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6sense The State of Predictable Revenue Growth Report

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6sense & Heinz Marketing | The State of Predictable Revenue Growth 50 Rethink Buyer Engagement Ultimately, for an organization to reap the rewards of predictable revenue growth, they must be able to engage the right buyers—seamlessly and at scale. But from planning and orchestration to data and implementation, there are a number of challenges that must first be overcome. Here are a few solutions to get you headed in the right direction: Augment automation with AI: Buyers today are in control of the purchase journey, and the linear seller-led journeys of yesterday are no longer effective at creating engaging experiences that meet buyers where they are. As the amount and complexity of data continues to increase, look for AI- driven solutions that replace linear if/then automations with dynamic, AI-driven actions and insights. Use data to drive meaningful buyer experiences: Meaningful experiences are what turn buyers into customers and customers into evangelists, so ensure that you're using your data to personalize, time, and contextualize experiences. Keep in mind that improving CX is a marathon, not a sprint, and even incremental improvements can make a substantial difference. Consolidate, augment, and enrich your account data: It's hard to meaningfully engage the right buyers at-scale without rich account data, so start by uncovering your data gaps and finding ways to bridge them—whether by improving the integration of systems, rethinking data capture mechanisms, or using third party data enrichment tools. Ensure that your data is available to both sales and marketing teams, and use it to plan territories and outreach strategies. 6sense & Heinz Marketing | The State of Predictable Revenue Growth

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