Despite having access to more data than ever before, B2B revenue teams are still struggling to hit revenue and pipeline targets. With endless information and tools available to help manage it all, why is it still so hard to work effectively?
It’s not getting data that’s the problem. That part is easy. What’s hard is turning that data into actionable insights that lead to revenue-boosting decisions.
The thing is, disparate apps aren’t going to help the situation any more than disparate spreadsheets have. What B2B revenue teams need is the help of a tool that can compile all the necessary data, plus weed out what is and isn’t important. AI-driven tools do this best.
Knowing this, we wanted to delve into the impact of AI on revenue production, so we analyzed the performance of 6sense customers of all sizes who are using big data and AI to power their revenue teams. Using this real customer data, we learned new ways revenue teams can use AI to overcome their biggest challenges and maximize revenue. You can read our full findings in the 2023 Annual Report: Unlocking The Revenue Potential of AI for B2B.
Here’s a quick glimpse into the top three challenges we uncovered and how AI can help.
Challenge #1: Buyers Prefer to Remain Anonymous.
It’s a big challenge for revenue teams to create personalized interactions when today’s buyers prefer to remain anonymous. AI can help teams gain insight into this anonymous behavior and accurately match it to accounts. This makes personalization possible — even for buyers who have not yet identified themselves.
Challenge #2: The Buying Process is More Complex.
The buying process has become more complex due to the increased number of channels and buying group members. AI can help teams prioritize accounts and uncover third party buying signals.
Challenge #3: Revenue Teams Need to Be Aligned & Efficient.
Revenue teams need to be more aligned and efficient than ever before. AI can help connect the dots between various data silos, focusing sales and marketing teams on a common set of goals, and helping them understand how the complex interactions of both teams influence the buyer journey.
No Longer A Novelty, AI is A Necessity
Ultimately, our report found that customers who used big data and AI to power their revenue teams saw:
- An increase in high-quality pipeline
- Higher conversion rates
- Less GTM waste
AI can help teams create hyper-targeted interactions with buyers, uncover prospective customers, identify valuable personas, and access insights from various channels.
Read the full report to take a deeper dive into the practical ways revenue teams can use AI to maximize revenue.
