Sales Alerts

jamieaarmstrong
jamieaarmstrong ✭✭✭✭
in All Discussions

I've just set up sales alerts within 6Sense, where each seller will receive a weekly alert for their priority accounts. How have some of you engaged sellers to use the information in the alert and find value in these emails?

Comments

  • CarlyShideler
    CarlyShideler ✭✭✭✭✭

    @jamieaarmstrong we periodically check with our sellers and SDRs, feedback varies. One feature everyone likes is to be able to customize the reports. Most established reps here seem to want less noise. So, take out most information other than direct website visits or attendance at events. Our less established reps who are still building their territory love to get all of the info. Curious what your feedback will be!

  • Jana_Marketing_Maven
    Jana_Marketing_Maven ✭✭✭✭✭✭

    I think that @CarlyShideler is accurate, our established, long-term reps use the daily alerts as a way of knowing what is going on with their accounts. Web visits, etc. Our newer reps can get overwhelmed, but still appreciate the insight.

    We have some strategic sales teams and we tightly focus their alerts to only key off of data that is relevant to their solution sets.

    Finally, we have some growth-based reps who ask for alerts for House-labeled accounts and accounts that 6sense thinks are not in our CRM (which they know to take with a grain of salt).

    last thought is that some reps do better with a weekly alert and others want daily. I start everyone with a daily but let them know they can request a change to weekly if they find it overwhelming.

  • jamieaarmstrong
    jamieaarmstrong ✭✭✭✭

    Thank you @Jana_Marketing_Maven and @CarlyShideler for your replies, it really helped!

    Our sales team are fully engaged with the alerts, but they're struggling to understand how to action them. We're making a shift from collecting all intent signals and website activity to focusing on selected intent topics and website pages to trigger an alert - which we plan to co-build with them.

  • Jana_Marketing_Maven
    Jana_Marketing_Maven ✭✭✭✭✭✭

    @jamieaarmstrong glad to hear it. If it helps at all, I do a lot of short internal videos for reps on using 6sense (how to set up the dashboard, what all the different areas mean, etc). Something I have not used as much as I likely should is the Sales Plays stuff. I am hoping to get back to that this fall. let us know how it goes!

  • Ben Funkhouser
    Ben Funkhouser 6senser

    These are all effective ways to set up alerts so sellers can act on their accounts based on new activity!

    At 6sense, the actions sellers take from alert triggers begin with researching accounts that have recently qualified. Sellers can move directly into these newly qualified accounts and use our new RevvyAI to understand why an account qualified and how to engage its buying team. From contact activity alerts, sellers can also add buyers to a list for contact data enrichment or initiate outreach through their SEP or LinkedIn. Finally, Web and Intent activity surfaced in alerts signals account interest, helping outbound sellers identify the right buying team members and highlight relevant topics to raise on cold calls or in emails.

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