Eps.45 | Sales: Winning 84% of B2B Deals Through Intelligent Targeting with 6sense's Andy Champion

A must-listen for: B2B sales leaders, marketing professionals, and revenue operations teams looking to increase win rates through data-driven selling. In this episode, Tim Bond speaks with Andy Champion, Senior Vice President of International Sales at 6sense, about how modern B2B sales teams can increase their win rates through intelligent targeting and early engagement. Andy shares insights from his journey from British military officer to sales leadership, explaining how technology and human connection combine to create winning sales strategies. Join the conversation as Andy discusses: Why early engagement leads to 84% win rates in B2B sales How buying groups now spend only 17% of their time with vendors The importance of multi-threading relationships across buying groups Ways to achieve 12-15x higher meeting conversion rates Strategies for sales and marketing alignment The role of AI in amplifying human sales capabilities Timestamps: 01:47 Meet Andy Champion: From military to sales leadership 03:39 The evolution of sales techniques 05:30 The role of technology in sales 08:06 Insights from the Breakthrough conference 09:15 Leveraging AI in sales 12:57 The importance of intent data 19:14 Setting up for success with 6sense 23:40 Aligning sales and marketing for optimal results 26:48 Driving towards success: Shared objectives and reporting 28:16 Measuring success: Individual vs blueprint approaches 30:04 Understanding ideal customer profiles (ICP) 32:03 The rise of buying groups 38:29 Building relationships with multiple stakeholders 45:57 Sales and marketing collaboration 52:05 Adapting to changing sales environments 55:19 Key takeaways and final thoughts Want to learn more? Visit 6sense website: https://6sense.com/ Connect with Andy Champion on LinkedIn: https://www.linkedin.com/in/andychampion/ Connect with Tim Bond: https://www.linkedin.com/in/tngbond/ If you like our podcast, please do follow us and rate each episode. Do you have burning topics or questions you'd like us to explore on the podcast? Email our team at [email protected] Find out more about TechPros.io: https://techpros.io/ Upcoming Events and Roundtables https://techpros.io/virtual-experiences/ Join our budding podcast community on LinkedIn: https://www.linkedin.com/company/enterprise-thought-leadership/

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