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What cut "wrong timing" rejections from 78% to 44% in our BDR data?
Happy Day 2 of BDR Appreciation Week! Continuing to share findings from year 5 of our BDR research — this one connects to what I shared yesterday about account prioritization tools and performance targets. "Wrong timing" is the #1 reason prospects tell BDRs no. But how often reps hear it depends a lot on how their…
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9 in 10 BDRs Multithread -- Here's What the Top Teams Do Differently
Happy Day 3 of BDR Appreciation Week! Back with more from this year's BDR research: 91% of BDRs say they multi-thread into accounts — and that number has been statistically similar for the past few years. So multithreading itself might not be what separates teams anymore, but what happens within it does. Reaching two…
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Folklore Debt: The Stories That Build B2B Companies — and the Ones That Hold Them Back
Hi all, Yesterday we teased the release of our new framework Folklore Debt. We're really excited to be sharing it with you today. Like technical debt, folklore debt accumulates when the stories that once drove success outlive the conditions that made them true — quietly shaping decisions long after they should have been…
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New Research! AI-Driven GTM: How B2B Teams Find, Prioritize, & Engage Buyers
We have a new report out today — AI-Driven GTM: How B2B Teams Find, Prioritize, & Engage Buyers. We surveyed 427 B2B practitioners on how they identify and engage buyers, and specifically on how AI has entered that process. What we found is that AI has moved in everywhere but changed very little about the underlying…
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8 Research-Backed Ways to Increase Job Support in BDRs
@Kerry and I started our annual BDR study in 2021. That year, and every year since, how supported BDRs feel has been the strongest predictor of their performance. This year, BDRs who agree or strongly agree that they feel supported achieve an average of 100% quota attainment, compared to 77% among those who somewhat agree…
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June 30th BDR Research Webinar with Kerry Cunningham and Mike Turcotte
Hi everyone! In one week, our head of research @Kerry and MarketOne International's VP, CRO Mike Turcotte are leading a webinar on this year's BDR research. It was a productive year of research into the BDR function. As the headline suggests, BDRs are well-equipped — 90% have access to signal tools — but those tools aren't…
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Most B2B Teams Are Optimizing for the Moment Influence Ends
Last week, we shared the release of our new research — AI-Driven Go-to-Market: How B2B Go-to-Market Teams Find, Prioritize, and Engage Buyers. Every organization we surveyed uses AI for GTM, but only 1 in 3 rely on predictive models to do it. The rest are running rules-based logic (or a combination of rules and models)…
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Statistically Speaking Ep 3: Descriptive vs. Inferential Statistics
A lot of benchmarks and "boom" stats that we come across report descriptive statistics — averages, usage rates, etc. They describe what was found in a sample, and they're genuinely useful for communicating what a data set shows (we use them all the time!). But descriptive stats summarize the data you collected, not whether…
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How to Map 6sense Keyword Research to Your Full Buyer Journey
Hi everyone, this is my first post on RevCity, so go easy on me. I lead marketing operations at Ataccama, and I wanted to share something my team has been experimenting with, purely from a knowledge-sharing perspective. I would love to hear how others in this community are approaching the same questions. You're already…
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AI Recommended Leads: Turning Ad Engagement into Sales-Ready Contacts
AI Recommended Leads starts from the account-level signal you already have (a click on your ad) and identifies the single best contact, or two, worth recommending — without waiting on inbound behavior. For new campaigns with persona targeting enabled, 6sense will surface the specific contacts at your engaged accounts who…
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How a Keynote Speaker Shapes Modern Conferences and Audience Engagement
A keynote speaker plays a central role in setting the tone and direction of any conference or corporate event. More than just delivering information, a skilled keynote speaker connects ideas with real-world insights, engages the audience emotionally, and brings clarity to complex topics. In today’s virtual and hybrid…
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Hiring - ScienceLogic - Americas Field and ABM Marketing Manager
We are looking for an Americas Field Marketer to work closely with our Americas Enterprise and MSP Sales teams. They will run multi-channel regional campaigns and all ABM efforts within the Americas region. Check the Job Posting Here!
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[RevLabs Live Recap 🎥] Orchestrations Sunset & How to Migrate to Intelligent Workflows
This month was all about out with the old—Orchestrations—and in with the new(er)—Intelligent Workflows. We covered why orchestrations is going away (because IWF is the more powerful successor), provided our recommended migration plan, and did a deep dive into exactly how to migrate two of the most used orchestrations:…
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Why One Quarter Looks Different Than the Next:Variability Explained in Ep2 of Statistically Speaking
Eeeeek! So happy to be sharing that @Kerry and I have a new video series, Statistically Speaking 🎉 How many benchmarks that you've cited this year were actually statistically validated? Probably fewer than you think! We're constantly surrounded by research, benchmarks, surveys, reports, and claims, both at work and in our…
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6sense Current & Future Betas
How do we think about a Beta at 6sense? A beta is early access to a feature that's built and functional, but still being refined based on real customer feedback. It's not just an idea — it's a working product that a limited group of customers get to shape before it reaches everyone. Betas are often limited in the number of…
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What are your favorite prompts for Revvy?
I recently started using Revvy AI in Sales Intelligence, and it has truly been a game changer for me. As a BDR, I’m constantly prospecting and finding new contacts in hopes of booking meetings. But let’s be honest - when was the last time you picked up a cold call or responded to a LinkedIn InMail or cold email? The…
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Amir Ravandoust - The 2026 Efficiency Mandate: State of the Market and the New Rules of B2B Growth
Amir Ravandoust, COO at 6sense, explores how B2B organisations can deliver capital-efficient, resilient revenue while navigating a rapidly changing buyer journey. Take a peek at the latest state-of-the-market research and examines what separates today’s high-performing organisations from the rest (hint: Contextual…
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Adam Kinsley - Above the MQL: Building a Full-Funnel Demand Capture Engine with 6sense and RevSure
Adam Kinsley, Senior Marketing Analyst at Bloomerang, shares how marketing teams can connect 6sense intent signals to RevSure attribution to identify accounts showing buying intent, run targeted campaigns and trace dark funnel activity through to qualified opportunities. The session explores why the MQL should no longer be…
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Paul Gilhooly - Your Buyers Are Using AI to Make Decisions. Here’s How to Make the Shortlist.
Paul Gilhooly, VP of International at G2, explores how AI-powered search, LLM-driven recommendations and third-party review platforms are reshaping the way software buyers discover, compare and shortlist vendors. The session shares practical steps to help brands show up where buyers are researching. Download the attached…
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Susanne Kerins - The Constant Evolution of Marketing: Winning Board Buy-In for the Next Era of Growt
Susanne Kerins, CMO at Cora Systems, shares how her team shifted the conversation from MQL volume to pipeline quality, winning buy-in from the board, CEO and sales leadership along the way. The session also explores how AI can help lean teams scale precision marketing and one-to-one engagement. Download the attached deck…