Welcome to using 6sense® Sales Intelligence! This page summarizes the high-level steps needed for Primary and Sales Administrators to set up Sales Intelligence (SI). The steps link to in-depth instructions.
Prerequisites
A user assigned the role of Primary Administrator. Refer to User Management (RBAC) for instructions.
A supported Customer Relationship Management (CRM) platform:
Salesforce: Refer to Integrate Sales Intelligence with Salesforce CRM
HubSpot CRM: Refer to Integrate Sales Intelligence with HubSpot CRM
Microsoft Dynamics: Refer to Install the Sales Intelligence Extension in Microsoft Dynamics
(If applicable) A supported Sales Engagement Platform (SEP):
Gong: Refer to Integrate Sales Intelligence with Gong
Salesloft: Refer to Install 6sense Sales Intelligence Extension for Salesloft
Outreach: Refer to Installation of Sales Intelligence for Outreach.io
Salesforce Sales Engagement: Refer to Installation of Sales Intelligence for Salesforce Sales Engagement
Step 1: Grant Sales Administrator access
The Primary Administrator assigns the Sales Administrator role to any sales leaders or stakeholders who need access. Provide Sales Administrator access before granting access to other sales users.
Refer to Set Up Sales Administrator Access for Sales Intelligence.
Step 2: Collect anonymous web and intent signals
Add the 6sense WebTag 2.0
The 6sense WebTag allows 6sense to de-anonymize the accounts (companies) that visited your website. Within SI, you can find out whether prospects visited your website and if so, the URLs that they visited.
Refer to Set Up 6sense WebTag 2.0.
Set up keywords
Keywords are unique for your organization and are closely aligned with your brand. They cover offerings, solutions, and go-to-market terminology. SI groups keywords into two main categories:
Branded keywords: Typically indicate later-stage research, and often include your company name, branded products or services, competitor names and offerings, and events. For example, “Dreamforce 2025”.
Generic keywords: Typically indicate earlier stage research and often include buyer pain points, general solutions, and industry-related terminology.
Your organization may already have set up some keywords. Your Primary Administrator can check this at Settings > Data Settings > Keywords.
Refer to Using Keywords for Sales Intelligence.
Best Practices: Your organization can add unlimited keywords. Since keywords are intended to be dynamic, we recommend collecting feedback from sales users and establishing an internal cadence for administrators to review and manage keywords.
For example, sales users might mention that some keywords aren’t providing much value. If so, it might make sense to remove them or add more context.
If a new competitor enters your market, add its terminology to your branded keyword list.
Set up Bombora Company Surge® topics
By default, your 6sense package includes up to 12 Bombora Company Surge® topics. You can combine this with unlimited keywords from 6sense to enhance your intent capabilities and gain valuable insights.
To set up Bombora topics:
As a Primary or Sales Administrator, go to Settings > Integrations > All integrations.
Scroll down to the Intent category and select Bombora.
Step 3: Set up SI integrations
Integrate your CRM with 6sense
Integrating 6sense with your CRM allows 6sense to ingest your CRM data to better understand the accounts, leads, and contacts that are “known” within your CRM.
6sense helps you to fill in buying team gaps with important decision-makers by transforming SI credits into actual CRM leads or contacts. Refer to Credits Overview.
To integrate your CRM with 6sense, refer to:
(If applicable) Integrate with a Sales Engagement Platform
Take advantage of existing sales engagement data by integrating 6sense with your Sales Engagement Platform (SEP).
Connecting your Gong.io instance enables sales users to use SI in Gong Engage.
Salesloft, Outreach, and Salesforce Sales Engagment allow you to combine SI with sequences or cadences to achieve strong and efficient pipelines.
To integrate your SEP with SI refer to:
Step 4: Set up SI administration settings
SI has settings for its many capabilities. Refer to Sales Intelligence Admin Settings. This section covers the most critical settings.
SI data settings
Set up a mapping profile
Any records that purchased or enriched using Sales Intelligence require a 6sense mapping profile. The mapping profile ensures that the fields being updated from 6sense align with the fields or record objects being created or revised in your connected CRM.
Refer to Create CRM Mapping Profiles for SI.
Set up job titles, technologies, and psychographics
You will also need to set up relevant job titles, technologies, and psychographics. This provides additional insights, such as whether prospect accounts are using any competitive or complementary platforms.
Refer to Sales Intelligence Data Settings.
Set up SI alerts
Setting up SI alerts enables your team to be notified when accounts meet specific criteria, such as indicating intent or performing contact activities.
You can decide whether you want your team to receive SI alerts, and whether you prefer these to be sent via email or Slack, as well as what types of account information will be included in the alerts.
Refer to Sales Intelligence Alerts.
Grant access to your sales users
Before enabling your sales users in SI, a Platform Administrator need to grant access using Settings > User Management. Administrators can invite new users one at a time or in bulk by entering their email addresses and assigning role permissions.
Best Practices: When granting access, it might be helpful to copy and paste email addresses based on the permissions role (Sales Administrator, Sales SDR, or Sales AE).
We recommend deploying licenses shortly before your enablement training with sales users.
You can deploy licenses based on your contractual license count. For questions contact your Customer Success Manager.
Assign SI credits
After your new SI sales users are provisioned in 6sense and your CRM, it’s time to decide how many SI credits to assign to each user. Users consume SI credits to purchase or enrich accounts, contacts, or leads.
Refer to Allocate SI Credits to Users.
Step 5: Set up the SI Chrome Extension for SI license holders
The SI Chrome Extension allows sales users to access 6sense data while on other websites, so that they can easily enrich or create records in your CRM.
Refer to Chrome Extension for SI License Holders.
Step 6: (Optional) Complete SI sales user training
Learn more about how to get the most out of Sales Intelligence by encouraging your sellers to take our 6sense training. Refer to: