Sales Manager 6Sense Workflows

Kyle Fulton · May 2024

Hello Everyone,

I have been using 6sense for a little over 5 years in multiple different roles within a software sales organization. I currently manage 8 AEs within a commercial mid-market business space and I'm curious to learn how other sales managers are guiding and coaching others adopting the practices of 6sense.

So far, I've been leveraging the buying stage across the board on all our reporting, including pipeline reports, forecasting, reseller partners, and leveraging across the different tools we use to actively prospect. We also have two different models of 6sense with different focuses which we encourage different talk tracks for each of those.

I'm curious to learn if other sales manager are using 6sense knowledge in unique ways that we should also adopt? OR, if any of the marketing managers in here WERE to change and go into sales, how would you coach/integrate 6sense into the daily practices of a rep?

Thanks in advance for your thoughts!

Brandon McBride · May 2024

Does your company have 6sense Sales Intelligence (either lite or full)?

Kyle Fulton · May 2024

Hi Brandon,

My assumption is that we have “lite” as we have all the information within SFDC but our sales reps do not have full log ins for the 6sense platform itself.

Taylor Matysik · May 2024

@Brandon McBride Based on @Kyle Fulton's first message, I would assume he has sales intelligence/predictive given he mentioned "buying stage" and "two models" (product categories) both of which are not available on a 6sense base package. We have brands on both basic and SI/predictive so I think I'm at least a semi-reliable source. 😅

Taylor Matysik · May 2024

@Kyle Fulton A couple pieces of intent data I would recommend you guys build some segments around would be:

1. Buying Stage AND Profile Fit - Based on your first message, it sounds like you already have your AEs oriented on buying stage, ideally they should be focused on accounts in consideration/decision. Purchase can also be good but often if you haven't gotten a foot in the door with accounts in Purchase, they are far enough in their vendor selection process that it may be difficult to win the opp at that point (I recommend you check your "model" report under Administrator Reports to validate close rate on opps whose buyer stage is Purchase). The other piece of this is Profile Fit, this will ensure that your reps are focused not only on accounts in an ideal buyer stage but those that fit your organization's ICP and are thus more likely to convert to an opp, and ultimately, to close out the deal as won.

2. Low-Funnel/High Intent Web Visitors - using the Website URL Visits segment filter criteria, filter to web visits to pricing/free-trial/demo/etc. pages that accounts would typically visit when/if they are ready to convert. You can even cross reference the criteria above (buyer stage and profile fit) with specific page visits to identify accounts in the right stage, with the right firmographic fit, and who recently last 7 - 30 days) had a minimum number of visits to these high intent pages.

My last recommendation is to set goals around 6sense usage and reenforce this expectation in your 1:1s with reps. We expect reps to register log-ins a minimum of 75% of business days and have a minimum portion of their monthly opps opened/closed-won as having been influenced by/sourced from 6sense. If you really want to ensure they are using, you can tie this to their commissions in some way. Reenforcing expectations with sales to adopt and use the tool effectively will ultimately make your reps, your team, and the organization more successful over time, even if in the short term there are some growing pains or it feels awkward while they develop their capabilities with the tool.

Hope this helps, cheers!

Sales Manager 6Sense Workflows

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