New Features and Enhancements for January 2022
Welcome to 2022! We’re thrilled to introduce our first release of the year, jam-packed with powerful new tools that empower each member of the revenue team to accelerate pipeline and win more deals.
In effort to align GTM teams closer to revenue, we have focused on bringing marketers closer to where sellers work every day. Significant enhancements to our Sales Intelligence capabilities, along with many other important updates characterize the January 2022 product release and address prevalent business challenges like:
Aligning Sales and Marketing on a common set of metrics to guide decision-making.
Eliminating manual, time-consuming processes so the focus can remain on selling.
Organizing the revenue tech stack for higher adoption and value.
This article highlights new features to explore and the changes you will begin to see in the platform the week of January 10. Of course, your company’s subscriptions and user permissions will determine access to these items.
Give your Sales teams the unfair advantage of being a step ahead of the buyer.
With limited time to conduct prospecting or account check-ins each day, sales professionals need actionable data at their fingertips. New 6sense Sales Intelligence capabilities and UX enhancements provide clearer insights with fewer clicks, highlight action items, and improve configurability.
The new Recommended Actions Dashboard elevates immediate, impactful actions to take, reasons to take them, and makes it easy to do so with a couple of clicks. By uncovering and determining the next-best actions across all the accounts they should care about, the dashboard takes hours of manual research and guesswork out of the equation to give Sales teams the benefit of insight and speed – both crucial in carving out a competitive advantage.
The Trending People Dashboard is now more easily viewable, actionable, configurable and reportable. A salesperson looking for insights has fewer clicks to view previous actions, intent data, options to purchase or outreach a contact, report or customize a view, and more.
Prospect at scale without losing personalization.
When managing a large book of business, manual research and outreach become especially time consuming for sellers. Now, bulk actions like adding contacts to an email cadence are available at the touch of a button. Salespeople no longer have to sacrifice personalization and relevance, and instead, can organize outreach based on criteria such as persona, buying stage, vertical and title.
Eliminate the noise and focus on the highest priority for action.
Customizable alerts give admin control over which intent signals they would like teams or individuals to be notified about based on what is most relevant and important to their specific territory or targets.
Admins can:
Choose from a completely new set of customizable alert categories
Include only desired alert categories
Choose intent signals to use within an alert category, like specific web pages, keywords, etc.
Your 6sense Qualified Accounts (6QA), your way.
6QAs offer a proven-quality benefit to the traditional MQL-based approach by leveraging the power of 6sense AI. They provide a defined metric to qualify accounts based on their likelihood of being in-market indicated by their behaviors and their propensity to buy based on fit. However, we recognize that some organizations and their products or services might have some unique aspects to their go-to-market process that require customization.
We now offer the best of both worlds to address this scenario. 6sense Qualified Accounts (6QAs) are now completely customizable. Use the out-of-the-box 6QA or tailor buying stages and weight activities based on criteria that best fit your organization’s specific needs and intricacies.
Make better contact purchases and campaign audiences.
New filters allow customers to better prioritize contact purchases. Customers can use a filter-hierarchy to better prioritize contact purchases by relevancy, hot locations, and tiered title levels/functions.
Set up orchestrations to add more focused, better-fit audiences to campaigns. Predictive customers can do more with less effort and personalize at scale by leveraging higher quality data, like 6sense Contact Profile Fit and Persona Maps, to automate the selection of relevant audiences.
Email and Calendar Contact Orchestration (Open Beta)
Gain greater visibility into ever-expanding buying teams by capturing missing contacts from emails and meetings in calendars. Via an easy, self-serve integration with providers like Microsoft 365 and G Suite, 6sense Essentials subscribers can now sync contact information from emails and calendars and add them to their CRM.
With richer contact-level insights, revenue teams can better understand individuals within the buying group and engage accounts more effectively. This feature will be in Beta and open to all customers for self-sign up from the settings page.
Additional Changes and Enhancements
Segment creation workflow redesign and segment filter updates make it easier and more intuitive to build and fine-tune segments. View a workflow example for the “Upload List” segment creation here.
Save frequently used reports for easy access and clone existing reports to reuse filter logic.
See how G2 buyer intent data is influencing how your buyers move through their journeys in Funnel Insight and Segment Reports.
Integrate LinkedIn and 6sense from the Integrations page in Settings.
LinkedIn and Facebook synced segment and overage reporting display the number of segments being actively synced at any time in the month and enables limits to be set.
Improved campaign organization with Draft and Archive folders reduce clutter while preserving historical data and reporting.
Industry and new Sub-Industry values have been added to the data enrichment orchestrations.
Users from organizations that have multiple 6sense instances connected to multiple CRMs can now access insights and take action within Sales Intelligence no matter which CRM they are logged into.
Enhanced Sales Intelligence platform usage reports now display usernames, titles and roles, as well as more detailed file headers.
Rules-based mapping is now available in Data Taxonomy to make the override feature more flexible and provide a higher level of control.
Self-serve API key management provides a complete view of API usage to better review match rates and assess the value of each integration.
Slintel has been added as a contact provider, and a subset of Slintel’s database will now be available for contact acquisition use cases supported by 6sense orchestrations and 6sense Sales Intelligence.