Agentic GTM output depends on what your agents know about each account. Take a sharp, fast new hire with no onboarding, no deal history, and no sense of which accounts matter. That person will produce average work at high speed. AI agents start in the same spot until someone gives them context. This piece covers […]
Agentic GTM puts AI to work on the decisions that move pipeline: which accounts deserve attention, what to say to them, and when to act. At full strength, agents make sense of buyer signals, apply context, and take action on their own, while your team focuses on strategy and the conversations only people can have. […]
Anyone who has ever trick-or-treated knows how to read a street. Dark houses get skipped. The ones that went all out on decorations get the visit. For sellers, a 6sense Qualified Account (6QA) is a house with jack-o’-lanterns and one of those 8-foot-tall skeletons in the yard. Intent activity, content engagement, and ideal customer profile […]
We recently did a reset, and it changed how 6sense uses 6sense. If you’ve ever built a fast-evolving business, software especially, you know that even as what you offer customers advances, what you use yourself is often built on legacy systems that gradually accumulate patches and workarounds. The problem with that (aside from the added […]
Agentic GTM maturity describes how much of your go-to-market work agents carry out and how much a human still decides. For RevOps, that turns into a practical question: which tier is each workflow in today, and what has to be true to move it up? The crawl, walk, run model gives you three tiers to […]
One of the foundations of what 6sense helps customers do is deanonymizing website traffic by using information like IP address and advertising ID and tying anonymous users to specific accounts. By tracking those accounts, we accumulate signals that allow predictive models to detect patterns. These models then make recommendations to help revenue teams prioritize effort […]
A strong GTM strategy gives sellers three things: a short list of in-market accounts, the signals that explain why those accounts matter now, and the right contacts to reach first. Most sellers start the week with a long account list, a fuzzy sense of priority, and a CRM full of contacts who may or may […]
Pipeline leaks rarely announce themselves. A qualified account sits untouched while sellers chase hotter leads. A stalled opportunity goes quiet. A BDR seat stays open for a quarter. Each gap looks small until you add them up. Reltio found a way to cover them. Michael Brown, Head of Global Business Development, put it this way: […]
The best CSM teams boost NRR by knowing their customers well and making sure they’re getting real value from what they bought. The hard part is that a lot happens between check-ins, and not all of it shows up in a product dashboard. A team might be exploring a new use case, sizing up […]
Three accounts. All showing strong buying signals. All squarely in the ideal customer profile. By every available measure, they looked like sure buyers. Years before joining 6sense, now-CMO Kelly Hopping walked into a meeting with her former sales team feeling good about those three accounts. Then a rep asked: “Wait, why are we chasing these?” […]
B2B vendors are reporting significant declines in web traffic, and many marketers have a question is obvious and urgent: Are AI summaries siphoning potential buyers? The answer is counterintuitive: No. Research into buying group behavior shows roughly the same number of vendor interactions as in previous years. Understanding this seeming contradiction requires a deeper […]
When B2B revenue teams evaluate their GTM stack, they’re usually trying to solve one of two problems. The first: my team doesn’t have good enough data to work effectively — we’re missing contacts, our records are incomplete, and we’re spending too much time on research. The second: my team has plenty of data, but we’re […]
