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.
From the beginning of our marketing careers, we've had it drummed into our heads that inbound leads are the...
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!
PTC has been recognized as a SiriusDecisions Program of the Year winner for the company's ROI Engine initiative, a collaborative effort involving 6sense, Drift and People.ai.
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
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.
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.
Stop wasting your BDRs time doing Marketing's job! BDRs should be reaching out to warm, qualified leads, not doing the warming themselves.
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.
Many revenue teams overlook the potential of a dynamic ideal customer profile because it requires Big Data and AI. It's time to strike gold on data and set your team up for success.
Imagine the CEO of your company banished the venerable marketing qualified lead (MQL). You weren’t allowed to use it as a marketing metric. Would this excite you? Frighten you? Let's discuss.
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.