Ask a 6sense BDR anything (May 2024)
6sense is a powerful but complex tool - and our BDRs are here to help.
We're happy to share our newest RevCity offering - Ask a 6sense BDR anything. Think of it as having your own personal hotline to our BDRs, who know what you're going through and have your back. 👊
Leave your questions and current roadblocks below, and they'll share how they're using 6sense to maximize their performance.
Check out our previous threads here.
Comments
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Would love to hear your top three tips on leveraging 6sense signals in your outbound emails!
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Hi Philip! I've been a top-performing 6sense BDR for almost two and a half years now and have always leveraged our signals in my emails. My top three tips are:
1. Intent Keyword + Location: Craft targeted messaging based on intent keywords and location. For instance, if someone in Atlanta searches for "ABM" or "account-based marketing," email Atlanta marketers about ABM benefits and share a relevant statistic. Additionally, check the if they use a competitor and highlight differentiators if they do, or emphasize industry leadership if they don't.2. Website Visits + Location: Craft targeted messaging based on webpage and location. Similar to the intent keyword example, if someone in Nashville visits "https://6sense.com/guides/conversational-email/", email Nashville marketers about leveraging generative AI and tie it to an industry/company use case. Like if they're a University I'll share how others Universities are using it.
3. Branded vs. Generic Intent Keywords: Accounts with 30 generic keywords but no branded searches indicate interest without industry familiarity. I'll step in as an industry expert, highlighting third-party evaluations.0 -
Hi Philip! I've been a top-performing 6sense BDR for almost two and a half years and I leverage our intent signals in all my outbound emails. Here are my top three tips:
- Keyword Intent + Location: Craft targeted messaging based on intent keywords and location. For instance, if someone in Atlanta searches for "ABM," email Atlanta marketers about ABM benefits and share a relevant customer success statistic. (Bonus tip, check if they use a competitor and highlight differentiators if they do, or emphasize industry leadership if they don't.)
- Webpage Visit + Location: Similar to the first point, craft targeted messaging based on webpage visits and location. For instance, if someone in Nashville visits "https://6sense.com/guides/conversational-email/", email Nashville marketers about generative AI, including the webpage link and relevant industry use cases. For example, for a University, highlight how other Universities currently leverage Conversational Email.
- Branded vs. Generic Keyword Intent: Accounts with 30 generic keywords but no branded searches indicate interest without industry familiarity. I'll step in as an industry expert, highlighting third-party evaluations and make choosing us a no-brainer.
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Hello!
Would love some help with voicemails. Over the course of a sequence/cadence, how many voicemails do you leave (assuming the prospect doesn't pick up any call)? If more than one, what does your messaging sound like in subsequent voicemails compared to the first?1 -
Howdy @ryanrad39,
Rob here - lead BDR on the enterprise team! I love leaving voicemails to bump me emails (and in many cases it's great for drawing attention to a gift I sent or thought leadership.)
All things considered I probably leave 2 voicemails per sequence if I make 5-6 calls to the person over the course of a few weeks. First voicemail I introduce myself, mention any emails, gifts, or recent linkedin connections, drop a line about what I noticed in their business that led me to reach out and then tell them my cell # or best place to reach me.
Second voicemail I treat like a bump email something along the lines of "Hey XYZ, Rob calling from 6sense. Just wanted to check in on some of the stuff I sent along. Am I totally off? Would love to catch up and hear where your head is at as you tackle XYZ priorities this year! Feel free to give me a ring on my cell or email always works great. Looking forward to it"
Hope this helps!
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Hello, I have received questions from our sales team on how best to narrow down the right persona when they can only see the location search - especially when the targets are big enterprise accounts in a big area?
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Hey @Meitalf, great question! Definitely one of the most frequently asked ones for BDR/sales trainings. It can be tough to weed through intent coming from a major city or a hub for a big enterprise account.
The way I usually go about it is to select 5-7 good personas from that area and send over messaging about the topic they were researching. When using 6sense for prospecting, my motto is "where there's smoke, there's fire" If someone in the office cares about this topic, there's likely others that care about it too especially if they're in the same location/department. Often times I've had people forward my emails over to colleagues.
I think using 6sense as a compass to determine persona, location, and what they care about, then starting with a few good contacts for outreach is the best way to go. Hope this helps!
Rob@6sense
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@Meitalf Not sure if your reps have access to LinkedIn Sales Navigator (LISN) but if so, the locational intent data from 6sense combined with the filtering features provided by LinkedIn Sales Navigator are extremely helpful for our reps. If they understand your ideal persona, have the location data from 6sense, and can use LISN filters to narrow based on company name/contact location/title/department/etc. They'll be able to curate a list of contacts that their outreach will likely resonate with. That will also provide them a list of ideal contacts to multi-thread outreach to in order to engage multiple members of the prospect's buying committee.
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