Buying Stage - What assigns accounts to a stage?

Justine Eads

Hi,

Trying to understand why accounts are showing up in certain stages. Where can I see what goes into each stage? For example, purchasing stage did they receive a quote?

Thanks,

Justine

Taylor Matysik

@Justine Eads It (the data taxonomy model) is operating off your CRM data, if Account A is assigned to "consideration" it is looking at the aggregate data set of your CRM data (for that product category, if applicable) and determining how closely Account A's behavior mirrors previous accounts (where an opportunity was opened/closed won)behavior and then placing Account A in the appropriate stage based on their behavior up to a given point.

If you want to better understand how specific intent signal play into each stage, it would be worth having your 6sense CSM set you up with one of their technical consultants.

It's worth noting that if you are looking for an answer like "2 blog page visits + 1 webinar attend + 1 inbound form fill = Decision," you probably won't get that sort of answer, that isn't how the buying stage AI works.

Hope this helps shed some light, cheers!

Brandon McBride

It's worth noting that if you are looking for an answer like "2 blog page visits + 1 webinar attend + 1 inbound form fill = Decision," you probably won't get that sort of answer, that isn't how the buying stage AI works.

@Justine Eads Taylor is right on point here. These stages aren't tied to any one specific action or a specific combination of actions that an account takes.

The simplified version is that the buying stage model takes the accounts in your CRM who have opened an opportunity, the on-site and off-site actions they took, and then applies that to all accounts - both inside and outside of your CRM.

The best way to look at the stages may be through the lens of your Model Report, which shows the likelihood of an account opening an opportunity within 90 days of being worked.

It's very possible for an account to hit the Purchase stage, and consequently be at a higher likelihood of opening an opportunity, without ever interacting with someone at your company.

hasingh233

@Justine Eads as Taylor and Brandon mentioned, it is really hard to pin-point what exact activities are driving an account to a particular buying stage.

We had a similar question, and reached out to our 6sense CSM to understand this better and they provided this output which was helpful. But, please note the activities in these stages are subject to change over period of time.

Justine Eads

Awesome, this was all super helpful. I am going to check with our CSM to get a better understanding of what goes into our model. I looked through our data taxonomy and did not seeing anything with quotes being mapped which I think is odd.

Jarrod Cohen

Yes, definitely make sure your taxonomy is up to speed — quote requests might count as form fills, which could be mapped already.

As others have said, it's a combination of a lot of things but over time the machine gets better and smarter. For instance, we've seen the data model improve in the months since we've gone live. Constantly feeding it data from as many of your sources as you can and keeping up with mapping as new pages go live can help!