SalesTech Star

6sense Launches Next Best Actions to Help Prospecting Teams Better Engage Target Accounts

Industry-first AI-driven orchestration layer eliminates guesswork for BDRs by providing time-based recommendations for the right contacts, messaging, and actions to build pipeline

6sense, the leading Account Engagement Platform, announced the beta release of Next Best Actions, an advanced capability that uses AI to present business development representatives (BDRs) with a prioritized list of recommended actions to engage the buying team within a target account. Part of 6sense Sales Intelligence, a module that provides rich behavioral and predictive data on account records within CRM, Next Best Actions delivers recommendations including which contacts to engage next, key talking points to use, and new contacts to find.

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With a proprietary intent network of more than 3.5M B2B websites and a patented Company Graph that matches buying signals to accounts more accurately than any other vendor, 6sense already enables its customers to identify accounts with high buying propensity, gain deep insights on buyer behavior, and identify the buying center. With Next Best Actions, prospecting teams can now leverage machine learning to derive even greater value from 6sense’s account insights in an easier and more prescriptive way, taking the guesswork out of how to increase engagement with an account.

“6sense Next Best Actions has enabled our BDR team to eliminate manual tasks, increase the number of hyper-personalized emails and calls placed every day, and deliver higher quality engagement with key prospects,” said Ernest Owusu, Director of Sales Development at 6sense. “Not only are seasoned reps more productive, but we can also onboard new reps faster and rapidly help them become top performers by focusing their activity on what matters.”

The AI-based recommendations delivered by Next Best Actions are intended to help sales reps better engage target accounts for new and upsell business opportunities. This level of data-driven guidance is essential, as TOPO recently reported that only 48% of business development reps are consistently hitting quota.

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With Next Best Actions, BDRs can:

  • Get daily recommendations of which people to focus on within a target account
  • Find relevant new contacts for key buyer personas on LinkedIn or LinkedIn Sales Navigator
  • Add key contacts to a sales engagement platform for outreach
  • Easily view relevant talking points and information at the person or account level
  • Display history for all outreach and engagement activity with the contact

“The frontline of the revenue team is challenged with the abundance of tasks and contacts to engage an account,” said Amar Doshi, VP of Product at 6sense. “Ours is the only platform that aims to help sales prioritize actions, reduce manual effort, and maximize pipeline generation by leveraging AI out-of-the-box rather than a linear rules-based approach.”

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