Life as a distributor isn’t easy. Because of their unique position between consumers and manufacturers, they must always keep one eye on both.
Distributors must:
- Identify the brands and products that consumers need
- Find the companies that manufacture these products
- Form strong relationships with both their customers and their suppliers
Without the right insights about both buyers and suppliers, distributors can easily lose track of shifting market demands.
Let’s look at how 6sense’s AI-driven platform can specifically boost the performance of distributors.
Use a Sales Intelligence Platform
One of the key questions any distributor has is: which buyers need our products?
6sense’s Revenue AI for Sales™ helps distributors uncover real-time intelligence about interest in their products.
Because roughly only 10% of your buyers are in-market at any given time it can be difficult to understand which accounts to target. Revenue AI for sales uncovers real-time interest by revealing:
- Activity on your website (product pages and content read)
- Keyword research on topics related to your brand or industry
- Key company information like firmographics, technographics, and market trends
Sales intelligence also serves as a more effective search tool for accounts than trawling LinkedIn or using static account territories.
6sense’s Revenue AI for Sales™ offers the ability to filter accounts by:
- Buying stage
- Firmographics
- Account engagement
- Account fit
Using these tools to search for accounts turns prospecting from a guessing game to shooting fish in a barrel.
Leverage the Power of Intent Data
The secret sauce for distributors looking to home in on the right buyers and suppliers? Intent data.
Intent data is the secret sauce for revealing accounts actively searching for products and services like yours.
Intent data is comprised of:
- Topics and keywords being researched
- Visits to your website
- Visits to third-party sites related to your industry/products
- Engagement with your content and campaigns
Because so much of the buying journey happens anonymously — roughly 70% — intent data is invaluable for surfacing buying activity that you usually wouldn’t have access to.
Distributors leveraging intent data through 6sense unlock the ability to:
- Uncover more buyers good they already distribute by finding accounts they didn’t know were in-market
- Spot demand for new products by tracking keywords
- Uncover manufacturers showing uptick in production goods that distributors can purchase and sell to consumers
Distributors who use intent data will be able to better forecast demand for their products, uncover new products with increasing demand, and pinpoint strong manufacturing partners.
Find the Right Accounts to Prioritize
Distributors might have dozens of product lines across multiple industries. Knowing which products should receive more resources and support can be difficult without the right insights.
6sense makes it much easier for distributors to prioritize which accounts they should focus on thanks to AI-powered predictive analytics. Predictive analytics combines your historical data with real-time buying signals to accurately predict where accounts are in the buying journey — helping you tailor your approach.
Instead of reaching out to an account too early — or too late, when they’ve chosen a competitor — 6sense enables distributors to engage at the exact right time.
This allows for messaging to be exactly aligned with the stage of the buying journey and your outreach to be tailored to the exact products and services you know the account is interested in.
Rather than flipping through the rolodex or running down the account list in order, 6sense makes it a breeze to prioritize the accounts you know are actively researching you.
Conclusion
Distributors are burning the candle at both ends by maintaining a relationship with both suppliers and buyers. 6sense makes it easier to identify the best course of action on both fronts by uncovering typically hidden insights and prioritizing the right accounts.
Learn more about how 6sense empowers distributors and the manufacturing industry as a whole.
