Funnel Build Out

Options
Lynnice Wolf
Lynnice Wolf Posts: 3 ✭✭
in All Discussions

Hi Community!

We onboarded with 6sense in July and having discussions on how to build out our funnel stages internally - specifically changing the buying stages (awareness, consideration, etc.) to names sales will recognize (i.e. aware, engaged, etc.). The other work-stream is how we disposition an account if there is no opportunity - similar to how you disposition an MQL as nurture or lost.

What has been your experience in building out your funnels and would you be willing to meet with our team to share your experience and best practices?

Comments

  • Kristen Mendenhall
    Kristen Mendenhall Posts: 17 ✭✭✭✭✭

    Hey @Lynnice Wolf,

    I did something very similar and shared about it at Breakthrough. I'll call my account stages: ABM Engaged, 6QA/MQA, ABM Working, SQA, Won. I'll attach the deck so you can see the funnel walk through on slide 6.

    When an opportunity is lost or not qualified, my team generally puts those accounts into ABM Remarketing. A chance for these accounts to reset scoring/buying stages and have an opportunity for marketing to do our job and requalify these accounts.

    I'm more than happy to chat with your team to share my experiences and what I've seen work/not work :)

    ClickingReset_KristenMendenhall.pdf.pdf


  • Brandon McBride
    Brandon McBride Posts: 293 ✭✭✭✭✭✭
    edited October 2023

    @Lynnice Wolf Regarding terminology, I would have them learn the buying stage terminology that is already in 6Sense for two reasons:

    1. The terminology is used everywhere. Changing it for internal use will only have them translating every time they read something or see something in the platform. Especially if they start using Sales Intelligence.
    2. The buying stages aren't what they're familiar with. I'm going out on a limb here, but they're probably familiar with lead lifecycle stages which is different from the buyer's journey. The buyer's journey starts well before they ever become a lead. Additionally, they can become a lead at any stage in the buyer's journey - there isn't a 1:1 correlation. Trying to assign a correlation where there isn't one will likely create a bigger mess that has to be untangled later.

    We're created lead lifecycle stages in separate fields in Salesforce and actually have the opposite problem. The stages are named after the buyer's journey stages and I'm trying to convince them to keep the terminology separate.

  • Lynnice Wolf
    Lynnice Wolf Posts: 3 ✭✭
    https://revcity.6sense.com/home/discussion/comment/1084#Comment_1084

    Hi Kristen, Thank you! This is helpful and the team and I would love to schedule time with you.

  • Lynnice Wolf
    Lynnice Wolf Posts: 3 ✭✭
    https://revcity.6sense.com/home/discussion/comment/1088#Comment_1088

    Thank you Brandon! Appreciate your feedback and how the team is approaching terminology and funnels.

Categories