The AI-recommended leads feature is in Beta. Contact your CSM for questions. Refer to the Terms of Service during the Beta Period.
The AI-recommended leads feature starts from the account-level signal you already have (a click on your ad) and identifies the single best contact, or two, worth recommending — without waiting on inbound behavior.
For new campaigns with persona targeting enabled, 6sense surfaces the specific contacts at your engaged accounts who are the best fit for follow-up — verified, persona-matched, and ready to act on. Instead of waiting on a form fill that may never come, you get a prioritized contact list generated directly from the engagement your ad spend already produced.
For more details, refer to Explore Recommended Leads.
Advantages of AI-recommended leads
There are many advantages to leveraging 6sense recommended leads, including:
Built from your existing engagement, not a separate workflow: Every recommendation traces back to an actual ad click on a targeted account, so the lead list reflects real campaign performance.
Quality bar, not just volume: Contacts must clear a high-quality threshold (strong email grade, persona match, complete profile) before they’re ever surfaced. A short, trustworthy list beats a long, unreliable one.
Built-in deduplication: The same contact won’t be recommended again across campaigns within a 90 day rolling lookback window.
Designed to be actioned, not just viewed: Easily download the list to push contacts onward instead of treating the list as a static report.
How the AI-recommended leads feature works
The 6sense AI-recommended leads feature, at a high level, works as follows.
A targeted account engages with your campaign
A click comes in from an account inside your persona-targeted segment. If the account already has two recommended leads in that campaign, the click can’t be tied to a specific account, or it doesn’t meet our quality standard, it won’t generate a new recommendation. This keeps the list from ballooning past what’s actually usable.
6sense evaluates contacts against quality and fit criteria
6sense checks every contact against requirements before it’s eligible: strong email grade, job title aligned to your configured personas (by seniority, function, or both), and a complete profile (name, account, title, work email, and at least one phone number).
6sense ranks eligible contacts
When more than one contact at an account qualifies, 6sense ranks them, weighing factors like how closely their location matches the click, how their seniority lines up with your targeting preferences, and how recently their record was added. This process surfaces the strongest one or two contacts.
6sense lists recommendations
The Advertising Campaign details > Recommended leads tab lists contacts identified that are suitable for sales outreach. Each row shows the contact, title, account, location, and source. The available CSV download provides additional contact details for each lead.
Take action on AI-recommended leads
You can export individuals or in bulk to CSV for your CRM or lead routing tool, and reference the “Created on” timestamp to tie the recommendation back to the campaign activity that generated it.
What to investigate
As you start working with recommended leads, look for:
Volume and quality:
Number of recommendations generated per eligible campaign
Export and action rate on approved contacts
Downstream impact:
Recommended leads pushed to CRM or sales tools
Follow-up activity generated from those leads (calls, emails, meetings)
Effective CPL when recommended leads are factored into campaign cost
Suggestions for how to use recommended leads
Feed sales without waiting on form fills: Export approved contacts directly to your CRM or lead routing tool with campaign attribution intact, so reps get a name, title, and phone number tied to a specific campaign — not just an account that showed intent.
Build a defensible CPL story for QBRs: When a marketing leader or CSM needs to show cost-per-lead alongside the rest of the campaign’s performance, the recommended leads feature gives you an actual list of contacts to point to, not just an engagement chart.
Keep lists clean across campaigns: Because the same contact can’t resurface across campaigns within the lookback window, your team avoids the awkward experience of recommending the same person twice and burning goodwill with repeated outreach.
Tie recommended leads back to pipeline: Track which recommended leads get approved, exported, and acted on, and compare that against meetings booked or opportunities created, to start connecting ad spend to revenue outcomes rather than just account engagement.
Get started with AI-recommended leads
The recommended leads feature only generates for campaigns with persona targeting enabled, so the first step is making sure your active campaigns have at least one persona — a seniority, a function, or both — configured. From there, the list builds itself as engagement comes in.
Refer to Explore Recommended Leads for how to set up persona targeting and use the Recommended leads tab.
Review the Recommended leads tab on your next campaign. Approve a handful, export them, and see how they perform once they’re in front of sales. That’s the fastest way to find out whether your team’s first move is pushing leads to CRM, feeding a sales engagement platform, or simply having a credible list to bring into your next QBR.