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6sense Account Based Marketing: A Deep Dive into Predictive Intelligence for B2B Sales
Author: Sarah Chen, MBA, Senior Marketing Consultant at MarketWise Solutions, with 8+ years experience in implementing and optimizing ABM strategies, including extensive work with 6sense platform. Sarah holds a specialized certification in AI-driven marketing technologies.
Publisher: MarketWise Insights, a leading B2B marketing research and analysis firm specializing in AI-powered marketing and sales technologies. MarketWise Insights publishes in-depth reports, articles, and case studies on cutting-edge marketing strategies, boasting a strong reputation for unbiased, data-driven analysis.
Editor: David Lee, PhD, Chief Data Scientist at MarketWise Insights. Dr. Lee has over 15 years of experience in data analytics and predictive modeling, providing crucial oversight in ensuring the accuracy and methodological rigor of the article.
Keywords: 6sense account based marketing, ABM, predictive analytics, AI in marketing, B2B marketing, account-based platforms, sales intelligence, 6sense platform, targeted marketing, revenue generation
Summary: This article provides a comprehensive analysis of 6sense account based marketing, tracing its evolution from traditional ABM to its current state as a leading AI-powered solution. It explores the historical context of ABM, highlighting the limitations of manual processes and the transformative role of 6sense’s predictive capabilities. The analysis delves into the platform's key features, its impact on sales and marketing alignment, and its overall effectiveness in driving revenue growth. The article concludes by emphasizing the importance of data quality and strategic planning for successful 6sense account based marketing implementation and suggests future trends in the field.
1. The Genesis of Account-Based Marketing (ABM) and the Rise of 6sense
Account-Based Marketing (ABM) has always been about focusing resources on high-value accounts. Historically, this involved manual identification of target accounts, intensive research, and personalized outreach—a resource-intensive approach often limited to larger enterprises. This traditional ABM was hampered by limitations in data visibility, leading to inefficient targeting and less effective engagement.
The advent of AI and advanced analytics changed the game. Companies like 6sense emerged, providing platforms that leverage predictive intelligence to identify, prioritize, and engage ideal customer profiles (ICPs) at scale. 6sense account based marketing leverages machine learning to analyze vast amounts of data, including firmographic, technographic, and behavioral data, to predict which accounts are most likely to convert. This predictive capability significantly enhances the efficiency and effectiveness of traditional ABM.
2. 6sense Account Based Marketing: Key Features and Functionality
6sense offers a comprehensive suite of tools designed to streamline and optimize the entire ABM process. Key features include:
Predictive Account Identification: 6sense uses proprietary algorithms to identify high-potential accounts based on a combination of internal and external data sources. This goes beyond basic firmographic data, considering website engagement, content consumption, and even market trends to pinpoint accounts ready for engagement.
Account Scoring and Prioritization: Accounts are scored based on their likelihood to convert, allowing sales and marketing teams to prioritize their efforts on the most promising prospects. This ensures resources are allocated strategically, maximizing return on investment (ROI).
Targeted Engagement: 6sense enables personalized outreach strategies, allowing marketers to tailor messaging and content based on individual account characteristics and engagement history. This fosters stronger relationships and improves conversion rates.
Sales and Marketing Alignment: The platform facilitates seamless collaboration between sales and marketing teams by providing a shared view of account activity and progress. This enhanced visibility reduces silos and improves overall efficiency.
Comprehensive Reporting and Analytics: 6sense offers robust reporting and analytics dashboards, allowing users to track key metrics, measure the effectiveness of their ABM campaigns, and make data-driven adjustments.
3. The Impact of 6sense Account Based Marketing on Revenue Generation
The impact of 6sense account based marketing on revenue generation is significant. By accurately identifying high-potential accounts and enabling personalized engagement, it directly contributes to:
Increased Conversion Rates: Targeted messaging and relevant content resonate more effectively with ideal customer profiles, leading to higher conversion rates at each stage of the sales funnel.
Shorter Sales Cycles: By focusing on accounts already exhibiting strong buying signals, 6sense accelerates the sales cycle, reducing the time it takes to close deals.
Improved Sales Productivity: Sales teams can focus their efforts on accounts with a higher probability of conversion, maximizing their productivity and efficiency.
Higher Average Deal Size: By targeting larger enterprises and engaging them strategically, 6sense can contribute to increased average deal size.
Improved ROI on Marketing Spend: By improving targeting and personalization, 6sense helps to ensure a higher return on investment for marketing efforts.
4. Challenges and Considerations for Implementing 6sense Account Based Marketing
While 6sense account based marketing offers significant advantages, successful implementation requires careful planning and consideration. Key challenges include:
Data Quality: The effectiveness of 6sense relies heavily on the quality of the data used to train its predictive models. Inaccurate or incomplete data can lead to inaccurate predictions and ineffective targeting.
Integration with Existing Systems: Seamless integration with CRM and marketing automation platforms is crucial for optimal performance. Careful planning and execution are necessary to ensure smooth data flow.
Change Management: Adopting 6sense requires a shift in mindset and processes for both sales and marketing teams. Effective change management strategies are crucial for ensuring successful adoption.
Cost and Resource Requirements: 6sense is a sophisticated platform that requires investment in both technology and skilled personnel. Organizations need to assess their budget and resources before implementation.
5. Future Trends in 6sense Account Based Marketing
The landscape of 6sense account based marketing is constantly evolving. Future trends are likely to include:
Increased Integration with Other Technologies: Further integration with other AI-powered tools, such as conversational AI and predictive lead scoring, will enhance the platform's capabilities.
Enhanced Personalization: More advanced personalization techniques will allow for even more targeted and relevant messaging.
Focus on Account Engagement: Increased emphasis will be placed on measuring and optimizing account engagement across various channels.
