6sense Case Studies Martal Group's Strategic Pivot with 6sense's Psychographic Data

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	Martal Group's Strategic Pivot with 6sense's Psychographic Data 6sense

Martal Group's Strategic Pivot with 6sense's Psychographic Data

6sense

Technology Category	Functional Applications - Enterprise Resource Planning Systems (ERP)
Applicable Industries	Equipment & Machinery
Applicable Functions	Sales & Marketing
Use Cases	Time Sensitive Networking
Challenge	Martal Group, a leading lead-generation and sales solution provider, faced a significant challenge during the COVID-19 pandemic. The pandemic altered the landscape of cold outreach, necessitating a shift in Martal Group's sales strategy. The company recognized the need to adopt an account-based marketing (ABM) approach, which involved engaging smaller groups within a single account with more targeted messaging. However, traditional ABM programs often require substantial time and effort to scale, which contradicted Martal Group's commitment to efficiency in terms of time, budget, and tools. As on-demand sales representatives, the tools they use directly impact the results they produce for their clients. Therefore, Martal Group needed an ABM solution that could deliver robust data and revenue without sacrificing time, money, or resources. Read More
About Customer	Martal Group, founded in 2009, is a top lead-generation and sales solution powered by human intelligence and reliable business data. As an on-demand sales partner in North America, Martal Group serves B2B tech companies by generating qualified leads, providing support staff and services through signed contracts. Martal Group’s team of fractional sales executives and account managers help companies source deals, pitch prospects, and win new business. Martal Group is a lead generation and sales agency that enhances the in-house sales teams of B2B companies by providing Sales Executives on demand. As a team of fractional employees, Martal Group has always been cautious about how using specific tools will influence results for their customers. Read More
Solution	Martal Group found the solution in 6sense's groundbreaking sales intelligence software, Revenue AI for Sales. This tool empowered Martal Group's sales representatives with accurate, in-depth data, enabling them to target the right new accounts at the right time and build stronger relationships with existing ones. One of the most impactful features of 6sense's Revenue AI for Sales is its psychographic capabilities. These intent signals help sellers understand the mindsets of their buyers, including their lifestyle interests, communication preferences, and overall values. With 6sense's psychographic data, sales representatives could narrow their email prospects by industry and constantly solicit feedback on their strategies and results. This opened doors for Martal Group to offer new solutions. Edd Young, VP of Sales Operations at Martal Group, also highlighted the positive customer experience with 6sense, setting it apart from competitors. Read More Log in to view content
Contents

Technology Category

Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Equipment & Machinery

Applicable Functions

Sales & Marketing

Use Cases

Time Sensitive Networking

Challenge

Martal Group, a leading lead-generation and sales solution provider, faced a significant challenge during the COVID-19 pandemic. The pandemic altered the landscape of cold outreach, necessitating a shift in Martal Group's sales strategy. The company recognized the need to adopt an account-based marketing (ABM) approach, which involved engaging smaller groups within a single account with more targeted messaging. However, traditional ABM programs often require substantial time and effort to scale, which contradicted Martal Group's commitment to efficiency in terms of time, budget, and tools. As on-demand sales representatives, the tools they use directly impact the results they produce for their clients. Therefore, Martal Group needed an ABM solution that could deliver robust data and revenue without sacrificing time, money, or resources.

About Customer

Martal Group, founded in 2009, is a top lead-generation and sales solution powered by human intelligence and reliable business data. As an on-demand sales partner in North America, Martal Group serves B2B tech companies by generating qualified leads, providing support staff and services through signed contracts. Martal Group’s team of fractional sales executives and account managers help companies source deals, pitch prospects, and win new business. Martal Group is a lead generation and sales agency that enhances the in-house sales teams of B2B companies by providing Sales Executives on demand. As a team of fractional employees, Martal Group has always been cautious about how using specific tools will influence results for their customers.

Solution

Martal Group found the solution in 6sense's groundbreaking sales intelligence software, Revenue AI for Sales. This tool empowered Martal Group's sales representatives with accurate, in-depth data, enabling them to target the right new accounts at the right time and build stronger relationships with existing ones. One of the most impactful features of 6sense's Revenue AI for Sales is its psychographic capabilities. These intent signals help sellers understand the mindsets of their buyers, including their lifestyle interests, communication preferences, and overall values. With 6sense's psychographic data, sales representatives could narrow their email prospects by industry and constantly solicit feedback on their strategies and results. This opened doors for Martal Group to offer new solutions. Edd Young, VP of Sales Operations at Martal Group, also highlighted the positive customer experience with 6sense, setting it apart from competitors.

Impact #1	The implementation of 6sense's Revenue AI for Sales has significantly impacted Martal Group's operations. The tool's psychographic capabilities have allowed sales representatives to better understand their buyers' mindsets, leading to more targeted and effective outreach. This has not only enabled Martal Group to target the right new accounts at the right time but also to build stronger relationships with existing ones. The ability to narrow email prospects by industry and constantly solicit feedback has opened doors for Martal Group to offer new solutions. Furthermore, the positive customer experience with 6sense has set it apart from competitors, contributing to Martal Group's overall success.

Impact #1

The implementation of 6sense's Revenue AI for Sales has significantly impacted Martal Group's operations. The tool's psychographic capabilities have allowed sales representatives to better understand their buyers' mindsets, leading to more targeted and effective outreach. This has not only enabled Martal Group to target the right new accounts at the right time but also to build stronger relationships with existing ones. The ability to narrow email prospects by industry and constantly solicit feedback has opened doors for Martal Group to offer new solutions. Furthermore, the positive customer experience with 6sense has set it apart from competitors, contributing to Martal Group's overall success.

Benefit #1	Martal Group experienced a 762% growth since the beginning of COVID-19.
Benefit #2	Martal Group helped grow over $10+ million for their partners.
Benefit #3	One of Martal Group’s enterprise customers claimed a 20+% open rate in outbound email campaigns.

Benefit #1

Martal Group experienced a 762% growth since the beginning of COVID-19.

Benefit #2

Martal Group helped grow over $10+ million for their partners.

Benefit #3

One of Martal Group’s enterprise customers claimed a 20+% open rate in outbound email campaigns.

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Overview

Martal Group's Strategic Pivot with 6sense's Psychographic Data

Operational Impact

Quantitative Benefit