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Wednesday Wisdom: 2024 BDR Appreciation Week Report and Benchmark
Happy Wednesday Wisdom 🧠 On Monday, we looked at a finding from our latest BDR research - BDR teams have largely grown or remained stable in the past year. But there is even more good news than that! BDRs' quotas are up and they are hitting them. BDRs are also engaging in best practices such as multi-threading and…
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Metric Monday: Is Growth, Decline, or Stability the Trend for BDR Teams? #BDR Appreciation Week
Happy Metric Monday and kickoff of BDR Appreciation Week! 🎉 We 💙 BDRs and make it a priority to survey them annually to understand how they are doing in their roles. This year, we received a lot of positive feedback - one of them being team growth! With many discussions surrounding layoffs and budget cuts in B2B over the…
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Wednesday Wisdom: Is There a Gender Pay Gap in B2B Marketing? What the Research Shows
Happy Wednesday Wisdom🧠 We recently launched our annual B2B Marketer Compensation report that’s all about what marketers are earning and the things that influence their pay. These reports are a labor of love for @Kerry and me, as we believe in the importance of fair pay and want to offer a valuable resource for everyone in…
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Wednesday Wisdom: The Great Gate Debate - To Gate or Not to Gate
Happy Wednesday Wisdom 🧠 Last week, we released a new report based on our B2B Buyer Experience Research that details the activities buyers get up to during their purchase journey. An important finding from that report is that barely over 30% of active buying team members ever fill out forms - even on vendors' websites they…
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Metric Monday: Little Impact on Initial Buyer-Seller Engagement, Except for This...
B2B buyers dedicate approximately 70% of their purchasing journey to researching solutions and vendors before engaging directly with sellers. This point of first contact is remarkably consistent across industries and departments, as well as solution and purchase types, and solution price points. Interestingly, we…
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Wednesday Wisdom: New Report Release from Our Buyer Experience Research - Exploring the Dark Funnel
Happy Wednesday Wisdom 🧠✨ A new report from our Buyer Experience Research series has just been released! From the previous reports in this series, we know very well that the buyer is in control. When evaluating B2B investments, they spend 70% of their time doing as much research as they can before having direct…
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Metric Monday: Timing in B2B Buying – Winning vs. Losing Vendor Contact Points
If you've come across any part of 6sense Research's B2B Buying Journey Research, you've likely encountered the stats: B2B buyers are 70% through their buying process by the time they engage sellers directly, and, when they do engage, they do it at a time of their choosing, reaching out first to the vendor that…
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Wednesday Wisdom: NEW Marketer Compensation Report - Your Guide to Compensation Trends
Hey all, Our 2023 Compensation Report for B2B Marketing Roles is now live💸! We surveyed over 650 marketers from a variety of industries, marketing disciplines, and organizational levels - from individual contributors to CMOs - and asked them how much they are being paid. Marketers shared their base salary, average annual…
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Metric Monday: Exploring Buying Cycle Length in Manufacturing
Happy Metric Monday! Who has had the chance to dive into our latest report from our Buyer Experience Research, "Why Some Buying Journeys Are Longer Than Others"? It's filled with data on how B2B buying cycle lengths vary based on factors such as the type of solution being purchased, the cost of the purchase, the number of…
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Wednesday Wisdom:NEW Report Release from Our Buyer Experience Research-Unpacking Buying Cycle Length
It's a very happy Wednesday Wisdom because 6sense Research just released a new report informed from our Buyer Experience research! In this report, we focus on all things related to buying cycle length. The saying "Time is money" holds its weight - longer buying cycles directly postpone revenue realization for provider…
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Metric Monday: How many competitors are you up against?
Sellers, do you know how many competitors you're up against? Detailed in our 2023 Buyer Experience Report, we surveyed nearly 1,000 B2B buyers and found that they typically shortlist an average of 4 providers during their decision-making process (*but, if you caught our post last week you'll know they largely make their…
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Metric Monday: How much influence do sellers have on the purchase requirements of B2B buyers?
Hey all, Its been a couple weeks since we've had a Metric Monday due to the holidays. But we're back and today's metric is 🔥 As sellers, how much influence do we have on the purchase requirements of B2B buyers? Discussed in our 2023 Buyer Experience Report, a striking 78% of buyers revealed they've completely or largely…
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Wednesday Wisdom: What Dogs Can Teach Us About Buying Group Data (An Article)
Happy Wednesday (Wisdom 😉)! Today we are highlighting a blog written by 6sense Research's very own @Kerry. What Dogs Can Teach Us About Buying Group Data provides an excellent analogy and explanation of the limitations that result when we rely on form-fill leads. Just as dogs might sense things we as humans cannot, modern…
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Wednesday Wisdom: 6sense Revenue Technology Guide
Hi everyone, Happy Wednesday (Wisdom)! Today's recommended read is the 6sense Revenue Technology Guide. In a world of ever-expanding martech, navigating through complicated maps and endless categories is a big challenge. At 6sense, our focus is on simplifying the process rather than adding to the complexity. The Revenue…
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Wednesday Wisdom (Just In): What Research Says About When B2B Buyers Reach Out to Sellers
It's a very happy Wednesday (Wisdom✨) because we have a new read! As you might know from the 2023 Buyer Experience Report, B2B buyers dedicate a whopping 70% of their decision-making process to independent research before engaging with vendors. In our latest article Don't Call Us, We'll Call You: What Research Says About…
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Just In:Does your experience match the gloomy news we have been hearing about the economy?
Across several 6sense surveys over the past year, we have been asking marketers and sellers how their companies are doing financially. We’ve been surprised to find that what you all are telling us doesn’t seem to match what we hear in the news everyday. And, we’ve uncovered a number of factors that seem to influence how…
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Wednesday Wisdom: The Power Of Intrinsic Motivation on BDR Success (An Article)
I learned a lot about intrinsic motivation during my graduate studies, so it was fascinating to see its impact in our own research. Intrinsic motivation, or our internal drive that comes from our personal interests and values, rather than external reward, is a powerful thing. When we find this in our work, there are many…
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Wednesday Wisdom: Tracking Intent Signals (An Article)
In our study last year, we surveyed B2B organizations to understand their buyer identification processes. In our paper, Tracking Intent Signals: How Are Marketers Really Identifying Their In-Market Buyers?, we examine the most favored buying signals. The marketers we heard from displayed a clear inclination towards the old…
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Metric Monday: Form-fill rates across industries, regions, and company sizes...
A few weeks ago, we shared that only 3% of website visitors complete onsite forms, leaving 97% of valuable web traffic unidentified. Today, let’s double-click into this metric. Are form-fill rates different across industries? Does it vary by geography? What about company sizes? Our study of nearly 200 B2B professionals…
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Wednesday Wisdom: Aligning Metrics with Account-Centric Strategies (An Article)
Are you Doing One Thing and Measuring Another? Last year we surveyed nearly 400 B2B practitioners about their organizations’ go-to-market practices and their methods for understanding how those practices contribute to pipeline and revenue production. One of the eye-opening findings was that 78% of respondents employed an…