6sense, the leading Account Engagement Platform, today announced a free, customized report for enterprise and commercial B2B sales and marketing teams seeking insight into accounts ready to do business. 6sense will run a set of customer-provided keywords through its platform to provide a list of accounts actively researching a company’s solution, giving sales and marketing teams the confidence to prospect in uncertain markets.
Understanding the B2B buying journey has always been key to the success of sales and marketing teams, but the impact of coronavirus on the global business landscape has left many of these teams unsure of which organizations are ready to engage. Furthermore, research from 6sense and Heinz Marketing found that 50% of account-driven organizations believe their lead scoring processes don’t surface the best leads accurately or consistently, potentially adding risk to an already sensitive subject — prospecting.
“We’re hearing more and more that it’s ‘go time’ for companies looking to recover lost business due to the coronavirus slowdown and shift away from in-person events. At the same time, many are feeling uncertain about reaching out, or being perceived as being insensitive,” said Latane Conant, CMO at 6sense. “Intent data is the mission-critical asset organizations need to quickly recover lost pipeline and generate new demand with certainty, and because we know brands are struggling to keep their heads above water, we’re providing a free, custom report with real in-market accounts.”
Companies are actively looking for solutions and products, and intent data is the key to understanding who is in-market and who isn’t. Intent data illuminates the Dark Funnel™, where signals like anonymous web visits, 3rd party research, and false form-fills go unseen by marketing automation platforms.