Contact Recommendations: How We Determine Recommended Contacts in Sales Intelligence?

Swetha Sundararajan
Swetha Sundararajan Posts: 1 6senser
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In Sales Intelligence, recommended contacts appear in two places within the web app:

  • Highlights section on the Account Details page
  • Persona Map

1. Highlights Section - Account Details Page

This section shows two types of recommendations:

a) Contacts to Reach

These are contacts already in your MAP/CRM that 6sense recommends reaching out to.

Ranking logic for contacts showing up here:

  1. High Intent: Contacts with a high intent score that haven’t been recently reached by Sales.
  2. Engaged, but not recently reached: Contacts engaged with Marketing in the past 4 weeks but not reached by Sales.
  3. Most important unreached persona at high-intent location: Top persona contacts from a high-intent location that haven’t been reached by Sales.
  4. Strong Profile: Contacts with a strong persona fit that haven’t been recently reached by Sales.

b) Contacts to Acquire

These are net-new contacts from 6sense’s database who are not in your MAP/CRM but are strong persona fits.

Ranking logic for contacts showing up here:

  1. Strong persona at high-intent location: Contacts at locations with the most anonymous intent, ranked by profile fit score.
  2. Strong persona fit: Contacts with the highest profile fit score.

For Non-Predictive Customers:

  • Only Contacts to Acquire are shown.
  • “Strong Profile” = contact fits the configured persona map.

2. Persona Map

Contacts displayed here belong to the functions and job levels configured in the persona map settings.

  • For Predictive Customers:
    • Known contacts are ordered based on engagement scores.
  • For Non-Predictive Customers:
    • 6sense only shows Contacts to Acquire (not Contacts to Reach).
    • “Strong Profile” = contact fits the configured persona map.
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