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How Sixsense Shortened B2B Sales Cycles by 28 Percent
Description
In this episode, Lucas and Luna dive into the specific tactic that Sixsense used to cut its average sales cycle from 145 days to 104 days — a 28 percent reduction. They break down the exact changes Sixsense made to its lead scoring model by incorporating intent data from third-party sources, how it re-sequenced its email nurture tracks for the top five account tiers, and why it stopped sending generic ROI calculators to accounts that were already in active vendor evaluation. You'll hear concrete numbers on response rates (up 38 percent) and close rates (up 19 percent) after the change, plus a comparison to Demandbase's cycle-slicing playbook from episode one. No vague theory — just a single case study with enough detail to borrow the idea for your own ABM program.