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How Our Marketing Team Assess Pipeline Gaps & Solves For Them
In this video, Courtney Smith, 6sense Senior Product Marketing Manager, discusses the tactics our marketing team use for find “red accounts,” how we segment within 6sense, and how we take action to drive results.
CMO Reporting: Ways Our Team Leverages Analytics for Strategic Thinking
Saima Rashid, SVP of Marketing & Revenue Analytics at 6sense, shares the key performance indicators that marketing leaders should be monitoring, and the best approach to doing so. Marketing leaders must go beyond traditional marketing reporting and focus on reaching, penetrating, and driving engagement from their ideal customer profile (ICP). 6sense offers valuable features such […]
Ways Our Operations Team Turns 6sense Data into Action
Saima Rashid, SVP of Marketing & Revenue Analytics at 6sense, discusses the critical steps necessary to turn data into insights, and insights into actions. She discusses the need for transparency and accessibility to key performance indicators (KPIs) through a centralized dashboard, which Saima describes here. One of the key benefits of using 6sense Revenue AI […]
How Segment Performance Reporting Helps Our Team Understand Marketing Impact
Saima Rashid, SVP of Marketing & Revenue Analytics at 6sense, discusses the segment performance reporting feature of 6sense and the importance of going beyond high-level dashboarding and diving into granular campaign-level analysis. The segment performance reporting allows marketers to understand which strategies and campaigns are truly driving results and moving the needle. By drilling down […]
How Our Operations Team Measures Pipeline & Revenue Performance
Saima Rashid, SVP of Marketing & Revenue Analytics at 6sense, discusses the importance of having a centralized dashboard to measure pipeline and revenue goals, and how 6sense measures performance. Pipeline management is a team effort that involves both marketing and sales. The dashboard provides real-time data and contextualizes the numbers against historical trends and goals. […]
How Our Operations Team Builds Processes & SLAs to Drive Revenue Efficiency
Saima Rashid, SVP of Marketing & Revenue Analytics, discusses the importance of setting up the right process and Service Level Agreements (SLAs) to ensure qualified accounts are worked. The defined process includes several key components. Firstly, when an account qualifies as a 6QA, a Business Development Representative is expected to conduct thorough research on the […]
Leading & Lagging: How Our Operations Team Finds the Red & Areas to Double Down
Saima Rashid, SVP of Marketing & Revenue Analytics, highlights the importance of tracking lagging indicators such as pipeline generation, conversion to revenue, average selling price, and pipeline progression. Other leading indicators like web traffic, engagement metrics, reach and engagement scores, and campaign performance are also important to monitor. Pipeline generation refers to the creation of […]
No 6QA Left Behind: How the 6sense Team Automates Prospecting to Hot Accounts
Chris Dutton, Head of Marketing Operations at 6sense, walks us through the “No 6QA Left Behind” program, aimed to automate the nurturing of warm leads. Using 6sense qualified accounts, AI-driven predictions that classify which accounts are most likely to buy, to drive automation, our program aims to address the challenge of unworked qualified accounts. When […]
How 6sense Sales Directors Ensure Sellers Work the Best Accounts & Win More Deals
Jack Newton, Senior Director of Sales at 6sense, shows you how he uses 6sense Revenue AI for Sales to effectively prioritize accounts and drive more revenue. Using 6sense predictive insights, which predict the likelihood of an account converting to an opportunity within the next three months, Jack is able to pinpoint the best accounts for […]
How 6sense BDRs Use Rich Intelligence to Book More Meetings with Less Effort
Christian Webb, Lead BDR at 6sense, highlights the benefits of using 6sense Revenue AI for Sales. The hot accounts dashboard provides a comprehensive view, enabling effective segmentation and collaboration. The 6QA (6sense Qualified Account) feature automates account scoring, ensuring timely sales engagement. Actionable insights, such as profile fit and engagement recommendations, enhance outreach efforts. 6sense […]
Ways 6sense AEs Use AI to Accelerate Open Opportunities & Boost Deal Sizes
Courtney Thompson, Enterprise Account Executive at 6sense, explains how she utilizes 6sense Revenue AI for Sales to accelerate deals and identify new opportunities. With 6sense, sales teams receive sales alerts that provide valuable insights into account activities, allowing them to prioritize their efforts effectively. The account prioritization sales dashboard enables sales professionals to track the […]
