Landing a job at 6sense the leading Account Engagement Platform is a dream for many sales and marketing professionals. With its revolutionary AI-powered solutions transforming B2B selling, 6sense has become one of the most coveted workplaces.
However, getting through 6sense’s rigorous recruitment process is no cakewalk. You must demonstrate in-depth knowledge, stellar communication skills, and unwavering passion to even make it to the interview stage. Once there, you’ll be faced with some of the toughest questions designed to probe your abilities and attitudes.
In this article, we walk you through the top 6sense interview questions along with proven tips to help you craft winning answers Whether you’re interviewing for sales, marketing, engineering or any other role, use this guide to thoroughly prepare and enter those interviews with confidence.
Overview of 6sense’s Interview Process
While specific practices may vary across teams and roles, some common themes emerge in 6sense’s recruiting methods:
-
Multiple intensive interview rounds – Expect at least 3-5 rounds including phone/video screening, skill assessments, culture-fit interviews and manager discussions.
-
Role-play scenarios – Interviewers often use real-world case studies and role plays to test your strategic thinking and client management skills.
-
Technical knowledge checks – Technology proficiency questions feature more prominently for engineering roles but may be asked of other candidates too.
-
Behavioral questions – These aim to understand your work ethic, mindset and compatibility with 6sense’s values.
-
Assignments – Some roles require completing practical sample projects or presentations prior to interviews.
Thorough preparation across all these fronts is key to convincing 6sense you’re the right candidate. Let’s look at some of the most common and critical questions asked in these interviews.
1. How would you handle an unhappy customer while ensuring they renew their contract?
This situational question tests your conflict resolution skills and emotional intelligence. The interviewer wants to see if you can address grievances tactfully while also steering the conversation towards a resolution that benefits both parties.
How to Answer
Your response should demonstrate:
-
Empathy and active listening skills
-
Ability to probe for root causes of unhappiness
-
Customer-centric solutions that exceed expectations
-
Win-win negotiation and persuasion skills
-
Tenacity to nurture the customer relationship
Sample Answer
I would start by apologizing sincerely for any inconvenience caused and thanking the customer for voicing their concerns. This establishes that I am taking their grievance seriously. Next, I would ask questions to understand exactly what challenges they have been facing and the impact it has had on their operations. Once I identify the root causes, I would propose solutions tailored to addressing each of their issues in a way that adds value for them. This could include additional training, custom integrations, or complimentary services to negate any financial losses. I would also highlight how renewing their contract can lead to improved long-term ROI through these value additions. Throughout the conversation, I would maintain a collaborative, consultative approach, emphasizing that we are partners in their success. My goal would be to not only resolve the immediate grievance but exceed expectations to reinforce our commitment and restore their trust in us.
This showcases your desire to dig deeper, willingness to own responsibility, capability to propose mutually beneficial solutions, and unwavering focus on customer success.
2. How would you go about developing a strategic account plan for a Fortune 500 company?
With this question, the interviewer assesses your sales planning methodology, analytical skills, and strategic vision. Developing an effective account plan for such a large corporation requires in-depth research, data-driven insights and multi-faceted strategies.
How to Answer
Demonstrate your ability to:
-
Thoroughly analyze the client’s industry, business goals and pain points
-
Identify stakeholders involved in the decision process
-
Map their decision journey to identify ideal entry points
-
Determine pricing, positioning and USP appeal
-
Create targeted content strategies to nurture the relationship
-
Set clear metrics for success and ROI
Sample Answer
My approach for developing an account plan for a Fortune 500 company would start with in-depth research into their industry, competitive landscape and organizational structure to identify the key decision makers and their roles. I would use tools like LinkedIn, Pitchbook and other data sources to gather these insights.
Next, I would analyze their existing marketing and sales processes to pinpoint any pain points or inefficiencies our solution could address. Understanding their business objectives, challenges and metrics for success is crucial.