Improved Measurement and Reporting: More sophisticated metrics and reporting capabilities will provide deeper insights into ABM campaign effectiveness.
6. Conclusion
6sense account based marketing represents a significant advancement in B2B marketing. Its ability to leverage predictive analytics to identify and engage high-potential accounts offers a compelling alternative to traditional ABM approaches. While successful implementation requires careful planning and attention to data quality, the potential benefits – increased revenue, improved sales efficiency, and stronger customer relationships – make it a valuable investment for organizations looking to maximize their return on marketing spend. The ongoing evolution of the platform and its integration with other cutting-edge technologies promise further enhancements in its capabilities and impact in the years to come.
FAQs
1. What is the difference between traditional ABM and 6sense ABM? Traditional ABM relies heavily on manual processes and limited data, while 6sense ABM utilizes AI-driven predictive analytics for more efficient and effective targeting and engagement.
2. How does 6sense improve sales and marketing alignment? 6sense provides a shared view of account activity and progress, fostering better collaboration and communication between sales and marketing teams.
3. What types of data does 6sense use? 6sense uses firmographic, technographic, and behavioral data to identify and prioritize high-potential accounts.
4. How does 6sense measure ROI? 6sense provides robust reporting and analytics dashboards, allowing users to track key metrics such as conversion rates, sales cycle length, and revenue generated.
5. What are the common challenges in implementing 6sense? Common challenges include data quality issues, integration complexities, change management, and cost considerations.
6. Is 6sense suitable for all businesses? 6sense is best suited for B2B companies with a defined target audience and a focus on high-value accounts. Smaller businesses might find the investment prohibitive.
7. How can I ensure data quality for 6sense? Data cleansing, regular data audits, and consistent data entry practices are crucial for maintaining data quality.
8. What are the best practices for using 6sense? Successful 6sense implementation involves strategic planning, clear goals, strong cross-functional collaboration, and continuous optimization based on data insights.
9. How does 6sense compare to other ABM platforms? 6sense differentiates itself through its advanced predictive capabilities and comprehensive suite of features, though a direct comparison requires considering individual business needs and budgetary constraints.
Related Articles
1. "6sense vs. HubSpot: A Comparative Analysis of ABM Platforms": This article compares 6sense and HubSpot's ABM capabilities, highlighting their strengths and weaknesses.
2. "Optimizing 6sense Account Based Marketing for Maximum ROI": This article explores best practices for maximizing the return on investment from a 6sense ABM implementation.
3. "Case Study: How [Company X] Used 6sense to Achieve [Specific Results]": This case study showcases a real-world example of successful 6sense ABM implementation.
4. "Integrating 6sense with Your Existing Marketing Technology Stack": This article provides guidance on integrating 6sense with other marketing technologies.
5. "Overcoming Common Challenges in 6sense Account Based Marketing Implementation": This article addresses and provides solutions for typical implementation hurdles.
6. "The Future of ABM: Trends and Predictions for 6sense and Beyond": This article explores future trends in ABM and their implications for 6sense users.
7. "Measuring the Success of Your 6sense Account Based Marketing Campaigns": This article details key metrics and reporting techniques for evaluating campaign effectiveness.
8. "Building a Data-Driven ABM Strategy with 6sense": This article emphasizes the importance of data quality and strategic planning for successful 6sense ABM.
9. "6sense Account Based Marketing: A Step-by-Step Guide to Implementation": This article provides a practical, step-by-step guide to implementing and optimizing 6sense for ABM.
| 6sense account based marketing: No Forms. No Spam. No Cold Calls Latané Conant, 2020-07-15 No Forms. No Spam. No Cold Calls. is a rallying cry for a new generation of sales and marketing leaders who are ready to ditch the traditional strategies, tactics, and technologies that are no longer working to deliver breakthrough results.Every organization wants to predictably grow revenue. The challenge facing sellers and marketers today is that B2B buyers have taken control of the buying journey, making it nearly impossible for business leaders to accurately predict anything, especially revenue growth.Prospects are being bombarded from all sides with forms, emails, and annoying phone calls as they try to research our solutions. So what do they do? They protect themselves by researching anonymously and not revealing themselves to us until their decision is made. That means that as sellers and marketers, we've lost our opportunity to influence the buying journey-that is, if we're still clinging to the traditional lead-based tools and strategies that we're used to. It's time for a new paradigm.Pioneering CMO Latané Conant delivers a step-by-step guide that will transform the way you think about marketing and selling in the modern age. Often challenging but never dull, No Forms. No Spam. No Cold Calls. delivers uncomfortable truths about the status quo-starting with Latané's first breakthrough that our old-school tactics not only treat our future customers like dirt, they also encourage the anonymous buying we're trying to combat. This book challenges sales and marketing leaders to engage customers the right way if you want to achieve predictable revenue growth.Latané lays out exactly how to enable your sales and marketing teams to take pride in the customer experience and finally align on how to put your prospects at the center of everything you do. In doing that, you'll learn to uncover customer demand, prioritize which accounts to work, engage the entire customer buying team, and measure real success. With this customer-first approach, you'll be able to confidently take down the forms, stop sending bulk emails, and quit making cold calls-and achieve breakthrough results. |
