6sense’s Post

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/i3wBEU

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/qgurmP

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/qU41xN

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/gfXoEH

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/z3jZhW

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/fZxGoE

The research by 6sense that Saima Rashid shows below proves that #GTM teams need to go beyond focusing on in-market accounts and on #intentdata that #6sense and others deliver. Their studies show... 85% of buying teams have their purchase requirements mostly or completely set before engaging with vendors. That means in-market accounts are looking for companies that can meet their needs with the most capabilities at the lowest price possible. As teams are reacting to predefined needs (vs. setting the vision) and these companies are comparing features and prices -- in-market accounts tend to offer limited deal sizes. In-market accounts are where you can get your short term growth. But at Markus Ståhlberg at N.Rich mentioned in a #LinkedIn post a few days ago -- we need to balance short term growth initiatives with long-term growth initiatives. We need to identify accounts that are part of our ICP that have a strategic priority in place we can play a role in -- but the company is in status quo or are not aware of the solutions they will need. It's these accounts where we can define the needs and buying vision. It's these accounts that can deliver greenfield opportunities. It's these accounts that will provide you with the greatest revenue streams YoY. #Intent data will help you prioritize accounts and see which ones you want to look into further -- but intent and being in-market should not be the major factors in your account selection despite what Latané Conant (she/her) may have written in her book. On the ABM Done Right Podcast, Lindsay Baggett mentioned that if you're primarily using intent data to select accounts then you're not ready for #ABM. Besides being on our podcast, we'll be building with Lindsay an ABM community similar to ForgeX and Peak Community. Within the community we'll share the data that teams should be using to identify accounts. Besides intent data, what else are you using to identify accounts for #ABM? What other data are you looking at?

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/bspEGM

🔮 The B2B buying journey has finally been demystified! 6sense researchers surveyed over 2,500 recent B2B buyers to understand how and when decisions are made. Here's the BIGGEST reveal: 81% of buyers have picked a winner before they ever talk to a sales rep! But, what happens before then? ➡️ Swipe to explore the buying journey and key findings from the 2024 B2B Buyer Experience Report. PS: Now that you know how buyers make decisions, find out how to win the deal before they even talk to your sales team. Download the full Buyer Experience Report (no form, of course!) https://okt.to/hO0dEa