Using this information, I would map out an engagement strategy that aligns with their decision journey. This could involve setting up discovery calls, providing demos tailored to each stakeholder group, and sharing relevant case studies that highlight the ROI for similar organizations. I would also propose a long-term partnership roadmap focused on driving mutual value.
Finally, I would define key performance indicators to track the success of this account plan. These could include deal size, contract renewal rates, account expansion and overall growth in revenue. The metrics would help me refine the approach throughout the lifecycle of the partnership.
This response demonstrates your process orientation, analytical approach and account management expertise key for strategic planning roles.
3. How would you go about building relationships with business development partners?
This question tests your partner management skills and networking abilities. Building fruitful relationships with business development partners like resellers or technology integrators is vital for expanding reach, especially in enterprise solution selling.
How to Answer
Highlight your skills in:
-
Identifying value each partner can unlock for mutual benefit
-
Crafting incentives such as margins or co-branded content
-
Organizing training workshops or demos to aid sales
-
Streamlining communications and feedback channels
-
Fostering partnerships at both organizational and personal levels
Sample Answer
The key to building strong relationships with business development partners is aligning on shared objectives and fostering open communication. I would start by clearly articulating the value proposition for potential partners so they recognize the benefit of collaborating. For those who join our partner network, I would conduct training workshops to enhance their product knowledge and equip them with the right sales collateral. Regular check-ins to gather their feedback and adjust our engagement is also important.
On an individual level, I would take time to understand each partner’s unique goals and challenges. My aim would be to provide the right tools, resources and support they need to maximize their performance. I believe it is important to make partners feel valued as an extension of our team. Small touches like appreciating their sales contributions or involving them in our product development discussions can strengthen these personal bonds. Ultimately, I aim to cultivate partnerships where both organizations feel invested in each other’s success.
This highlights your understanding of mutual gain in business relationships and your approach to facilitating open communication, value and trust.
4. How would you design the ideal sales incentive program to motivate teams?
Sales teams thrive on incentivization tied to the right metrics. This question evaluates your understanding of human motivation and your ability to design targeted incentive programs. The interviewer wants to ensure you know what makes sales reps tick.
How to Answer
Your response must demonstrate:
-
Strong grasp of sales KPIs and metrics
-
Insight into the motivations and personalities of salespeople
-
Ability to tie incentives directly to desired behaviors and outcomes
-
Innovation in designing contests, bonuses or recognition programs beyond just financial rewards
-
Consideration of long-term skill and career development
Sample Answer
The ideal sales incentive program balances short-term targets with long-term growth and learning. I would design tiered incentives where reps earn rewards for hitting monthly quotas as well as unlocking stretch quarterly targets. However, bonuses would also be tied to indicators like client retention rates, wallet share growth and new business from existing accounts. This motivates a longer-term partnership mindset.
I would also incorporate non-cash incentives like leadership development courses, vacation packages or public recognition for top performers. Some salespeople are driven by pride and appreciation. Finally, I would involve reps in setting their incentive goals to ensure buy-in. The program would require continuous feedback and be flexible to meet the needs of both the business and our sales teams in evolving market conditions.
This showcases your sales strategy expertise and understanding of the carrots that can motivate different profiles of sales reps.
5. How do you stay on top of the latest features and updates when demoing our products to potential clients?
With its AI-driven platform capabilities advancing rapidly, 6sense needs reps who can demonstrate expertise on these innovations during sales calls. This question tests your learning approach, communication skills and ability to translate features into benefits.
How to Answer
Highlight your ability to:
-
Absorb product information quickly through training materials
-
Learn-by-doing through extensive hands-on practice
-
Follow release notes and leverage internal experts
-
Draw powerful analogies and examples to explain new concepts
-
Articulate how features translate into ROI for clients
Sample Answer
*I like to take a three-pronged approach to staying updated on the latest product features and advancements. First, I thoroughly go through any training materials, we