| 6sense account based marketing: Account-Based Marketing For Dummies Sangram Vajre, 2016-04-13 Grow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game. Account-Based Marketing For Dummies is here to give you the tools to transform your current approach to find, reach, and engage with your potential customers on their terms to meet their ever-changing demands. Packed with expert tips and step-by-step instructions, this book shows you how to analyze current data to identify the accounts with the biggest ROI opportunities and execute effective, account-specific techniques that get results. This practical guide takes the intimidation out of account-based marketing in today's highly digitized world. You'll be armed with the knowledge you need to increase your reach in real time, giving you greater exposure to other decision-makers and influencers within an account. You'll discover how, through a combination of marketing technology and online advertising, your messages can be displayed where and when your customers already engage online. Align your sales and marketing teams for greater success in your ABM efforts Analyze data to identify key accounts Target your messages for real-time interaction Integrate your campaign with marketing automation software If you're a member of a sales or marketing team already using a CRM tool who's looking to increase your reach, Account-Based Marketing For Dummies has you covered! Account-Based Marketing For Dummies clears away the confusion surrounding this much-hyped topic. It offers simple, direct explanations of what account-based marketing is, why it’s important, and how to do it. Any business marketing professional will benefit from a look at this book.- David Raab, Founder at Raab Associates If you're reading this book and just getting started with ABM, welcome to the future of what b-to-b marketing can be: insight-led, technology-enabled and, above all, customer focused. Our clients are delighted with the business impact they deliver using account-based marketing, and you will be, too. - Megan Heuer, Vice President and Group Director, SiriusDecisions Like a Hollywood agent, marketing's job is to get sales the 'audition,' not the part. Account-based marketing is the key to maximizing the number of the 'right' auditions for your sales team, and Account-Based Marketing For Dummies explains how. - Joe Chernov, VP of Marketing at InsightSquared Ever-advancing marketing technology is enabling a new generation of sales and marketing strategies to thrive, changing the playing field for companies of all sizes. This modern wave of account-based marketing has tremendous potential to improve your business, and Sangram Vajre is an insightful and enthusiastic guide to show you how. - Scott Brinker, Author of Hacking Marketing Account-based marketing is shifting how businesses use customer insights to capture more upmarket revenue. This book teaches a new wave of data-driven marketers how to embrace an enlightened quality-vs-quantity approach and execute a scalable ABM strategy that delivers real results. - Sean Zinsmeister, Senior Director of Product Marketing, Infer The book may be titled '…for dummies', but ABM is proving to be a smart approach for B2B marketers charged with generating sales pipeline and acquiring and delighting customers. Use this book to help you get started and advance your account-based marketing strategies and tactics that will thrill your sales colleagues, executive team and customers alike. Scott Vaughan, CMO, Integrate |
| 6sense account based marketing: Revenue Operations Stephen G. Diorio, Chris K. Hummel, 2022-04-19 Crush siloes by connecting teams, data, and technologies with a new systems-based approach to growth. Growing a business in the 21st Century has become a capital intensive and data-driven team sport. In Revenue Operations: A New Way to Align Sales and Marketing, Monetize Data, and Ignite Growth, an accomplished team of practitioners, academics, and experts provide a proven system for aligning revenue teams and unlocking growth. The book shows everyone how to connect the dots across an increasingly complex technology ecosystem to simplify selling and accelerate revenue expansion. With Revenue Operations, you’ll understand what it takes to successfully transition to the new system of growth without killing your existing business. This practical and executable approach can be used by virtually any business - large or small, regardless of history or industry - that wants to generate more growth and value. By reading this book you will find: Real-world case studies and personal experiences from executives across an array of high technology, commercial, industrial, services, consumer, and cloud-based businesses. The six core elements of a system for managing your commercial operations, digital selling infrastructure, and customer data assets. Nine building-blocks that connect the dots across your sales and marketing technology ecosystem to generate more consistent growth and a better customer experience at lower costs. The skills and tools that next generation growth leaders will need to chart the roadmap for a successful career in any growth discipline for the next 25 years. An indispensable resource for anyone who wants to get more from their business – board members, CEOs, business unit leaders, strategists, thought leaders, analysts, operations professionals, partners, and front-line doers in sales, marketing, and service - Revenue Operations is based on over one thousand surveys of and interviews with business professionals conducted during 2020 and 2021. It also includes a comprehensive analysis of the sales and marketing technology landscape. As a perfectly balanced combination of academic insight and data-driven application, this book belongs on the bookshelves of anyone responsible for driving revenue and growth. |
| 6sense account based marketing: A Sixth Sense for Project Management Tres Roeder, 2011-01-31 Tres Roeder lays out a system to help you succeed not only in your projects, but in any interpersonal relationship that requires a change in behavior. Tres Roeders 90 percent project success rate stands well above industry averages. In this book, Mr. Roeder lays out how he succeeds by using a balanced approach of technical project management skills, business acumen and sixth sense people skills. Sixth sense people skills are unlike any people skills guidance you have ever received. Read this book and forever change the way to manage people and projects. |
| 6sense account based marketing: The Marketing Performance Blueprint Paul Roetzer, 2014-08-04 Discover what's possible when the art and science of marketing collide The Marketing Performance Blueprint is an actionable and innovative guide to unlocking your potential as a marketer and accelerating success for your business. With an eye toward the marketing industry's rapid evolution, this book focuses on the processes, technologies, and strategies that are redefining the marketing environment. Step by step, you will learn how to build performance-driven organizations that exceed ROI expectations and outpace the competition. Companies are demanding a more technical, scientific approach to marketing, and this guide provides the key information that helps marketing professionals choose the right tools and recruit the right talent to more effectively build brand, generate leads, convert sales, and increase customer loyalty. Marketers are facing increased pressure to connect every dollar spent to bottom-line results. As the industry advances, the tremendous gaps in talent, technology, and strategy leave many professionals underprepared and underperforming. The Marketing Performance Blueprint helps bridge those gaps: Align marketing talent, technology, and strategy to reach performance goals Drive digital marketing transformation within your organization Recruit, train, and retain a modern marketing team Propel growth through digital-savvy marketing agency partners Adapt more quickly to marketing technology advancements Create connected customer experiences Turn marketing data into intelligence, and intelligence into action Devise integrated marketing strategies that deliver real business results The marketers who will redefine the industry in the coming months and years will never stop challenging conventional knowledge and solutions. Whether in terms of evolved talent, advanced technology, or more intelligent and integrated strategies, these driven professionals will be in demand as the pioneers of the new marketing era. The Marketing Performance Blueprint helps marketers blaze a trail of their own by providing a roadmap to success. |
