Case Study: 6sense doubles monthly pipeline in 4 months with Salesloft

6sense BDRs Double Monthly Pipeline in Just 4 Months

6sense, an account engagement platform that uses AI and buyer data to uncover anonymous buying signals, faced a weak outbound motion in its BDR team. Reps relied on short, event-driven cadences and weren’t using Salesloft effectively, producing only about $350K in pipeline per rep and failing to consistently engage 25 accounts a week.

New BDR leader Ernest Owusu rebuilt a multi-channel cadence strategy—extending touches to ~17, using 6sense intent data to personalize messaging by persona, and integrating Salesloft features (Dialer, Vidyard, Sendoso). Within four months pipeline per rep doubled to $700K+ on average, the team grew from 5 to 20 in 18 months, and reps continued to outperform benchmarks through the pandemic.

6sense

Ernest Owusu

Senior Director of Sales Development