6Sense Sales Intelligence Columns: What do your AEs/BDRs find most useful?

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Brandon McBride
Brandon McBride Posts: 293 ✭✭✭✭✭✭
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I'm working on a set of micro-learning videos for our sales team. In one of them, I'd like to cover column setup. Which columns do your sellers find most helpful, and it what order?

I'm going to share my thoughts below on the non-required columns. I invite you to correct me if you disagree. I highly encourage it, because I want to give my sellers the best instruction possible.

  • Actions: Is this necessary at the dashboard view if they're going to dive into actions in the account view to work the account?
  • Graph: Absolutely vital for this view for both AEs and BDRs.
  • Buying Stage: Vital for looking at Decision & Purchase.
  • Last Sales Activity (Account): Also vital, for checking for unworked accounts.
  • Last 6QA: Very important - they'll need to understand what the 6QA means to them.
  • Latest Opportunity Status: Unsure, as I'll probably recommend having them filter on Opportunity Status.
  • Account Location: Again unsure, as our Salesforce data should be accurate (HA!).
  • Account Owner: Not necessary for AEs since they'll be sorting on this. More useful for BDRs.
  • Engagement Activities (Last 30 Days): Not sure they'll understand the value of this - will it just overwhelm them?
  • Sales Activities from Last 6QA (Account): Very important.
  • Account Reach: Important for detecting low-reach accounts.
  • Profile Fit: Important for prioritizing strong vs. moderate.
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  • Fatima
    Fatima Posts: 6 6senser

    Hey Brandon! I'm part of our growth team here (aka commercial) I agree with the most import columns you've mentioned above^ as a BDR, the actions tab is nice especially when you're trying to get everything in order fast. My top filter is probabaly our graph followed by last 6qa date, last sales activity, and buying stage. It's always great to see when the last opportunity was closed out and once I check out the notes on their top priorities of what they wanted to solve when they last evaluated, I mention that plus any new recently searched keywords or competitors they account may be showing🙂

  • Samantha Vongphachanh
    Samantha Vongphachanh Posts: 4 6senser

    Hey Brandon!

    I'm one of the BDRs here at 6sense and wanted to give a little input!

    I personally use the temp more than anything - if I've hit all my hot accounts for the week I'll filter out the warm accounts and hit those, if I feel like I need to start warming up some of the cold accounts I'll filter to cold to send nurture messaging. Intent score is always important, but it kind of goes hand in hand with the temp, so it'll be whichever one your team finds most successful.

    I don't think "actions" are that necessary as your reps know to do their due diligence into account research.

    "Opportunity status" can help with messaging - telling reps to look at notes from the previous meeting and see if there are any gold nuggets they can use in their outreach.

    I do think "engagement activities" could be useful just so they know which accounts have been hit and which ones still need touches - help them go wide.

    Try using all the filters you think are necessary and narrow them down as you go. Hope this helps!

    -Sam Vongphachanh

  • Brandon McBride
    Brandon McBride Posts: 293 ✭✭✭✭✭✭

    @Fatima and @Samantha Vongphachanh

    Thank you both so much! This is incredibly helpful.

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