| 6sense account based marketing: A Practitioner's Guide to Account-Based Marketing Bev Burgess, Dave Munn, 2021-06-03 As some of today's major and complex companies are worth more than the GDPs of some countries, traditional marketing approaches, such as glossy corporate campaigns, will have limited returns. Account-based marketing, also known as client-centric marketing, treats important individual accounts as markets in their own right, to help strengthen relationships, build reputation, and increase revenues in important accounts. A Practitioner's Guide to Account-Based Marketing outlines a clear, step-by-step process for readers to harness ABM tools and techniques and set up ABM programmes. Featuring insights from practising professionals and case studies from organizations including Fujitsu, Infosys, Microsoft, O2 and ServiceNow, it also contains guidance on developing the competencies needed for account-based marketing and managing your ABM career. This updated second edition contains further discussion on how ABM initiatives can go from a pilot to being embedded in a business, new material on quantified value propositions and updated wider research. Meticulously researched and highly practical, A Practitioner's Guide to Account-Based Marketing will help all marketers to deliver successful B2B marketing. |
| 6sense account based marketing: The Anatomy of Peace , 2008 |
| 6sense account based marketing: The Marketing Agency Blueprint Paul Roetzer, 2011-11-29 Build a disruptive marketing agency for the modern age The marketing services industry is on the cusp of a truly transformational period. The old guard, rooted in tradition and resistant to change, will fall and new leaders will emerge. Hybrid marketing agencies that are more nimble, tech savvy, and collaborative will redefine the industry. Digital services will be engrained into the DNA and blended with traditional methods for integrated campaigns. The depth, versatility, and drive of their talent will be the cornerstones of organizations that pursue a higher purpose. The Marketing Agency Blueprint is a practical and candid guide that presents ten rules for building such a hybrid agency. The new marketing agency model will create and nurture diverse recurring revenue streams through a mix of services, consulting, training, education, publishing, and software sales. It will use efficiency and productivity, not billable hours, as the essential drivers of profitability. Its value and success will be measured by outcomes, not outputs. Its strength and stability will depend on a willingness to be in a perpetual state of change, and an ability to execute and adapt faster than competitors. The Marketing Agency Blueprint demonstrates how to: Generate more qualified leads, win clients with set pricing and service packages, and secure more long-term retainers Develop highly efficient management systems and more effective account teams Deliver greater results and value to clients This is the future of the marketing services industry. A future defined and led by underdogs and innovators. You have the opportunity to be at the forefront of the transformation. |
| 6sense account based marketing: Invisible Selling Machine Ryan Deiss, 2015-03-09 |
| 6sense account based marketing: Corporate Blogging For Dummies Douglas Karr, Chantelle Flannery, 2010-07-13 Establish a successful corporate blog to reach your customers Corporate blogs require careful planning and attention to legal and corporate policies in order for them to be productive and effective. This fun, friendly, and practical guide walks you through using blogging as a first line of communication to customers and explains how to protect your company and employees through privacy, disclosure, and moderation policies. Blogging guru Douglas Karr demonstrates how blogs are an ideal way to offer a conversational and approachable relationship with customers. You’ll discover how to prepare, execute, establish, and promote a corporate blogging strategy so that you can reap the rewards that corporate blogging offers. Shares best practices of corporate blogging, including tricks of the trade, what works, and traps to avoid Walks you through preparing a corporate blog, establishing a strategy, promoting that blog, and measuring its success Reviews the legalities involved with a corporate blog, such as disclaimers, terms of service, comment policies, libel and defamation, and more Features examples of successful blogging programs throughout the book Corporate Blogging For Dummies shows you how to establish a corporate blog in a safe, friendly, and successful manner. |
| 6sense account based marketing: Account-Based Marketing For Dummies Sangram Vajre, 2016-04-25 Grow your account list with an effective account-based marketing strategy Buyers have changed the B2B marketing game. Account-Based Marketing For Dummies is here to give you the tools to transform your current approach to find, reach, and engage with your potential customers on their terms to meet their ever-changing demands. Packed with expert tips and step-by-step instructions, this book shows you how to analyze current data to identify the accounts with the biggest ROI opportunities and execute effective, account-specific techniques that get results. This practical guide takes the intimidation out of account-based marketing in today's highly digitized world. You'll be armed with the knowledge you need to increase your reach in real time, giving you greater exposure to other decision-makers and influencers within an account. You'll discover how, through a combination of marketing technology and online advertising, your messages can be displayed where and when your customers already engage online. Align your sales and marketing teams for greater success in your ABM efforts Analyze data to identify key accounts Target your messages for real-time interaction Integrate your campaign with marketing automation software If you're a member of a sales or marketing team already using a CRM tool who's looking to increase your reach, Account-Based Marketing For Dummies has you covered! Account-Based Marketing For Dummies clears away the confusion surrounding this much-hyped topic. It offers simple, direct explanations of what account-based marketing is, why it's important, and how to do it. Any business marketing professional will benefit from a look at this book. —David Raab, Founder at Raab Associates If you're reading this book and just getting started with ABM, welcome to the future of what b-to-b marketing can be: insight-led, technology-enabled and, above all, customer focused. Our clients are delighted with the business impact they deliver using account-based marketing, and you will be, too. —Megan Heuer, Vice President and Group Director, SiriusDecisions Like a Hollywood agent, marketing's job is to