How 6sense BDR Managers Boost BDR Efficiency & Build High-Quality Pipeline
Van Miner, Director of Sales Development at 6sense, walks you through how he inspects hot accounts and runs 1:1s with reps using 6sense Revenue AI for Sales. In his day-to-day, Van utilizes a variety of prioritization dashboards, recommended actions, and predictive insights inside of 6sense to effectively inspect the accounts his team is working. Sales […]
How the 6sense Chrome Extension Makes BDR Prospecting Easier
Christian Webb, Lead BDR at 6sense, walks you through how he uses the 6sense Chrome Extension to enhance his prospecting. With this extension, users can access valuable insights and data directly from LinkedIn profiles, sales navigator lists, and even company websites. By simply clicking on a person of interest, the extension provides a comprehensive view […]
How Our Digital Team Runs Paid Social Campaigns Using 6sense Intelligence
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How GenAI and LLMs are Changing B2B Buyer Research, and How to Respond
Ever since ChatGPT entered the business mainstream, B2B marketing circles have been gripped by low-level panic. “All search traffic is going to disappear.” “Buyers won’t visit websites anymore.” “Intent data is dead.” Here’s what 6sense’s actual research on nearly 4,000 B2B buyers tells us: Yes, things are changing. No, it’s not the apocalypse everyone fears. […]
The Ultimate ABM Strategy Template: How-To Guide + Best Practices
It’s easy to fall into the trap of a half-hearted ABM strategy. There’s some account targeting happening, a few personalized emails going out, maybe some display ads aimed at your key accounts. But, without a comprehensive strategy it can feel like piecing together a collection of tactics instead of a cohesive plan. An ABM strategy […]
Why Your Inbound Lead Generation Strategy Is Failing (And How to Fix It)
Most B2B companies are sitting on a goldmine of buyer intent and completely missing it. While marketing teams celebrate inbound lead generation volume and argue over MQL definitions, buyers are conducting 70% of their research in the shadows, involving 11-person buying committees, and making decisions long before they ever fill out your carefully optimized forms. […]
How To: Use 6sense With Google Ads
Your Google Ads dashboard shows clicks and impressions, but your pipeline tells a different story. You’re hitting traffic targets while missing revenue goals — a frustrating disconnect that every demand gen pro knows too well. The culprit? You’re optimizing for engagement instead of outcomes, targeting anyone who might click rather than accounts that are actually […]
LinkedIn Ad Campaign Examples: 6 Effective Plays for B2B Buyers
Introduction When you’re looking for LinkedIn ad campaign examples that drive revenue without draining your budget, the secret is precision targeting. LinkedIn ads deliver quality B2B leads, but the platform’s premium pricing means every campaign decision matters. The difference between campaigns that waste spend and those that generate pipeline comes down to reaching accounts that […]
A Guide to Digital Advertising
B2B marketing teams are being asked to drive more pipeline, prove clearer ROI, and generate better results — all while working with tighter budgets and smaller teams than they had just a few years ago. Every dollar of ad spend needs to count. Every campaign needs to perform. Every channel needs to contribute to revenue […]
Why Integrating 6sense with Google Analytics and B2B Google Ads is Crucial (and How to Do It)
Introduction: Why B2B Google Ads need smarter targeting Running Google Ads for B2B companies isn’t like advertising consumer products. You’re dealing with longer sales cycles, multiple decision-makers, and significantly higher cost-per-click rates that can quickly drain budgets. The average B2B buyer journey involves more than 10 stakeholders and takes nearly a year to complete, making […]
The Guide to AI Email
Introduction Every day, as of publication date of this guide, 376.4 billion emails flood inboxes worldwide. It’s hard to get noticed amid that volume, especially when most B2B email feels like background noise: generic, templated, and easily ignored. The numbers tell the story: while office workers receive more than 130 emails daily, the average open […]
How to Generate Leads in Sales: Build Revenue by Shifting Your Approach
Your team is grinding to generate leads in sales. They’re making calls, sending emails, and chasing every lead that comes through the door. Marketing is delivering more MQLs than ever, but somehow deals aren’t closing. Reps spend hours researching prospects who never respond. Your lead generation efforts look healthy at the top of the funnel, […]
