Resources to pitch account-based internally

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Gina Occhipinti
Gina Occhipinti Posts: 14 6senser
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Hey RevHeads!

A customer of mine is looking for resources other 6sense customers have used to evangelize the 6sense account-based approach internally. Has anyone else been in their shoes and have a resource that really landed well with your internal colleagues that you'd be willing to please share?

Thank you!

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  • Kimberly Conklin
    Kimberly Conklin Posts: 472 6senser

    @Gina Occhipinti Hi! I think this Breakthrough deck from @hasingh233 and @kfortman would be useful.

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

    Hey @Gina Occhipinti! I have some slides that worked well for me in getting our sales leadership on board. What worked for them was telling the story of the modern B2B buyer - people who have access to so much information at their fingertips for free (not even at the cost of their personal information) that they feel confident making the majority of their buying decisions before they even begin talking to reps. This was backed up by the stats Kerry shared from his research during his session.

    The great thing about those numbers is that they work for both marketing and sales because, if that's the state of things (it is), then our approaches to both marketing and sales need to adjust to fit that.

  • Gina Occhipinti
    Gina Occhipinti Posts: 14 6senser

    This is gold, thank you all!!

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

    @Jana_Marketing_Maven Brilliant description. Did that resonate well with less tech-savvy sellers? We have a few of those.

    I'm stealing that idea as an introduction to the video series I just made.

  • Jana_Marketing_Maven
    Jana_Marketing_Maven Posts: 81 ✭✭✭✭✭✭

    It did. We decided to keep it super simple for the rank-and-file sales team. The upper sales mgmt had already seen the presentation directly from 6sense and understood the concept of 'dark funnel'. For the rest we talked about understanding what people may be researching outside of our site/view today.

    The biggest thing that is a sticking/hard point for everyone to remember is that keywords are NOT what they are searching for online. In my videos I have a few key things I tell salespeople:

    1. The first rule of 6sense is: We don't talk about 6sense.
    2. Keywords do not mean this is what the person/organization is searching. Google/BING, etc are NEVER going to give that data up. These are the keywords we have asked the system to listen for - if they are on an article/video/page that is linked to the 6sense network and that keyword is prevalent enough for the AI to think it's relevant - it will show up.

    Our first rule of 6sense is for some sellers who will be all "We saw you were researching XYZ" sigh.

  • Rachel Zerilla
    Rachel Zerilla Posts: 218 6senser

    @Gina Occhipinti There are some really good adoption presentations from this year and last year from Breakthrough!

  • Kristi Tutt
    Kristi Tutt Posts: 5 ✭✭✭✭
    edited November 2023

    My manager just created an internal board (it's a work in progress still as we just onboarded): https://engage.folloze.com/center-of-excellence-6sense-plus-folloze that we will keep adding too.

  • Gina Occhipinti
    Gina Occhipinti Posts: 14 6senser

    @Kristi Tutt this 6sense internal board is so cool, the organization is immaculate. So easy to see everything!

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