How to Use Sales Intelligence Effectively (Quick Guide)

Meghana
Meghana Posts: 2 6senser
edited March 21 in RevCity

Sales Intelligence (SI) is a 6sense Revenue AI platform that helps sellers identify which accounts are in-market, understand buying intent, and connect with the right decision-makers at the right time. Think of Sales Intelligence as a compass for smarter prospecting—it guides where to focus your efforts, but it works best when paired with strong sales judgment and execution.

1. Start with the Dashboard: Prioritise What Matters

The Dashboard is your command centre for daily sales prioritisation. Use the Dashboard daily to decide where to focus your time.

  • Prioritise your owned accounts in CRM
  • Filter and sort by
    • Account Temperature (Hot New, Hot, Warm)
    • 6QA Status
    • Sales Activity
    • Opportunity Status
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  • Focus on Hot accounts and review Recent Activities to identify intent spikes from anonymous and known buyers. Outreach works best shortly after spikes in web visits or keyword activity.
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2. Use Discovery to Find New Opportunities

The Discovery workspace helps you prospect beyond your CRM into whitespace accounts and contacts. Discovery helps uncover in‑market accounts and people, including whitespace.

  • Use Accounts / Contacts in CRM = Yes/No to separate whitespace vs expansion
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  • Layer intent signals:
    • Keywords & Keyword Groups (competitors, ICP themes)
    • Website & specific URL visits
    • Temperature, Buying Stage, Profile Fit
  • Save filters and reuse them
  • Use Saved Lists or Segments (ABM) to align with Marketing

3. Deep Dive with the Account Details Page

When you open an account, you gain access to rich insights that power personalised outreach.

Key Tabs to Use:

Signals

  • See keywords being researched across the B2B network
  • Identify visits to your website and high-intent pages (e.g., pricing, product pages)
  • Use geolocation data to determine where buying interest is strongest
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Example use case: If an account is researching competitors and visiting your pricing page, this may indicate a strong competitor takeout opportunity.

Technographics

  • Understand what technologies the account is currently using
  • Identify complementary tools or competitive solutions

Psychographics

  • Learn what topics the company engages with on blogs and websites
  • Align messaging with their interests and priorities

Job Postings

  • See roles currently being hired
  • Identify department growth and strategic initiatives
  • Use this insight to start more relevant sales conversations

4. Find and Target the Right People

To build the buying committee:

  • From Signals / Timeline, jump to People Discovery by geo location
    • Identify where intent activity is happening geographically
    • Click the People icon to view contacts from that location
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  • Narrow results using filters such as:
    • Contact location
    • Job function
    • Job title
    • Seniority
  • Use Persona Map or View All People for coverage
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5. Unlock and Export People Records Thoughtfully

Before unlocking or exporting contacts:

  • Filter by Email Confidence = A+ or A
  • Apply Dial Type filters to ensure reachable numbers
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Credit Usage

  • 1 credit = 1 unlocked/exported/enriched record
  • Re-enriching the same record within 12 months is free
  • Contact your 6Sense Primary Admin if you need credits allocated

6. Use AI Writer to Accelerate Outreach (If enabled by your 6Sense admin)

The AI Writer helps generate first-draft outreach emails.

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How credits work:

  • 1 credit = 1 draft + 4 regenerations
  • Additional 5 regenerations = 1 extra credit

This is ideal for faster personalisation at scale.

7. Work Anywhere with the Chrome Extension

The 6sense Chrome Extension brings insights directly into your daily workflow.

You can access 6sense insights from:

  • LinkedIn & LinkedIn Sales Navigator
  • Salesforce
  • Salesloft
  • Company websites

Chat with RevvyAI

A new feature within the extension lets you:

  • Ask questions about the account you’re viewing
  • Get instant, contextual insights without switching tools

Note: Chat with RevvyAI is currently in beta and may not be available to all customers. General availability is planned for mid‑year.

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8. Access Sales Intelligence Inside Your CRM and SEP

6sense insights are available directly inside your systems through managed apps and widgets.

Supported Platforms:

  • Salesforce
  • Salesforce Sales Engagement
  • Salesloft
  • Outreach.io
  • Microsoft Dynamics
  • HubSpot CRM

This ensures sellers never have to leave their core tools.

9. Use Lists to Organise and Activate Accounts

Lists help you track, enrich, and export accounts and contacts.

How to create lists:

  • Build directly in Discovery using filters
  • Upload a CSV file (ideal if you already have a prospect list)

Common Use Cases:

  • Campaign targeting (Marketing)
  • Account tracking (Sales)
  • Intent monitoring for known prospect lists

10. Stay Informed with Alerts

Follow:

  • Individual accounts
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  • Saved filters
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  • Saved lists

You’ll receive daily alert emails when new intent or activity occurs—ensuring you never miss a buying signal.

Final Thought

Sales Intelligence is most powerful when used consistently and intentionally. Focus on intent, prioritise the right accounts, personalise your messaging, and meet buyers where they already are. When used well, Sales Intelligence doesn’t just improve productivity—it improves outcomes.

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