get sales the 'audition,' not the part. Account-based marketing is the key to maximizing the number of the 'right' auditions for your sales team, and Account-Based Marketing For Dummies explains how. —Joe Chernov, VP of Marketing at InsightSquared Ever-advancing marketing technology is enabling a new generation of sales and marketing strategies to thrive, changing the playing field for companies of all sizes. This modern wave of account-based marketing has tremendous potential to improve your business, and Sangram Vajre is an insightful and enthusiastic guide to show you how. —Scott Brinker, Author of Hacking Marketing Account-based marketing is shifting how businesses use customer insights to capture more upmarket revenue. This book teaches a new wave of data-driven marketers how to embrace an enlightened quality-vs-quantity approach and execute a scalable ABM strategy that delivers real results. —Sean Zinsmeister, Senior Director of Product Marketing, Infer The book may be titled '...for dummies', but ABM is proving to be a smart approach for B2B marketers charged with generating sales pipeline and acquiring and delighting customers. Use this book to help you get started and advance your account-based marketing strategies and tactics that will thrill your sales colleagues, executive team and customers alike. —Scott Vaughan, CMO, Integrate |
| 6sense account based marketing: Reconceiving Schizophrenia Man Cheung Chung, K. W. M. Fulford, George Graham, 2007 Schizophrenia has been investigated predominantly from psychological, psychiatric and neurobiological perspectives. This text examines it from a philosophical point of view. |
| 6sense account based marketing: Data Science and Machine Learning Dirk P. Kroese, Zdravko Botev, Thomas Taimre, Radislav Vaisman, 2019-11-20 Focuses on mathematical understanding Presentation is self-contained, accessible, and comprehensive Full color throughout Extensive list of exercises and worked-out examples Many concrete algorithms with actual code |
| 6sense account based marketing: Account-Based Marketing Chris Golec, Peter Isaacson, Jessica Fewless, 2019-03-19 Account-Based Marketing is changing the discipline of marketing—Why? Business-to-business (B2B) companies spend $40 Billion on marketing each year, and they embrace tech-driven innovations, yet the traditional model for lead generation has not changed for decades. Why? In addition to the techniques being outdated, they create friction and distrust between marketing and sales teams. ABM has quickly gained traction with leading B2B companies because it aligns sales and marketing teams around the accounts that will have the most business impact. Instead of chasing a large volume of lower-quality, generic leads, ABM helps sales and marketing professionals coordinate their efforts against a specific set of target accounts. Despite the clear advantages of ABM, there continues to be much confusion around just how to implement it. Written by the leaders behind the successful marketing firm Demandbase, Account-Based Marketing explains how to execute a world-class ABM strategy from start to finish. Find out exactly how highly successful B2B companies are using Account-Based Marketing to grow their customer base Develop an effective strategy to adapt ABM principles for your own organization with its own unique needs Integrate your sales and marketing processes into an efficient, cohesive workflow Locate and attract the ideal clients for your business to increase revenue and open up new opportunities From building the right target account list and understanding the impact of ABM on marketing programs, to selling ABM within an organization and finding budget for the strategy, you’ll find it all in this authoritative guide. |
| 6sense account based marketing: Whistleblowing, Communication and Consequences Peer Jacob Svenkerud, Jan-Oddvar Sørnes, Larry Browning, 2020-10-26 Whistleblowing, Communication and Consequences offers the first in-depth analysis of the most publicized, and morally complex, case of whistleblowing in recent European history: the Norwegian national lottery, Norsk Tipping. With contributions from the whistleblower himself, as well as from key voices in the field, this book offers unique perspectives and insights into not only this fascinating case, but into whistleblowing and wrongdoing in organizations more broadly. An international team of scholars use fourteen different theoretical lenses to show the complex and multi-faceted nature of whistleblowing. The book begins with an ethnographic account by the whistleblower story and proceeds into an analysis of the literature and conceptual topics related to that whistleblowing incident to present the lessons that can be learnt from this extreme example of institutional failure. This fascinating, complex, and multi-theoretical book will be of great interest to scholars, students and industry leaders in the areas of public relations, corporate communication, leadership, corporate social responsibility, whistleblowing and organizational resistance. |
| 6sense account based marketing: A Practitioner's Guide to Account-based Marketing Bev Burgess, Dave Munn, 2021-06-29 Improve relationships, drive growth and win new business by developing and implementing highly-customized B2B marketing programmes for key accounts. |
| 6sense account based marketing: Rise of the Revenue Marketer Debbie Qaqish, 2013-10-21 This book is written for the B2B marketing executive who is responsible for answering the question What are you going to do about revenue? This one question begins the transformation of marketing from a cost center to a revenue center, a journey for which most executives are not fully prepared. To describe this transformation, Debbie Qaqish and The Pedowitz Group coined the term Revenue Marketing in 2010. This book was written as a Playbook for the executive responsible for leading this change. Marketing executives reading this book will: gain insight from the Revenue Marketing practices of twenty-four marketing executives interviewed for this book; learn about a new discipline called Revenue Marketing and how it transforms marketing from a cost center to a revenue center; find out how to move Revenue Marketing from a strategy to an executable plan; discover how to manage the key areas of change required on this journey; and understand and be able to apply the key plays for building a repeatable, predictable, and scalable Revenue Marketing practice. |
