Going for the gold: putting it all into practice Think about all the metrics you currently use to pull together your monthly performance reports. They may include some quantum physics-level equation to derive attribution, number of leads, number of downloads, etc. Most companies can derive how much pipeline was generated. The answer your board is really looking for is whether there was enough pipeline generated. Do the numbers tell your board how your funnel is performing (or not) and how that impacts areas of investment? What about influenced revenue? Shifting the focus to account-based metrics that tell the story of conversion, pipeline, and revenue will provide more insight into the success of your efforts than the number of clicks on a display ad or number of opened emails. If this were a paint-by-number project, you’d have some of the numbers… but if you can’t connect them to one another, how will you present or make sense of the big picture? Applied science Theory is great, but what does it mean to work this way? At 6sense, we start by engaging the right accounts (i.e., 6QAs that are a strong or moderate ICP fit). So first thing in the morning, our BDR team jumps into Salesforce where they use their 6sense Hot Accounts Dashboard to review the latest 6QAs and see what’s happening with accounts they’re currently working. Our platform tells the BDRs exactly which accounts are researching 6sense and our competitors so they can prioritize those with the highest likelihood of converting. This way, they can get meetings on the calendar earlier than with traditional sales and marketing activities that simply create awareness. They can tell which accounts need attention based on the following KPIs: • Days since 6QA • Buying stage • Intent score • Account reach • Opportunity status • Profile fit From here, BDRs can drill down into a specific account and use the rich insights surfaced by our platform, such as keywords researched and which contacts in the buying team to reach out to next. 6sense also suggests new contacts to purchase and connect with — filling out the whitespace of the team — and highlights all activities that have occurred to date in order to develop a personalized outreach strategy. And this all happens with the span of a cup of coffee, just like that. 6sense.com | (415) 212-9225