In sales, information is key. Gathering and using data effectively can determine the outcome of a deal. Top sales organizations focus on collecting account and buyer data to gain valuable insights that lead to winning deals.

With the sales intelligence platform, sales users can easily access and uncover vital information about their prospects. This means they have all the relevant details at their fingertips, enabling more informed and effective outreach.

My Role

While at 6Sense, I was a member of a 5-person design, team led by a Principal Designer, focusing on the Sales Intelligence Platform.

In this role, I assumed ownership of the Chrome Extension and Quick Views feature projects. My team worked in close collaboration with a design system team, and our efforts were overseen by VP of Product Design & Research, Ashish Krishna.

In addition, I played a crucial role in leading the transition from our old design system to a new one and seamlessly integrating Slintel’s data with 6Sense post acquisition.

Competitive Research

Undestanding Our Users

I initiated my research on the platform alongside the interview process at 6Sense. Throughout this process, I had the privilege of meeting with several highly experienced designers who had been instrumental in shaping the platform. As an integral part of the company culture, I was introduced to various design managers during my rounds, each of whom provided valuable insights into the platform’s nuances and the challenges it aimed to address.

Upon joining the team, I was assigned to a specific product area, which happened to be the Sales Intelligence Platform. This allowed me to dive deep into understanding the platform’s users. To gain comprehensive insights, my research encompassed:

• In-depth analysis of internal product documentation.
• Collaborative sessions with the user research team.
• One-on-one discussions with the project’s product managers and designers, who had been involved in its development from the outset.
• Review of sales call video archives, which provided insights into how the project was being positioned and sold.
• Engaging in internal user interviews, especially crucial as the tool was tailored for sales users. 6Sense boasted a substantial team of sales personas with whom I had the opportunity to interact.
• Our primary focus revolved around two key personas within the sales domain, namely Business Development Representatives (BDR) and Account Executives (AE). The goal was to support their functions, ranging from prospecting to outreach.

Solutions Walkthrough (Personas + UI Screens)

⬆️ Primary Persona: BDR (Business Development Representative).

⬆️ Hot Accounts Dashboard.

• The dashboard’s “Hot Accounts” tab empowers users to prospect for potential accounts. A primary goal for BDRs is lead qualification, and the “Hot Accounts” dashboard designates accounts as “hot,” indicating they are prime candidates for becoming ideal ICPs.

⬆️ Dashboard .

• When users identify ICPs on the dashboard, a Quick View panel (right) enables them to access a comprehensive set of data points processed by 6Sense. It lets users understand the buying stage, account reach & profile fit of the account.

⬆️ Chrome Extension .

• The Chrome extension empowers Sales Users to identify potential Ideal Customer Profiles (ICPs). As they navigate the web, the extension dynamically extracts and showcases firmographic, technographic, and psychographic data relevant to the account by reading the URL.

⬆️ Chrome Extension .

• From earlier research it was clear the sales users are not willing to add yet another tool to their process. Hence we integrated out dashbaord into CRM of choice. Here is an integration with Salesforce, showcasing the details page which reqchable from the Quick views.

Learnings

During my brief tenure at 6Sense, I gained valuable insights into the needs and behaviors of sales users. Working with a diverse design team spread across four continents was a rewarding experience, and I’m grateful to my exceptionally talented colleagues for their support in my professional growth.