| 6sense account based marketing: Theory-Based Data Analysis for the Social Sciences Carol S. Aneshensel, 2013 This book presents the elaboration model for the multivariate analysis of observational quantitative data. This model entails the systematic introduction of third variables to the analysis of a focal relationship between one independent and one dependent variable to ascertain whether an inference of causality is justified. Two complementary strategies are used: an exclusionary strategy that rules out alternative explanations such as spuriousness and redundancy with competing theories, and an inclusive strategy that connects the focal relationship to a network of other relationships, including the hypothesized causal mechanisms linking the focal independent variable to the focal dependent variable. The primary emphasis is on the translation of theory into a logical analytic strategy and the interpretation of results. The elaboration model is applied with case studies drawn from newly published research that serve as prototypes for aligning theory and the data analytic plan used to test it; these studies are drawn from a wide range of substantive topics in the social sciences, such as emotion management in the workplace, subjective age identification during the transition to adulthood, and the relationship between religious and paranormal beliefs. The second application of the elaboration model is in the form of original data analysis presented in two Analysis Journals that are integrated throughout the text and implement the full elaboration model. Using real data, not contrived examples, the text provides a step-by-step guide through the process of integrating theory with data analysis in order to arrive at meaningful answers to research questions. |
| 6sense account based marketing: No Forms. No Spam. No Cold Calls. Latané Conant, 2022-09-22 Unlock the full potential of modern marketing and sales In the newly revised and updated edition of No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing, celebrated speaker, writer, and Chief Market Officer of 6sense, Latané Conant, delivers an eye-opening and engaging guide for salespeople and marketers to use technology to identify prospects and put them at the center of everything they do. You’ll learn how to prioritize which accounts to work, engage the entire buying team, uncover hidden intent signals, and measure real success. You’ll also discover: Strategies for building a tech-stack that prioritizes your customers Ways for chief marketing officers to stop playing defense and go on offense Insights for the modern sales leader, including how to sellers up to win, design successful territories, and hire and retain top sellers How the modern era of marketing and sales is different from what it used to be and how to capitalize on your new capabilities A can’t-miss handbook for marketers, salespeople, and team leads, No Forms. No Spam. No Cold Calls. is an original and thought-provoking journey through the techniques and strategies made possible by modern revenue technologies. |
| 6sense account based marketing: Sales Engagement Manny Medina, Max Altschuler, Mark Kosoglow, 2019-03-12 Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible. |
| 6sense account based marketing: Obviously Awesome April Dunford, 2019-05-14 You know your product is awesome-but does anybody else? Successfully connecting your product with consumers isn't a matter of following trends, comparing yourself to the competition or trying to attract the widest customer base. So what is it? April Dunford, positioning guru and tech exec, is here to enlighten you. |
| 6sense account based marketing: Machine Learning and Artificial Intelligence in Marketing and Sales Niladri Syam, Rajeeve Kaul, 2021-03-10 Machine Learning and Artificial Intelligence in Marketing and Sales explores the ideas, and the statistical and mathematical concepts, behind Artificial Intelligence (AI) and machine learning models, as applied to marketing and sales, without getting lost in the details of mathematical derivations and computer programming. |
| 6sense account based marketing: MEDDICC Andy Whyte, 2020-11-25 What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator. |
| 6sense account based marketing: Encyclopedia of Management Theory Eric H. Kessler, 2013-03-01 In discussing a management topic, scholars, educators, practitioners, and the media often toss out the name of a theorist (Taylor, Simon, Weber) or make a sideways reference to a particular theory (bureaucracy, total quality management, groupthink) and move on, as if assuming their audience possesses the necessary background to appreciate and integrate the reference. This is often far from the case. Individuals are frequently forced to seek out a hodgepodge of sources varying in quality and presentation to provide an overview of a particular idea. This work is designed to serve as a core reference for anyone interested in the essentials of contemporary management theory. Drawing together a team of international scholars, it examines the global landscape of the key theories and the theorists behind them, presenting them in the context needed to understand their strengths and weaknesses to thoughtfully apply them. In addition to interpretations of long-established theories, it also offers essays on cutting-edge research as one might find in a handbook. And, like an unabridged dictionary, it provides concise, to-the-point definitions of key concepts, ideas, schools, and figures. Features and Benefits: Two volumes containing over 280 signed entries provide users with the most authoritative and thorough reference resources available on management theory, both in terms of breadth and depth of coverage. Standardized presentation format, organized into categories based on validity and importance, structures entries so that readers can assess the fundamentals, evolution, and impact of theories. To ease navigation between and among related entries, a Reader’s Guide groups entries thematically and each entry is followed by Cross-References. In the electronic version, the Reader’s Guide combines with the Cross-References and a detailed Index to provide robust search-and-browse capabilities. An appendix with a Chronology of Management Theory allows readers to easily chart directions and trends in thought and theory from early times to the present. An appendix with Central Management Insights allows readers to easily understand, compare, and apply major theoretical messages of the field. Suggestions for Further Reading at the end of each entry guide readers to sources for more detailed research and discussion. Key themes include: Nature of Management Managing People, Personality, and Perception Managing Motivation Managing Interactions Managing Groups Managing Organizations Managing Environments Strategic Management Human Resources Management International Management and Diversity Managerial Decision Making, Ethics, and Creativity Management Education, Research, and Consulting Management of Operations, Quality, and Information Systems Management of Entrepreneurship Management of Learning and Change Management of Technology and Innovation Management and Leadership Management and Social / Environmental Issues PLUS: Appendix of Chronology of Management Theory PLUS: Appendix of Central Management Insights |
| 6sense account based marketing: At Risk Piers Blaikie, Terry Cannon, Ian Davis, Ben Wisner, 2014-01-21 The term 'natural disaster' is often used to refer to natural events such as earthquakes, hurricanes or floods. However, the phrase 'natural disaster' suggests an uncritical acceptance of a deeply engrained ideological and cultural myth. At Risk questions this myth and argues that extreme natural events are not disasters until a vulnerable group of people is exposed. The updated new edition confronts a further ten years of ever more expensive and deadly disasters and discusses disaster not as an aberration, but as a signal failure of mainstream 'development'. Two analytical models are provided as tools for understanding vulnerability. One links remote and distant 'root causes' to 'unsafe conditions' in a 'progression of vulnerability'. The other uses the concepts of 'access' and 'livelihood' to understand why some households are more vulnerable than others. Examining key natural events and incorporating strategies to create a safer world, this revised edition is an important resource for those involved in the fields of environment and development studies. |
