6sense Resource Library

This is where everything begins, defining who you’re trying to reach with enough specificity thateveryone across your GTM organization works from the same playbook. This is about buildingprecise ICP definitions with firmographic, technographic, and behavioral criteria that createactionable segments for campaign targeting, sales prioritization, and territory planning. Without this foundation, you’re essentially guessing. Marketing targets […]

Think of intent signals as your early warning system; the data that tells you when an account isactively researching solutions in your category, long before they’re ready to talk to sales. Thisisn’t about monitoring a handful of obvious keywords but building a comprehensive strategy thatcaptures first-party signals from your website, third-party intent data from providers […]

Most GTM teams can detect when an account is in-market. After completing Use Case 2,you can identify which accounts are showing buying activity and what they’re researching.What most teams can’t consistently answer: What should we say to them, and are we allsaying the same thing? Without a shared answer to that question, signals get interpreted […]

Sales reps are overwhelmed with accounts to work. Without a clear prioritization framework,they fall back on gut feel, recency bias, or whoever shouted loudest in the last marketing email.Some reps focus on large accounts regardless of intent, others chase every new accountshowing activity, still others work existing relationships exclusively while ignoring net-newopportunities. This inconsistency leads […]

This is an unglamorous but absolutely critical use case that determines whether everything elseworks. It’s where you connect your core GTM systems and ensure clean data flows betweenthem by: Without solid integrations, you’re dealing with: Think about what breaks when integrations aren’t solid: Marketing runs a campaign thatgenerates engaged accounts, but sales doesn’t see that […]

You can have perfect ICP definitions and excellent intent signals, but if the accounts showingintent don’t exist in your CRM, nobody can act on them. This use case means making sure yourICP accounts actually exist in your CRM with proper data quality, territory assignment, andownership. This is especially problematic for companies with named account lists. […]

Digital advertising is often the first Transform use case companies activate. The fundamentalshift here is moving from “spray and pray” advertising to precision targeting. This dramaticallyreduces waste while increasing relevance, which improves both account engagement rates,cost per engaged account, and return on ad spend. You’re running paid campaigns through 6sense Display, LinkedIn, Meta, and Google […]

Email remains one of the highest-ROI channels for B2B marketing, but traditional batch-and-blast campaigns deliver increasingly poor results as buyers become more selective about whatthey engage with. This use case is about using AI and automation to send highly personalized,contextually relevant email at scale based on account behavior, buying stage, and intentsignals.The goal is extreme […]

Traditional prospecting is a volume game where SDRs send hundreds of generic emails hopinga small percentage respond. Prospect Intelligently flips this model by using intent andengagement signals, buying group insights, and account context to enable targeted, relevantoutreach that resonates because it’s grounded in what prospects are actually researching. Instead of spray-and-pray, you’re equipping sales to […]

Traditional opportunity qualification focuses on individual lead scoring — did this person’scompany fit our ICP, did they download enough content, did they attend a webinar? In this use case, you shift to account-based qualification, where you’re evaluating whether theentire account is truly engaged, whether you’ve reached the full buying group, and whether theiractivity patterns suggest […]

Having perfect intent signals about which accounts are in-market doesn’t help if you can’t reachanyone at those accounts. You must ensure you have the contact data needed to engage targetaccounts. And that doesn’t mean one or two contacts at each account, but comprehensivecoverage of all members of a buying group, with accurate emails, phone numbers, […]