The challenge
Your open opportunities have gone dark. Sales isn’t hearing back, but 6sense shows these accounts are actively researching competitors. Time’s running out.
You need to re-engage these accounts with targeted content that pulls them back into your sales funnel before they make a decision without you at the table.
Transform silent opportunities into active sales conversations by delivering targeted competitive content that addresses their current research and demonstrates your advantages over alternatives they’re considering.
Tools you’ll be using:
- 6sense Intelligent Workflows
- 6sense Intent Data
- 6sense Display Advertising
- 6sense AI Email Agents
- CRM
- Sales Engagement Platform
- LinkedIn Ads
How it works
By identifying accounts with open opportunities that show competitive research intent but lack recent sales activity, you’re able to segment these high-risk deals and re-establish your value proposition.
This dual-channel approach combines targeted display advertising with LinkedIn Ads, looking for signs of re-engagement to trigger new sales outreach.
This particular step-by-step is extremely streamlined. As you get comfortable with the tool, you can add more decision logic to add more power to the workflow. For now, though, let’s keep it easy.
Click-through interactive demo
Step-by-Step
1. Start with your audience segment
Choose the audience segment you’d like to use for this campaign. For this simple workflow, we’d choose a broad segment that captures a large portion of your ICP.
2. Narrow the audience to open opportunities
Use a Decision node to filter your audience. In this example, we’re looking for accounts that have been open opportunities for more than 30 days. The question is “why?”
3. Check for signs of competitor research
If an opportunity has been open more than 30 days, this workflow then checks to see if an account has been researching competitor keywords. If so, we want to launch campaigns to try to aggressively win their consideration.
4. Launch LinkedIn Ad and Display Ad campaigns
Use Action nodes to launch campaigns focused on how you stack up against competitors, stressing your differentiators, and potentially even offering discounts or promotions.
5. Set timers to turn off campaigns
Use timer nodes to decide when campaigns should end. In this case, unless the opportunity is closed, the campaigns will run for 45 days.