Why Every AE Should Login to 6sense SI Every Day

The best AEs know they need to prospect even if they have a BDR doing it full-time for their accounts. But let's say you're an AE that doesn't need to, or, more likely, doesn't want to prospect. Is 6sense of any value to them? Absolutely! An AE should login to Sales Intelligence (SI) every single day for the sole purpose of monitoring the activity of every account where they're working an open Opportunity.

Before how, why? Simple: prospects rarely volunteer all of the research they're doing. Sure, sometimes they might volunteer that they were poking around your website, or that they attended a webinar, but most of the time, they do not. They may not want the seller to know, or they may think the seller doesn't care. But a great seller wants every morsel of information about what the accounts they are actively selling to are doing. Some concrete examples:

1. Is the prospect on the site at all? If not, major red flag!!!
2. What pages are they looking at? Are they looking at pages related to products we're not currently discussing as part of the deal? If so, what's the best way to bring it up on the next call that's not saying, "I saw you looking at our webpages about Product X."
3. Are there any clues in the geolocation data indicating someone may be doing research that's not already involved?
4. If the keyword activity isn't too crazy, are there any competitor keywords showing up that I don't already know are in the deal?

That's it! An AE doesn't need to spend hours in 6sense unless they're prospecting, but a daily check-in of 10-30 minutes (depending on how many Opportunities an AE is working) should be a no-brainer.

How to Check on Active Opportunity Activity in Just 2 Clicks

To do it, there's a prominent "Latest Opportunity Status" filter available to sellers where they can check "Open" and their dashboard will be filtered down to only those accounts where they have an active Opportunity.

Once the account list is filtered, it's just two clicks to get to the good stuff:
1. Click on the Account to open the side panel account view.
2. Click on the Intent & Web Activities tab and focus on the Top Pages Visited. Keywords are interesting, but there's often going to be a lot of noise in there, and web visits will be easier to analyze and better signal.