Because the pipeline isn't going to fill itself.
MakingSense of Lead Generation
Still relying on lead-based marketing and MQLS? That's old news. In this episode of MakingSense, we'll discuss alternative tactics including account-based marketing and orchestrated account engagement
You Can’t Love Every Lead
Tara Corey describes how Qlik leveraged 6sense, data, and analytics to shift mindsets across sales and marketing from loving every lead (and treating them equally) to loving leads the right way.
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Swapping MQLs for Intent Data Could Ease Your Marketing Troubles, as seen on Toolbox | Marketing
Marketers might feel the familiar Marketing-Qualified Leads (MQL) is the best way to generate revenue during this time of uncertainty. But, if MQLs weren’t working before, they definitely won't now.
Make the Shift From ABM Tactics to a Data-Driven ABM Program
Where’s your ABM program? Now’s the time to align marketing and sales, harness buyer data, and use it to engage target accounts.
CMO Confessions #3: Marketing Sourced Pipeline is Bogus, as seen on ClickZ
For her last CMO confession (for now), Latane is calling BS on marketing only owning part of the pipeline and quarterly revenue targets. Find out why!
Going from MQLs to ABM at Scale
Jordan Linford will describe why Impartner shifted from MQLs to account-based funnel tracking, their journey from a homegrown ABM stack to 6sense, and what sales and marketing alignment looks like.
CMO Confessions #1: Who Cares About MQLs? as seen on ClickZ
In her first of three confessions, 6sense's Chief Market Officer, Latane Conant tells us why she doesn't care about MQLs.
It’s Marketing’s Job to Warm Up Accounts, Not BDRs!
Stop wasting your BDRs time doing Marketing's job! BDRs should be reaching out to warm, qualified leads, not doing the warming themselves.
The Decline of Attribution and Rise of Intent: Measuring Marketing’s Value in a Complex Sale
Measuring the full buying process, and especially measuring marketing’s influence on it, has been a pain point for CMOs for a long time. Attribution is no longer cutting it. Intent is the new pioneer.
The State of Predictable Revenue Growth Report: 2020 Research Report
Every company strives to not only grow revenue, but to grow it predictably. Yet, creating a predictable revenue growth engine is no small task, nor is it one that can be done overnight. Find out how.
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PTC: Building the ROI (Revenue Orchestration Intelligence) Engine
Today PTC is “Printing Pipeline” with their ROI Engine. After careful consideration, PTC chose to simultaneously sign contracts with 6sense, Drift, and People.ai.
Intent, Identification, and the Shift to Working from Home, Q&A with Viral Bajaria, CTO of 6sense
The transition to working from home has impacted many people, and a few have asked whether it has also had an impact on 6sense’s ability to capture intent data and identify accounts - find out here!
B2B Leads: In-Market Is the New Inbound, Here's Why, as seen on MarketingProfs
From the beginning of our marketing careers, we've had it drummed into our heads that inbound leads are the Holy Grail of our efforts. That's just not the case anymore.
MQLs are a Cancer with Ian Howells, CMO of Sage Intacct
Ditch the MQL-based Marketing state of mind! Marketing should be focused on driving awareness and opening opportunities to pass along to Sales, according to Ian Howells, CMO of Sage Intacct.
I can ramp up demand on a new product very quickly - Motorola Solutions
- Tony Condi, Sr Director Marketing Communications
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We Now Track Multiple Funnels with Ian Howells, CMO of Sage Intacct
6sense has changed Sage Intacct's perspective on funnels. What once was a single funnel, is now a multi-dimensional funnel with opportunity for churn prevention, cross-sells and upsells.
11 of 12 Meetings Scheduled Because of 6sense - Glassdoor
"One of the AEs who has been a strong adopter (of 6sense). 11 of her 12 meetings that she's scheduled in the first three weeks of using 6sense were BECAUSE of 6sense" - Julie Ryan, Glassdoor