6sense

Welcome to the B2B buying journey ? demystified ? Our researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. SPOILER ALERT: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ?? Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to you. Download the full Buyer Experience Report (no form, of course!) https://okt.to/KVilR4

LEVEL 5: ABM & CONTENT MARKETING At this level, buyers aren't quite ready to bite – but they are ready to explore! Is your content what they’re searching for on their quest for knowledge? Learn how to build your content strategy during the next #LevelUp webinar on Oct. 29 at 8am PT/11am ET. Join content marketing experts Kristen Mendenhall and Briana Taylor from Icertis, plus our own Adam Kaiser, for a discussion on: ?? How to build a best-in-class content marketing strategy for ABM ?? Tips and tricks for content best practices ?? Content strategy for each step of the funnel Register here and add it to your calendar: https://okt.to/ugEL3T

What happens when you get revenue rockstars Saima Rashid, Adam Kaiser, EJ Oelling, and Chris Dutton on stage together? ?? First of all, squad goals! Second, it's 6th Street Live – our most popular session at Breakthrough each year! This dream team revealed their proven, actionable strategies for going ALL IN on AI. Here are six insights from this highly-rated session: 1?? 6sense’s Smart Forms led to a 35% increase in our conversion rates. Users fill out just a few fields, and AI-driven account matching appends deeper detail about the account to the submission. 2?? 25% of our net new business pipeline last quarter was generated using 6sense’s AI Email Agents in Conversational Email (CE). That includes AI Agent Quentin, who responds to lead submissions and customer replies, uses language processing to carry conversations, and books meetings for sales reps. 3?? Using AI to send email isn’t about sending more spam. It’s about reaching out at the right time, always nailing that moment, and sending personalized messages that are tailored to each account and individual. 4?? Automating outbound led to a 57% reduction in the number of BDR activities needed to open an opportunity. AI Agent Kris uses intent signals for outbound outreach and tees up conversations. Human reps spend more time with people who are ready to talk and less time chasing people who aren’t. 5?? Our ABX and field marketing strategy generates 56x ROI. The ABX team uses Revenue AI for Sales to identify event attendees in our ICP. They create a new audience for an event, put it into 6sense to find keywords being researched, then craft targeted campaigns. Plus, they use CE for both outreach and follow-up. 6?? Using intent data and predictive analytics, 6sense dynamically segments accounts and personas based on buying stage and keywords they are researching. These dynamically segmented audiences can then be enrolled in campaigns that are very specific to the needs of individual buyers. #6sBreakthrough24

?? Using generative AI can increase a B2B seller's lead management capacity by 30%. Here's one way to scale capacity with AI: GenAI tools and email assistants, like 6sense Conversational Email (CE), automate initial interactions with leads and nurture them without needing constant human oversight. This way, every lead is quickly and consistently engaged to prevent potential opportunities from slipping through the cracks from delayed responses or lack of follow-up. Plus, CE takes it a step further by personalizing messages with each prospects' specific interests and needs! These tools improve BDR efficiency AND improve the quality of the sales pipeline. Now that's a win-win! Check out more ways to drive revenue with AI email assistants: https://okt.to/31rdU6

Most of the time, the winning or losing of a deal happens before a salesperson ever gets involved – and Kerry Cunningham has new research to prove it. Join Kerry TOMORROW, Oct. 15 at 8am PT/11am ET as he reveals shocking findings from the new Buyer Experience Report that’ll change how you understand B2B purchasing decisions and give your revenue team a competitive edge! In this webinar, he'll answer age-old questions like: ?? How long is an average B2B buying cycle, and at what points are buyers ready to directly engage with sellers? ?? Who most often initiates this direct contact? Sellers or buyers? ?? What factors have the greatest influence over the size of B2B buying teams? ?? How can sellers influence buying teams in ways that simplify and shorten the buying process? Register here and add it to your calendar: https://okt.to/bPUI62

WE ?? YOU, BESTIES! We had a blast with our partners and sponsors at #6sBreakthrough24 this week! Thank you again to all of our incredible sponsors: 2X ROI·DNA Folloze PathFactory Qualified INFUSE Bombora Chili Piper Gravity Global Ignitium: ABX Orchestration LeanData Elevated Third Integrate Mutiny G2 TechTarget TrustRadius RevSure AI Exclaimer Sequel.io Directive Orum ?? Zion & Zion Reachdesk HubSpot Sendoso Bevi

And the 2024 Breakthrough Award winners are... (?? drumroll, please) ?? Ad Campaign of the Year: Qualcomm ?? Fastest Time to Value: Sift ?? ABM Program of the Year: Shell Lubricant Solutions ?? Nimble Marketing: Tackle.io ?? Ecosystem Fusion: Vertex Inc. ?? Efficiency Experts: Reltio ?? Sales Success: Veeam Software ?? One Revenue Team: DDI | Development Dimensions International ?? Partner of the Year: Stein IAS The Breakthrough Awards showcase our customers' and partners' high-performing teams and programs. Join us in congratulating our outstanding winners! Read about their winning initiatives and incredible accomplishments: https://okt.to/qTR67H #6sBreakthrough24

Amy Purdy's powerful keynote at #6sBreakthrough24 left us in awe! Amy, three-time Paralympic Medalist and New York Times best-selling author, shared her remarkable story of facing challenges head-on and achieving seemingly impossible goals. She truly inspired us to go ALL IN!

?? Live from Vegas, it's News Team6! Special Correspondent Grace Gagnon returns, serving up another exciting recap of #6sBreakthrough24 so far! ??

The 2024 Buyer Experience report just dropped at #6sBreakthrough24! Kerry Cunningham's keynote and this latest research revealed: ?? Nearly 70% of the purchase process happens before B2B buyers engage with sellers. ?? More than 80% of the time, buyers initiate first contact. ?? 81% of buyers have picked a winner before they ever talk to a sales rep! Learn the truth about how buyers are choosing, and how you can win the deal before they even talk to you. Download the report (no form, of course!) https://okt.to/OriAz3