Brett G.

We implemented 6sense - agree with Juliette B. that building out the playbook and full context of an account was key. The reason 6sense made sense for my last company (though pricey) was that the category level data from bombora and demand base wasn't granular enough - if you're in a market where the category is really broad while you are niche then ‘intent’ doesn't always mean intent in what you sell. But even with tighter keywords, making sure the reps were armed with the why and the materials to engage right people at right time was where the rubber hit the road

Have them talk through the lead to sale cycle - then ask a few questions at a field level (can they understand what a rep is actually facing; handoffs; marketing hook vs sales value & closing messaging) and exec level (when do you turn the dial on volume/quality; discussion on messaging’s alignment to goals ie ACV, volume, channels). There is no golden bullet question - if you are at superficial question level, you will get superficial answers - and a lot of people can blag at the 101 level.