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Taking Action: 1-Step Closer to AI-Ready B2B Data
Best Practices: AI-Ready Data
By now, you’re well aware that AI is changing how B2B go-to-market (GTM) teams engage buyers, qualify leads, and drive pipeline. As you prepare for this shift towards AI, it’s critical that you don’t lose sight of the fact that AI isn’t plug-and-play – it’s data-dependent. If your CRM is cluttered, your intent signals are inconsistent, or your lead-to-account mapping is broken, your AI strategy will underperform before it even begins.
To unlock real results from AI – faster routing, better scoring, smarter engagement – you need a rock-solid data foundation. That starts by asking the right questions.
In recent blogs, we explored the reasons GTM teams feel obligated to get their data AI-ready and the top questions they have as they embark on their journey to AI-readiness. In this blog, let’s dive into the actions you can take today to start driving impact.
How do we identify and resolve duplicate or incomplete records in our CRM?
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What free prospecting tools actually stay free?
You found a free tool. You signed up, poked around, and it worked. Then thirty days later, the feature you actually needed moved behind a paywall. Sound familiar?
Free has a reputation for being temporary. In B2B sales, that reputation is mostly earned. Most tools that call themselves free are running a trial with a timer you can't see. The prospecting category is especially guilty of this. You get a handful of credits, a stripped-down dashboard, and a persistent upgrade banner that follows you everywhere.
But not every free tier is a trick. Some tools offer real, repeatable value without demanding a credit card the moment you start doing actual work. The difference lies in what the tool is built to do, who it's built for, and whether free is a real product or just a funnel.
Here's how to think about the free tools in your prospecting stack, what to watch for, and what actually holds up when you test it against a real quota.
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What Is Website Visitor Identification?
Your website gets traffic every day. Some visitors convert. Most do not. The ones who leave without filling out a form are not gone forever, but without website visitor identification, your revenue team has no way to know who they were or what they were looking at.
Website visitor identification is the process of resolving anonymous website activity into known accounts, contacts, and buying signals. It connects the dots between an IP address or browser session and an actual company or person in your target market.
For revenue teams operating at scale, this is not a nice-to-have. It is a foundational capability for any go-to-market system that depends on real-time data to drive engagement, routing, and pipeline.
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6sense vs Demandbase: What Each One Solves, and What Neither Does
You already know the pitch decks. Two platforms, two intent graphs, two claims to own the account-based motion.
The real question is not which vendor wins a bake-off. The question is what each platform actually solves inside your revenue stack, and what still breaks after you deploy one.
Most teams evaluating 6sense vs Demandbase are trying to fix an execution problem with an orchestration tool. That works until the underlying data fails. Then scoring drifts, routing misfires, and your reps stop trusting the priority list.
This post breaks down where each platform is strong, where both leave gaps, and what you need underneath them to make either one perform.
