6sense Blog

Here’s the uncomfortable truth about sales and marketing alignment: Most companies treat it like a relationship problem that can be fixed with better communication. More Slack channels. Weekly syncs. Trust falls at the offsite. But the real issue isn’t about getting along better. It’s about operating on fundamentally incompatible timelines. B2B buying cycles average 10 […]

Your sales rep is four months into a six-month enterprise deal. They’ve mapped the buying group, built relationships with three key stakeholders, and carefully timed every touchpoint. The deal is progressing exactly as planned. Then marketing launches a product campaign. Suddenly, every contact your rep has been nurturing gets three emails in a week, each […]

Your sales team talks to buyers every single day. They hear which messages land and which fall flat. They know what objections keep coming up, which competitors are circling, and what content actually helps push deals forward. Marketing? They’re creating campaigns based on last quarter’s research, personas built in a workshop six months ago, and […]

If you’re exploring alternatives to Demandbase for your account-based marketing strategy, you’re not alone. Marketing and sales teams are increasingly seeking ABM platforms that deliver clearer ROI, stronger predictive insights, and easier activation without the complexity that comes with enterprise-heavy implementations. Unlike Demandbase, 6sense has spent over a decade training AI on B2B buying patterns […]

When 94% of B2B buyers report using large language models during their purchase process, it’s easy to assume we’re witnessing a fundamental shift in how research happens. The narrative writes itself: buyers turn to ChatGPT first, vendors get cut out of early conversations, and the traditional sales cycle gets compressed or bypassed entirely. Except our […]

Sales and marketing: Oil and water. Different planets. Destined to clash. Ashley Deibert doesn’t buy it. In her first job in marketing, she sat between two sales reps, helping them fill out RFP responses. She’s never understood why the two functions are treated as natural enemies when they’re chasing the same goal. But she’s also […]

Research shows the extreme importance of building targeted brand awareness. For the third consecutive year, 6sense’s Buyer Experience Report has tracked how B2B buyers make purchasing decisions. Each year, the data grows more stark: Three years of evidence points to an uncomfortable truth: The era of capturing demand isn’t over, but if buyers don’t begin […]

Two days. Packed rooms. Intelligent conversations. And a shared question running through the entire venue: How do B2B teams make all this work in practice? B2B Marketing Live delivered what the industry needs right now. Less talk. More honesty. Real examples of what’s changing, what’s working, and what still needs figuring out. For 6sense, it […]

Here’s a thought experiment: Think about the last time you used ChatGPT, Claude, or any other LLM. Did you ask it one question, accept whatever it told you as gospel, and immediately act on that information? Or did you use it as one input among many, cross-referencing what it said against your own experience, other […]

Most cold emails get deleted within three seconds. Your prospects are drowning in generic outreach, and they’ve gotten good at spotting messages that waste their time. The difference between emails that get ignored and emails that start conversations comes down to a few specific choices: how you open the conversation, what you prioritize, and whether […]

Despite near-universal LLM adoption, buyers still maintain 16 interactions with winning vendors. Here’s what that really means for your pipeline. If you’ve been in B2B marketing circles lately, you’ve probably heard some version of this doom-and-gloom prediction: “ChatGPT is going to kill website traffic.” “Buyers won’t need vendors anymore.” “Intent data is dead.” Here’s what […]

Even if you’ve never been to our annual Breakthrough customer conference, which wrapped up Thursday night, you may have heard rumors about an epic party that caps the event. This year’s theme was “Bridgerton meets masquerade ball,” and it was incredibly fun! Here a some pictures to give you a flavor of the evening. We […]