- Tony Condi, Sr Director Marketing Communications
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
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.
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.
Where’s your ABM program? Now’s the time to align marketing and sales, harness buyer data, and use it to engage target accounts.
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!
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.
In her first of three confessions, 6sense's Chief Market Officer, Latane Conant tells us why she doesn't care about MQLs.
Stop wasting your BDRs time doing Marketing's job! BDRs should be reaching out to warm, qualified leads, not doing the warming themselves.
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.
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.
Today PTC is “Printing Pipeline” with their ROI Engine. After careful consideration, PTC chose to simultaneously sign contracts with 6sense, Drift, and People.ai.
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!
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.
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.
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.
"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
While B2B buying has evolved, we are basically fumbling around in the dark, relying on the same old bag of tricks for prospecting: forms, spam, and cold calls. It's time to change your approach.