Recent Discussions

💥 ABM opening at NinjaOne! Come join our team as an account-based marketing specialist focusing on supporting sellers and activating campaigns in the MSP segment. This is a fantastic opportunity to join the best darn ABM team in the business — and at a truly special place, NinjaOne! Apply if you love: • Crafting ambitious…

Hey all, Happy Monday! Our head of research @Kerry wrote about a really important distinction re: one of the findings in this year's buyer experience research. This year, we found that the Selection Phase (the part of the buying journey where buyers form their shortlist, set their preferences, and identify the vendor…

For years, buyers waited until 70% of the buying journey to engage sellers. It was so consistent that we dubbed this moment the Point of First Contact Constant. The name was justified; it held true across product categories, price points, and nearly everything in between. This year, however, to our surprise that point…

Here at Heinz Marketing we specialize in Predictable Pipeline. Our approach enables clients to build immersive customer experiences, accelerate revenue, and create a predictable, profitable pipeline to grow and scale their business. Here are some insights and tips on how you can start assessing your predictable pipeline to…

So, you’ve got a marketing qualified account (6QA). That’s great, but now what? The real magic happens when you turn that interest into a lead that your business development reps can call or email. Here are three solid ways to make that leap. 1. Enrich Contacts Before Handing Them Off to BDRs Timing is everything. Once an…

Activate Smarter Audiences. Align Every Touchpoint. The Fall Release helps revenue teams activate smarter audiences and boost performance across ads, email, and sales. Launch premium Connected TV campaigns with 90%+ completion rates, validate emails before sending to improve deliverability, and empower sellers with a…

Hi all! Across our years of research on B2B buying, we’ve seen time and again that buyers move well into their journeys and, in 8 out of 10 cases, decide who they’ll buy from before ever speaking to sales. In our first year of studying this, we deduced that this independence is possible for two main reasons. First, much of…

Looking for a multi-channel demand gen play to progress accounts through the buyer stage? At 6sense, our “always-on” intent-based nurture campaign does just that. This approach tailors emails and ads to each account’s intent signals and buying stage, leveraging 6sense segments and our new Audience Workflows tool for…

Hi all, If you’ve been following along in #ResearchRoad, you’ll know we just released our third year of B2B Buyer Experience Research. We surveyed more recent B2B buyers than ever, asked more questions than ever, and uncovered more findings than we’ve even finished writing about. That said, there’s already a lot to dig…

Hi everyone — looking for some recommendations! We're looking to bring in a consultant or expert who specializes in BDR cold outbound strategy to help us strengthen our outbound motion. It’s critical that this person has a deep understanding of 6sense — specifically how to operationalize intent data, use 6QAs effectively,…

Shall we call this one Metrics Monday? There are so many findings from this year’s research we could talk about endlessly, but a good place to start is another thank-you to the sponsors behind this year’s Buyer Experience Research. We thank our sponsors — 2X, MarketOne, LeadFabric, and Green Hat — for helping shape the…

With all the activity and announcements at Breakthrough last week you may have missed the news that Gartner just announced that 6sense is a Leader in ABM yet again! In this 5th iteration of the Magic Quadrant for Account-Based Marketing Platforms 6sense received the highest score amongst all vendors evaluated for Ability…

Hey all, I’m thrilled to share that this year’s Buyer Experience Report is now live — free, ungated, and available to read online. This year’s research was a collaboration between us here at the Science of B2B and our partners at 2X, MarketOne, LeadFabric, and Green Hat. We’re grateful to our sponsors for broadening the…

We’re thrilled to announce the Breakthrough 2025 Award Winners who were recognized at today's Breakthrough conference at the Fontainebleau Las Vegas! These companies and teams are setting the standard for revenue growth, efficiency, and innovation. 🏆 CATEGORY 🏅 WINNER 🚀 IMPACT AI Game Changer of the Year Simpro AI Email…

This is a Data/Ops/IT use case in the Maximize pillar. Use this playbook to inform baseline 6QA generation and conversion rates to assess resource needs, support BDR capacity planning, and optimize team efficiency for scalable pipeline and revenue growth.​

This is a Data/Ops/IT use case in the Maximize pillar. Use this playbook to leverage 6sense intent data for dynamically assigning new accounts to sales territories, ensuring proper coverage of high-intent accounts and optimizing engagement opportunities.​

This is a Sales use case in the Maximize pillar. Use this playbook to transform revenue forecasting from intuition-driven to data-driven precision, guiding teams through foundational discipline, signal-infused calibration, and predictive automation to consistently deliver highly accurate forecasts.

This is a Sales use case in the Maximize pillar. Use this playbook to align teams, monitor metrics, drive predictable pipeline by leveraging data-driven insights, improve forecast accuracy, and refine sales motions to elevate overall sales performance.

This is a Marketing use case in the Maximize pillar. Use this playbook to use 6sense insights to optimize audiences and engagement for events, gifting, and other field programs.

This is a Marketing use case in the Maximize pillar. Use this playbook to create personalized web experiences that increase engagement, brand preference, and conversion.