| 6sense account based marketing: Revenue Growth Engine Darrell Amy, 2020-05-11 Would you like to grow revenue faster? Whether you own a company, lead a sales team, or work in marketing, we all share the same goal: revenue growth. Unfortunately, many companies are not growing as fast as they could be. You are running marketing campaigns. Your sales team is making calls. What's keeping you from growing faster? Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing. The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth! In this book, you will quickly discover which parts of your company's growth engine are not performing. You will find a big picture model for aligning marketing and sales to drive growth. Then, Darrell walks you step by step through how to improve each component of your growth engine. |
| 6sense account based marketing: Marketing and Sales Automation Uwe Hannig, Uwe Seebacher, 2023-05-02 This book clarifies based on latest findings and research what one needs to know about marketing and sales automation, how to manage projects to implement them, select and implement tools, and what results can be achieved. It also outlines what can be expected in the future such as the automation of corporate communication and Human Resources. The range of topics spans from the creation of a valid data base in the context of applied AI for realizing predictive intelligence and the effects of data regulations such as the European General Data Protection Regulation (GDPR) when addressing customers and prospects to recommendations for selecting and implementing the necessary IT systems. Experts also report on their experiences in regard to Conversion-rate-optimization (CRO) and provide tips and assistance on how to optimize and ensure the highest RoI for marketing and sales automation. A special focus will be placed on the dovetailing of marketing and sales and the management of the customer journey as well as the improvement of the customer experience. |
| 6sense account based marketing: Communicating Professionally Catherine Sheldrick Ross, Kirsti Nilsen, 2013-07-17 The new third edition of Communicating Professionally is completely revised with new sections outlining the opportunities offered by contemporary communication media. |
| 6sense account based marketing: Account-Based Growth Bev Burgess, Tim Shercliff, 2022-11-03 Develop long-term relationships, deliver market-beating growth, and create sustainable value with this pragmatic guide to aligning marketing, sales, customer success and your executives around your most important customers. Many B2B companies make half their profitable revenue from just three percent of their customers, yet don't recognize the significance of these accounts, nor invest appropriately in them. Account-Based Growth introduces a comprehensive framework for improving internal alignment and external engagement with these vital few. It contains bullet-pointed takeaways at the end of each chapter plus a comprehensive checklist to help you improve your own company's approach to its most important customers. Each element of the framework is brought to life through viewpoints from industry experts and case studies from leading organizations including Accenture, Fujitsu, Infosys, SAP, Salesforce, ServiceNow and Telstra. |
| 6sense account based marketing: Marketing Artificial Intelligence Paul Roetzer, Mike Kaput, 2022-06-28 Artificial intelligence is forecasted to have trillions of dollars of impact on businesses and the economy, yet many marketers struggle to understand what it is and how to apply it in their marketing efforts. The truth is, AI possesses the power to change everything. While AI-powered marketing technologies may never achieve the sci-fi vision of self-running, self-improving autonomous systems, a little bit of AI can go a long way toward dramatically increasing productivity, efficiency, and performance. Marketing AI Institute’s Founder & CEO, Paul Roetzer, and Chief Content Officer, Mike Kaput, join forces to show marketers how to embrace AI and make it their competitive advantage. Marketing Artificial Intelligence draws on years of research and dozens of interviews with AI marketers, executives, engineers, and entrepreneurs. Roetzer and Kaput present the current potential of AI, as well as a glimpse into a near future in which marketers and machines work seamlessly to run personalized campaigns of unprecedented complexity with unimaginable simplicity. As the amount of data exponentially increases, marketers’ abilities to filter through the noise and turn information into actionable intelligence remain limited. Roetzer and Kaput show you how to make breaking through that noise your superpower. So, come along on a journey of exploration and enlightenment. Marketing Artificial Intelligence is the blueprint for understanding and applying AI, giving you just the edge in your career you’ve been waiting for. |
| 6sense account based marketing: Virtual Selling Jeb Blount, 2020-07-28 And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the Swiss Army Knife of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands. |
| 6sense account based marketing: Artificial Intelligence for Marketing Jim Sterne, 2017-08-14 A straightforward, non-technical guide to the next major marketing tool Artificial Intelligence for Marketing presents a tightly-focused introduction to machine learning, written specifically for marketing professionals. This book will not teach you to be a data scientist—but it does explain how Artificial Intelligence and Machine Learning will revolutionize your company's marketing strategy, and teach you how to use it most effectively. Data and analytics have become table stakes in modern marketing, but the field is ever-evolving with data scientists continually developing new algorithms—where does that leave you? How can marketers use the latest data science developments to their advantage? This book walks you through the need-to-know aspects of Artificial Intelligence, including natural language processing, speech recognition, and the power of Machine Learning to show you how to make the most of this technology in a practical, tactical way. Simple illustrations clarify complex concepts, and case studies show how real-world companies are taking the next leap forward. Straightforward, pragmatic, and with no math required, this book will help you: Speak intelligently about Artificial Intelligence and its advantages in marketing Understand how marketers without a Data Science degree can make use of machine learning technology Collaborate with data scientists as a subject matter expert to help develop focused-use applications Help your company gain a competitive advantage by leveraging leading-edge technology in marketing Marketing and data science are two fast-moving, turbulent spheres that often intersect; that intersection is where marketing professionals pick up the tools and methods to move their company forward. Artificial Intelligence and Machine Learning provide a data-driven basis for more robust and intensely-targeted marketing strategies—and companies that effectively utilize these latest tools will reap the benefit in the marketplace. Artificial Intelligence for Marketing provides a nontechnical crash course to help you stay ahead of the curve. |
