Amanda Kahlow is CEO and founder of 6sense. Prior to 6sense, Amanda spent 14 years as the CEO and founder of CI Insights, a big-data services company that used multichannel analytics to help enterprise companies generate as much as $300 million in net-new business.
What would it take for your sales team to stay on top of the pipeline and effectively manage sales opportunities? Better incentives? Micromanagement? Magic?
We say the answer is predictive intelligence.
Every day, your buyers and prospects are leaving digital footprints, buying signals that indicate whether they are in the market to buy, what products they prefer, and perhaps the vendors they are considering.
By tying together billions of rows of time-sensitive data, predictive intelligence distills all these digital signals into insight that sales professionals can use immediately, leading to faster close rates and increased sales.
For example, our customers’ sales teams receive regular alerts about new prospects that 6sense has found and regular notifications about prospects’ progression through the funnel. All this valuable information is captured with no extra work required from the sales teams.
The results are tangible. Here are two ways predictive intelligence helps sales teams better manage the pipeline.
1) Fill your pipeline with new prospects who are ready to buy.
Think about how fast you’re going through leads. If you’re running through them, you’re not alone; ample lead supply is a common pain point for sales. The predictive intelligence platform by 6sense alleviates this issue by identifying entirely net-new prospects who are either in the market to buy your specific product or actively looking at other options in your industry. Say a company is showing intent to buy your type of product but hasn’t discovered your brand. The 6sense predictive engine will detect that this prospect is in the market to buy and will inform your sales team, who can jump on the opportunity.
One of our customers used 6sense to identify business that resulted in the third largest deal in the company’s history – and this prospect was about to buy from a competitor! Another 6sense customer was able to double its opportunity sizes, and 70 percent of those opportunities were net-new prospects who had never “raised their hands” and were not in marketing-automation or customer relationship management systems.
2) Get a full-funnel picture of all your prospects.
So now that you have plenty of new leads, what about everyone else? Your reps must understand where potential buyers are in their journey. With predictive intelligence, that’s possible.
Say you want to sell to 10 specific people; however, if their activity doesn’t indicate that they’re in the market to buy, then you know you don’t need to focus on those 10 prospects for the time being. Instead, jump on the ones who are showing active interest in your products. Stop guessing and start selling. One of our customers told us that, before using 6sense, 33 touches were required to convert a lead to an opportunity. After using 6sense, it took only 10.