Item: 6sense
Rating: 10
Author: David Dang

Overall Satisfaction with 6sense

Use Cases and Deployment Scope

Back in the day we would essentially go through phone books, right? Maybe not like that, but through our CRM, the way that we use 6sense is we identify organizations that are a good fit for Imaginate and make sure that we're calling the right people at the right time with relevant information. We use that data so that we could use phone calls, emails, LinkedIn, and be able to be effective with our prospecting.

Pros and Cons

Pros

One of the things that I really like is combining website visits and some of the keyword searches that they use. Let's say if I call up a client, I could see it on the screen and I could talk about relevant things that they've already seen and see how effective, what are the challenges that they have. It seems like it lines up to what they're looking for rather than a shot in the dark.

Cons

One of the things I would like to see more of is I'd like to see more fields go into Salesforce. For example, keyword searches. If I could see the most common keyword searches or the most common websites that are visited because we can use automated dialers to essentially scale up our phone calls and I'd like to see that front page when we're prospecting. That's one of the things I think that would be very helpful for us.

Return on Investment

One of the big things, I think 6sense does a really good job is increasing the amount of pipeline that is generated within our organization. It's definitely one of the underrated things is I would say mental health, cold calling is very difficult. 6sense really makes it a lot easier to not stress out nearly as much going into these cold calls. Of course it is still going to happen, people are going to hang up, but I felt that people felt more confident going into these phone calls.

Account Identification

One of the things here I thought was kind of interesting is that they'll find a location, but it's anonymous so it's not tied to a contact, but it was actually good enough to figure out, well there's only two guys who work at that location, it's got to be one of the two, and one of them is a relevant contact, the other one's not. I'd say it's pretty helpful, right? I don't dig too much into it, but it's something I probably would have to review more on.

AI-Powered Predictions

I think we have the AI summaries, which is really helpful. Finding out the first contact who's been engaged with our marketing resource. It's a good first step. I think there are other AI tools that we're currently not using, or at least I'm not aware of, so that's something I'm looking forward to learn more about.

Key Insights

Do you think 6sense delivers good value for the price?

Yes

Are you happy with 6sense's feature set?

Yes

Did 6sense live up to sales and marketing promises?

Yes

Did implementation of 6sense go as expected?

Yes

Would you buy 6sense again?

Yes

Likelihood to Recommend

I think one of the things that was very helpful is for any organizations that are having a hard time targeting the right people, the right accounts at the right time. There's so many accounts out there and people are having a harder time processing harder than ever. Being relevant makes a big difference in differentiating yourself between other organization and I think that's a key piece for any company that are really challenged by those things.

6sense Feature Ratings

Using 6sense

Users and Roles

60 - In our organization, approximately 60 individuals actively use 6Sense, primarily representing sales teams across the Architecture, Engineering, and Construction (AEC) and Manufacturing (MFG) business units. The majority are sales representatives leveraging 6Sense to identify high-intent prospects and tailor their outreach efforts. Additionally, some managers and business development leaders utilize 6Sense to monitor account engagement, align strategy, and support the sales teams in optimizing their account-based marketing (ABM) approach. The platform has become essential for aligning sales strategies across these units, ensuring targeted efforts and maximizing engagement.

Support Headcount Required

2 - Supporting 6Sense in-house primarily requires a marketing operations specialist who can manage the technical aspects of the platform, handle data integration, and ensure that insights align with our sales and marketing goals. This person oversees data hygiene, manages workflows, and helps translate 6Sense insights into actionable strategies for the sales team. Additionally, I'm a Business Development Manager who is available to support as needed, assisting with troubleshooting, aligning account targeting, and ensuring effective utilization by sales reps. This combination of technical expertise and strategic oversight enables us to fully leverage 6Sense’s capabilities.

Business Processes Supported

6Sense helps us prioritize accounts with the highest intent to purchase, allowing our sales team to focus on those most likely to convert. This has been critical for maximizing our resources and streamlining outreach in both the AEC and MFG business units.
By providing insights into buyer intent and engagement across digital channels, 6Sense empowers our marketing team to create highly targeted campaigns, aligning closely with sales for a cohesive ABM approach that drives relevant interactions.
6Sense’s intent data informs our sales reps about each account's interests and pain points, enabling them to craft messages tailored to the prospect’s stage in the buying journey. This increases response rates and engagement.

Innovative Uses

One innovative approach we’ve taken is integrating 6Sense data with our auto dialer. By focusing on high-intent accounts identified in 6Sense, our sales reps can prioritize outbound calls more effectively, increasing call efficiency and success rates with prospects who are already showing engagement signals.

Future Planned Uses

As a reseller of many products, we could leverage 6Sense's predictive analytics to identify cross-selling and upselling opportunities within our existing customer base. By understanding where current clients are showing interest in new solutions, our team could proactively approach them with relevant offerings, enhancing customer retention and revenue growth.
6Sense could help us improve event marketing by identifying prospects or accounts that are researching relevant topics before an event. We could then target these accounts with personalized invites, follow-up, and tailored content, maximizing our impact and event ROI.
We could explore more advanced segmentation using AI-powered insights from 6Sense to create highly specific account clusters. This could allow us to develop hyper-targeted ABM campaigns for niche groups within AEC and MFG, aligning resources for even more personalized engagement.

Likelihood to Renew

I rated 6Sense a 10 because it has become an indispensable tool for our sales and marketing teams. The platform’s ability to identify high-intent accounts and provide actionable insights has significantly improved our targeting and engagement strategies, resulting in better conversion rates and a more streamlined workflow. Its predictive capabilities give us a competitive edge by allowing us to reach prospects at the right time with personalized messaging. Additionally, 6Sense’s seamless integration with our existing tech stack and CRM makes it easy for our teams to collaborate and align on shared goals. The value it brings to our business development efforts ensures it remains a crucial part of our growth strategy.

Comments

Please log in to join the conversation

6sense Review