How 6sense Sells $150K Contracts With $1M Rep Quotas and 120% Net Retention

“So we would take a company's first party data, their CRM system, outbound, or their contacts, known users or known clients and prospects, and their marketing automation, and then marry that with behavioral web data”

“we had roughly 90% attainment against quotas for the reps, we knew that something was working, and so every next rep that we hired, we were pretty confident it would be productive.”

“you take your current quarter, like, say, Q2 of ARR, you subtract it from your last quarter's ARR, multiply it times four, so you have an annual rate, and then divide it by your last quarter's sales and marketing expense.”

“the more use, the more workflow that we're able to enable in the daily seller and marketer, and have that cross collaboration, the stickier the product gets, which then in turn drives net retention.”

“I tend to do it for eighteen months. And, you know, we're we're constantly trying to bring burn down, and I'm comfortable sort of in measured growth against efficiency.”