Navigating the Signalverse™: A B2B Marketer’s Guide to Moving Beyond MQLs
Executive Summary Making a big change in your marketing strategy can be overwhelming. You’ve relied on Marketing Qualified Leads (MQLs) for years, and shifting away might seem like a huge leap. But here’s the truth: sticking with MQLs doesn’t just keep you in your comfort zone — it holds you back from real growth. This […]
AI Agents: A User’s Guide
Introduction AI agents are revolutionizing how businesses operate, offering unprecedented capabilities to streamline processes, generate insights, and drive revenue growth. For sales and marketing teams, these intelligent systems represent a quantum leap in efficiency, enabling organizations to: Far more than simple automation tools, AI agents are sophisticated systems capable of analyzing vast amounts of data, […]
B2B Advertising Examples: From Tactics to Results
Generic advertising doesn’t cut it. Decision makers are bombarded with hundreds of marketing messages daily, making it increasingly difficult to capture attention and drive meaningful engagement. These B2B advertising examples demonstrate how leading organizations achieve higher engagement rates, reduce costs, and accelerate deal velocity by months. Harnessing common channels for B2B advertising You already know […]
ABM Templates: Build Your Strategic Foundation Before You Scale
Account-based marketing has evolved dramatically since its early days, when companies struggled to scale personalized campaigns beyond a handful of target accounts. Limited resources forced teams to make strategic compromises — broader messaging, less personalization, fewer touchpoints – just to cover their account list. Today’s ABM landscape is different. Platforms like 6sense enable teams to […]
The Complete Guide to ABM Strategy: AI-Powered Frameworks for B2B Success
Okay, ugly truth time: There is a huge gulf between ABM adoption and actual ABM success in B2B marketing. The reason: A lot of ABM strategy is hampered by inadequate buy-in and half-measures. While 8 out of 10 B2B organizations report having an ABM program , only 20% report their programs are fully embedded in […]
ABM Metrics: The Ultimate Guide to Measuring Account-Based Marketing Success
ABM metrics are the cornerstone of successful account-based marketing strategies, providing crucial insights into engagement, pipeline development, and revenue impact across your target accounts. However, recent research reveals a measurement crisis in B2B marketing. In our recent report, What’s (Currently) Measured Isn’t What Matters: The State of B2B Marketing Metrics in 2025, nearly 80% of […]
How to Win More B2B Deals by Understanding and Engaging Buying Groups
Executive summary Your biggest revenue growth opportunity isn’t finding more leads — it’s engaging the 9-12 stakeholders your current approach is ignoring. While your marketing team hunts for individual MQLs, buying groups of 10+ people are researching solutions, forming preferences, and building consensus around vendors that aren’t you. By the time someone fills out your […]
Competitive Takeout Blueprint: How to Win Business From Your Competition
Introduction Winning business from competitors isn’t just about proving superiority. It’s about understanding when prospects are vulnerable to switching, what motivates that switch, and how to position your solution as the better choice. Competitive takeout campaigns are fundamentally different from standard lead generation. They target accounts actively evaluating alternatives, address specific switching concerns, and require […]
Go-to-Market (GTM) Strategy: Resources & Best Practices
Hope is helpful when launching a new product or entering a new market, but it’s not a strategy. Yet countless organizations do so with little more than crossed fingers and optimistic sales projections. For every market success, multiple failures lurk in the shadows: products that missed their revenue targets, failed to gain traction, or simply […]
ABM Campaigns: The Complete Guide to Building High-Converting Account-Based Marketing Campaigns
92% of companies say ABM delivers higher ROI than any other marketing approach. So why do many ABM campaigns struggle to move the needle? The answer lies in a fundamental misunderstanding. Most B2B organizations think they’re running ABM campaigns when they’re really just doing lead generation with fancier targeting. They cast a slightly smaller net, […]
Guide to Revenue Intelligence
The B2B buying process has fundamentally changed. Research from Gartner shows that buyers spend only 17% of their purchasing journey talking to potential suppliers, making it increasingly difficult for sales teams to influence decisions through traditional methods alone. This shift creates both challenges and opportunities for revenue teams. With prospects conducting most of their research […]