an account that is 'in-market' (by our definition) using the 6sense intent scores and buying stages. We also use a set of reports and alerts that are set up for reps to reference so their list of 'in-market' accounts are easier to find.

Definitely. In our most recent round of QBR's run by sales leadership, multiple people had identified 6sense as the source of the opportunity by identifying that the account was in market. Our sales reps worked closely with our lead gen team to come up with a plan of attack on how to approach these accounts each week and set up meetings, trying to uncover the individuals where anonymous information was being tracked and then adding those individuals to a SalesLoft cadence for a soft outreach.

We comb through the touchpoints of an account leading up to an opportunity being created to see if they are searching for something generic and aren't sure which software may help them solve a problem or if they know us or the competition. We also use the graphic version of the touchpoints to show how an account interacts with us prior to and through a purchase. This is not as dynamic as we'd like, but it is relatively effective.