Today, we welcome Chris Dutton, Head of Demand Generation and Marketing Operations at 6sense. Employing the right tech allows you to engage with the right people at the right time when they are ready to buy. Chris digs into how they ensured they have enough resources to respond to the buying signals that they were tracking with their 6QAs. This automated cadence uses a series of technologies to streamline the process of taking qualified accounts and ensuring that they are getting worked.TakeawaysGetting in front of your ICP means nurturing relationships, so even initiatives like email nurture will reflect it in its P2P approach.Track buying signals in your email campaign and have a team of BDRs on standby to insert themselves at any stage.Quote of the Show"When these emails go out, they're going out on behalf of our BDRs. So our BDRs can insert themselves at any moment. So if someone engages, they can jump into the conversation. If someone is showing maybe higher intent and we're noticing they're on our website or we're noticing questions on LinkedIn may be that they're asking, they can engage." - Chris Dutton Connect with Chris in the links below:Chris Dutton6senseWays to tune in:Amazon MusicApple PodcastSpotifyGoogle PodcastYouTube: https://youtu.be/6KEho9RSaHs

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