Table of Contents 2 Table of Contents 19 Getting Real: Dark Funnel Use Cases & Examples 3 Introduction 20 Preventing Uncontested Losses 5 Why You Should Read This Ebook 20 Validating Visible Buying Journeys 21 The Conundrum of Content Consumption 6 Anonymous Buyers and the Dark Funnel 22 Enabling Personalized Marketing and Sales Motions 7 How Misaligned Outreach Can Threaten Deals 22 The Impact of Personalized Outreach 9 What Signals Do Buyers Create As They Conduct Research? 23 Dark Funnel Examples 10 What Buyer Signals ‘Live’ Within the Dark Funnel? 24 Dark Funnel Use Cases 11 Buyer Behavioral Signals 25 Conclusion 12 Buyer Readiness Signals, Explained 26 About the Author & 6sense 13 Buyer Psychographic Signals 14 The Dark Funnel Data Hiding Within Your Own Systems 15 Your Anonymous Website Traffic 16 Additional Buyer Readiness Signals 17 Additional Practices That Send Contacts Into Your Dark Funnel 18 Second Lead Syndrome 2