| 6sense account based marketing: Unhidden Robert Kandell, 2018-12-08 Traditionally, men have held the “privileged” position; however, two generations of societal change has dramatically changed the playing field, at the expense of the Man. The effect is that men are lost, causing an increase in aggression, confusion and apathy. Worse, they have withdrawn from society because it’s not deemed OK for men to express their feelings and doubt. Men want to love and provide, but feel disconnected from their true purpose. UnHidden is a pragmatic guide that compiles 18 years of experience and tens of thousands of client sessions into a simple step-by-step blueprint for turning your life around. This book is Man’s key to evolving from your current status quo to a true, authentic man in today’s chaotic world. .-- |
| 6sense account based marketing: Dealing with Darwin Geoffrey A. Moore, 2005 MOORE/DEALING WITH DARWIN |
| 6sense account based marketing: Fanatical Prospecting Jeb Blount, 2015-09-29 Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good! |
| 6sense account based marketing: Sales Enablement 3.0: The Blueprint to Sales Enablement Excellence Roderick Jefferson, 2021-04-23 Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization. |
| 6sense account based marketing: The Library in the Life of the User Lynn Silipigni Connaway, 2015 This compilation provides a sequential overview of some of OCLC Research's user behavior research findings that articulate the need for the design of future library services to be all about the user. |
| 6sense account based marketing: Saleshood Elay Cohen, 2014-04-15 A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge. |
| 6sense account based marketing: Megadeals Johan Aberg, Christopher Engman, 2020-02-24 In this hands-on book, Aberg and Engman reveal the five cornerstones of a successful megadeal and explore the many complexities surrounding them. They also provide a unique cutting-edge approach to complex selling that blends account-based marketing and sales with enterprise social selling in a way that will transform your sales and marketing team. |
| 6sense account based marketing: Authentic Selling Jeff Kirchick, 2020-12-11 Whether you realize it or not, every day you are selling something. You might not consider yourself a salesperson and you might slam the door shut on the guy who comes to your house offering a widget. But from interpersonal relationships to job interviews to riffing about politics with your friends, life is a series of interactions involving the timeless skills of salesmanship. We often associate salesmanship with phoniness - used car dealers, telemarketers, snake oil salesmen - but in this engaging and humorous debut, Jeffrey Kirchick, an up-and-coming voice in the world of sales leadership, argues that what's missing in salesmanship is what's missing in life generally: authenticity. With Artificial Intelligence and Machine learning threatening to render whole professions obsolete, authenticity matters more than ever - and not only to people who work in sales. And at a time when groupthink dominates our discourse, authenticity is needed more than ever. In this brisk and engaging work combining entrepreneurial advice, political commentary, and memoir, Kirchick turns conventional business wisdom on its head, explaining why the customer is not always right, why being weird is good, and how being a failure can be admirable. |
6sense - The ABM Platform Powered by Revenue Intelligence
6sense unifies your data, channels, and teams with purpose-built AI and intelligent Agents — so every GTM motion is smarter, faster, and more effective. Book Your Demo
Explore the 6sense Platform | 6sense
6sense captures intent signals from every known and anonymous source, and connects it all to prospect accounts, delivering complete insight into the buying journey.
About 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
The Best B2B Intent Data Provider - 6sense
Boost your revenue performance by empowering your rev teams with the leading b2b intent data provider tool from 6sense. With our intent-powered predictive models, you can eliminate …
Meet Our Customers - 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
6sense Revenue Marketing | 6sense
6sense Revenue Marketing brings together data, predictive analytics, and AI email agents to enable marketers to find the best accounts to target, easily run hyper-personalized campaigns, and …
Resources - 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
The Best B2B Programmatic Advertising Tool - 6sense
6sense’s built-in custom B2B DSP connects with the world’s largest ad exchanges, as well as Google, LinkedIn and Facebook for scalable, global reach across platforms. 6sense supports a …
Sales Acceleration | 6sense Glossary
Jul 21, 2023 · 6sense helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team. Why …
Predictive Marketing Analytics Software & Tools - 6sense
Eliminate ineffective sales & marketing campaigns with 6sense's AI-powered predictive analytics software for B2B marketing.
6sense - The ABM Platform Powered by Revenue Intelligence
6sense unifies your data, channels, and teams with purpose-built AI and intelligent Agents — so every GTM motion is smarter, faster, and more effective. Book Your Demo
Explore the 6sense Platform | 6sense
6sense captures intent signals from every known and anonymous source, and connects it all to prospect accounts, delivering complete insight into the buying journey.
About 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
The Best B2B Intent Data Provider - 6sense
Boost your revenue performance by empowering your rev teams with the leading b2b intent data provider tool from 6sense. With our intent-powered predictive models, you can eliminate …
Meet Our Customers - 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
6sense Revenue Marketing | 6sense
6sense Revenue Marketing brings together data, predictive analytics, and AI email agents to enable marketers to find the best accounts to target, easily run hyper-personalized campaigns, and …
Resources - 6sense
Why 6sense. Leading companies use 6sense to generate more revenue. Signalverse. Explore the trillions of datapoints collected everyday. 6AI. Understand how 6sense turns data into intelligence.
The Best B2B Programmatic Advertising Tool - 6sense
6sense’s built-in custom B2B DSP connects with the world’s largest ad exchanges, as well as Google, LinkedIn and Facebook for scalable, global reach across platforms. 6sense supports a …
Sales Acceleration | 6sense Glossary
Jul 21, 2023 · 6sense helps B2B organizations achieve predictable revenue growth by putting the power of AI, big data, and machine learning behind every member of the revenue team. Why …
Predictive Marketing Analytics Software & Tools - 6sense
Eliminate ineffective sales & marketing campaigns with 6sense's AI-powered predictive analytics software for B2B marketing.
