Agentic GTM helps sellers deliver the kind of personalized experience that used to be impossible at scale. To see what that looks like, start with a phone call.
Our CPTO, Kimberly Bloomston, gets a lot of cold calls, and most of them end quickly. The rep on the line sold AI ROI software. We’ll call him Ted, because we’ve changed his name.
She stopped him early. She wasn’t the buyer, she told him. That decision belonged to the business technology team. Ted already knew. The real buyer was hard to reach, he said. He had come looking for the people around her.
His preparation was clear. He had read LinkedIn posts from Kimberly and from members of her team. He had read articles she had written. He skipped pitching and asked questions: How was her team using AI, was it working, and where were they running into trouble? The call ran over an hour.
Kimberly offered to introduce Ted to a colleague. Ted said he would send an email, then asked the question most reps never think to ask: How would he know it wouldn’t get lost in her inbox? She shared how to flag it. By then, she says, she felt seen.
Ted is the exception. In the past, preparing like that took hours of juggling tabs and manual research, and the call often never happened. Agents have changed the math. They can do that groundwork on every account, every day.
Agents do the groundwork. People set the direction.
Who you pursue, when to stop, and what winning looks like are choices for people. Agentic GTM means agents take action within the authority humans give them. The results depend on the intelligence behind them and the direction you set.
Ted’s call worked because he chose what to ask, read how the conversation was going, and thought to ask about the inbox. An agent can’t make those calls for him. It can do the research behind it: which accounts are in market, who is in the buying group, and what each person has been researching.
That work used to fill hours of Ted's week. With it done, he has the time and attention to win over customers.
Every role on a revenue team gives agents something they can’t supply for themselves:
- Marketers decide who the message is for and what it should say, starting with the ideal customer profile.
- RevOps professionals decide what agents can see and do, and when a person has to approve the next move.
- Sellers read the room and build the relationship, with the groundwork already done.
The building blocks of Agentic GTM
People: Setting the target, not just the task
Agents optimize relentlessly for whatever metric you assign. Tell an agent to "book meetings," and it will happily fill the calendar with job seekers, students, and zero-budget evaluators. The meeting count spikes; pipeline stays flat. People define what winning actually looks like—meetings with specific buying group roles at ICP accounts—and step in when strategic nuance or high-stakes relationships are on the line.
What the split looks like at Reltio
Reltio, a data management company, wanted more output from its BDR team without growing it. Its 6sense Email agents handle about 80% of outreach and follow-up around the clock. They route accounts to BDRs at the right stage. The BDRs take the other 20%, adding human context and expertise.
The results:
- 1,098 hours of BDR time saved (equivalent to 7 months) across 7,200+ AI-driven conversations
- $1.5M to $2M in new pipeline
- Doubled BDR capacity without adding headcount
Context: Turning raw signals into reality
A signal only says something happened; context dictates what to do next. When a contact changes jobs, an unguided workflow fires off an automated greeting. But what if that contact blocked your deal at their previous company? What if the new account just signed with a competitor? What if an AE is already in late-stage negotiations with their boss? Without context, a completely accurate signal turns into a confidently tone-deaf email.
Predictive Intelligence: Deal patterns over syntax
LLMs are masters of language, not revenue. Feed a generic LLM your CRM notes, and it can summarize sentiment or draft polished prose. What it cannot tell you is whether that account is actually about to buy. Predictive models analyze historical B2B buying outcomes to determine which accounts are in-market and what stage they occupy. The predictive model spots the opportunity; the LLM articulates the next move.
Guardrails: Velocity without the blast radius
Autonomy requires boundaries. You wouldn’t give a brand-new SDR free rein to email your entire enterprise account list without oversight, and software agents need the same operational rails. Traceable actions, sandboxes, and explicit approval checkpoints ensure agents work from a shared, single customer view — scaling pipeline rather than brand damage.
Action: Intelligence in three kinds of agents
Intelligence earns its keep when it changes what happens next. Agents fall into three main categories:
Assistants help you. An assistant works alongside you. You ask a question, work through the answer together, and decide. RevvyAI is the assistant inside 6sense. Ask which accounts to work this week, or how campaigns are performing, and get an answer with recommendations.
Coworkers empower you. A coworker agent has a defined job and a human owner who stays accountable. It takes on manual work, such as researching an account and drafting outreach, so people can spend their time on strategy and relationships. Email Agents, for example, can run the email motion from first prompt to full conversation to sales-qualified lead.
Agents you build connect the work. Bring 6sense signals and intelligence into other AI agents and tools through the 6sense MCP server and APIs, so they act on the same context your team does.
Putting the pieces into practice
What’s coming between now and February:
- Evidence behind every score. Explainability gives people and agents the signals, evidence, and confidence behind each account score and buying stage prediction. Open beta in November across RevvyAI and MCP, with full availability by February 2027.
- First conversations without the research grind. BDR Agent, the first 6sense coworker agent, helps sellers reach in-market buyers before the shortlist is set, while the seller stays in control. Beta in November, with phone, social, and sales engagement platform support to follow at general availability.
- A view of how AI tools describe your brand. AI Visibility shows how your brand appears across major AI engines and where competitors are winning in those answers. Beta opens in December.
- Warnings while there’s still time to act. Competitive Threat and Deal Risk models flag when a competitor enters a deal and which opportunities are likely to slip, with the reasoning behind each prediction. Closed beta in November.
- Ad results by account. Segment sync now includes DV360, and an OpenX integration will extend reach to more than 100 ad destinations. Results from every destination flow back to 6sense by account.
- Intelligence for the agents you build. Any MCP-compatible agent can check which accounts are in market, and what buying stage they’re in, before it acts, through the Sales Intelligence MCP, which is generally available. Keyword intent APIs reach general availability in the November release, and technographics APIs enter beta.
Learn how to build Agentic GTM
Read the Agentic GTM 101 guide to learn more about building AI systems you can trust. You can also take this 70-minute course to earn an Agentic GTM Certification.
