Solid product for intent data
November 14, 2020
Solid product for intent data
Score 9 out of 10
Overall Satisfaction with 6sense
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.
They're very quick to alert me if we have a disconnection between our SFDC and the platform; faster than our own team is in some cases. They're also very proactive about adjusting the modeling of accounts and products so they're capturing the most information that would be relevant for us. This speaks more to customer success than support, but often, support will need to get involved to help assist in these changes.
The platform is pretty straightforward as far as creating new segments and what's available to do so. The launch of digital advertising has greatly improved in recent months which has been great for our digital team. Adding or removing users and updating integration points is pretty easy as well. Reporting has also been recently updated which makes reporting on usage and ROI much easier too.
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If you're trying to identify contacts that are showing interest in an account, you will probably have to do some deep diving using LinkedIn Sales Navigator and another prospecting tool to get that person's contact information. The use of complementary tools with 6sense to identify anonymous activity happening on an account is a must. 6sense does a tremendous job at identifying accounts that are showing interest and contacts that are engaged (if they are known contacts in your database) and alerting reps to that activity through SFDC reports and 6sense alerts.