Sales Intelligence Scavenger Hunt Ideas

Ami Arad

Once your sellers have been trained on how to use 6sense, it is critical that they apply their new learning while it's fresh in their minds. The best time is immediately after training. But sending them off with instructions to "use it" isn't helpful. Give your sellers clear instructions on what you want them to do, or better yet, give them a list of discrete tasks to accomplish. Packaging it all up as a "Scavenger Hunt" is a clever way to make it seem less chore-like.

Everything below can be done in a forty-five (45) minute session following training leaving fifteen (15) minutes to regroup and hopefully reward some winners (a post about reward best practices here). There are separate challenges for inside sellers and outside sellers; while there is some overlap in how they'll use it, it's better to let each role focus on their primary use cases at this stage.

Usually --but not always!-- there are some low-hanging fruit meetings that can be booked immediately after rollout, and you want to capitalize on that momentum. In other words, don't overcomplicate the exercise after training. The sooner they're prospecting into pent-up Purchase stage accounts, the sooner the whole team will hear of meetings booked, and enthusiasm for the product will spike.

For Inside Sellers:

• Review the top 3 accounts in your dashboard where an Opportunity is not already open. Prepare to prospect into them during this working session. Spend a few minutes reviewing their activities (intent, website visits, timeline, etc.). Then, outbound into contacts in the Persona Map that are in the darkest blue cells (Strong Contact Profile Fit).
• Find at least one new contact using geo-located intent.
• Unlock at least one new contact for each of those accounts.
• (If you use a Sales Engagement Platform) Add at least one contact to a cadence/sequence directly from 6sense.
• Review the Recent Activities dashboard. Are there any contacts that filled out forms that you should reach out to? If so, reach out to them.

For Field Sellers:

For every account where you have an existing open Opportunity, visit the Account Details page and review every tab looking for the following information:

• Highlights tab: Click on each recommendation in the "Actions" section. If it suggests you add a new contact, unlock and export the new contact.
• Timeline tab: Scroll through the last 2 weeks of activities for one of the accounts just to familiarize yourself with the Timeline view.
• Intent tab: do you see any competitors under "Branded Keywords" that you didn't already know were in your deal?
• Web Activities tab: Peruse the pages they're consuming. Is your messaging aligning with the content they're consuming?
• Tech & Signals tab: If you do not sell "tech," you can ignore this activity; if not, have them look through Technographics for solutions you partner or integrate with and for competitive solutions they already own.
• Persona Map tab: How multithreaded are you in this opportunity? The darker the blue, the better to woo! If there are strong personas you have not engaged with, unlock at least one new contact.

You should leave the exercise with a sense of how you and your inside sales representative will use this information to outbound into your highest priority accounts to open new opportunities.

Rachel Zerilla

Love that you included inside and field reps here! Fun to see how different roles use SI and best practices for adoption @Ami Arad !!