Scaling SDR/BDR Capacity

If you are looking to scale SDR/BDR capacity with your AI Agents, you will want one (or more) AI Agent(s) with that persona. Often, due to turn over in the SDR/BDR role, customers will use a fictitious person for this Agent but we recommend you check with your internal compliance team regarding your company's policy on this.

In determining how many of your contracted AI Agents you use for the SDR/BDR persona, it is important to consider two things - campaign enrollment volume and time zones. Early on, as you are warming up these new inboxes, the volumes of emails being sent out per agent will start off small so if you are wanting to reach larger numbers early on, having multiple agents for this persona can help with this. Because AI Agents only send outbound emails between 8am-5pm in their selected time zone, if you are running global campaigns, you may want to break them out to be regional and assign different time zones to different AI Agents. For example, you may want to have a North America BDR AI Agent and an EMEA AI Agent.

Peer to Peer Outreach

While the majority of your campaigns may be from a seller's perspective, there are some scenarios where you may want to leverage an executive or thought leader. In these scenarios, it is obviously important to use the real person's name and not a fictitious person.

A great use case for this is if you have an executive or thought leader attending an event and you want to get meetings booked with them during the event. Run a campaign targeting your priority prospects asking for that meeting, that invite coming from an executive can often garner a better response than an outreach from an SDR. Use your SDR persona to do outreach to your more top of funnel or lower priority accounts.

One important thing to note, if you are using a real person as an AI Agent, the inbox being used for Conversational Email needs to be a completely separate inbox and address than their regular email. If your organization's email structure is john.doe@company .com, you may want to use jdoe@company.com for the AI Agent.

I hope this has been helpful as you begin thinking about the personas for these new virtual members of your team!

*Regions That May Require AI Disclosure*

• European Economic Area: The EUs Artificial Intelligence Act includes transparency obligations that require deployers and providers of certain AI systems to disclose when content has been artificially generated or manipulated. This transparency ensures that consumers are aware of the nature of the content they engage with. (https://artificialintelligenceact.eu/)

Implementing AI Disclosures in Email Signatures

For organizations utilizing AI Email to draft their email messaging, we always notate that it is up to each customer to determine applicable compliance requirements. However, in instances where an organization requires incorporation of clear disclosures within email signatures for purposes such as to align with internal compliance practices and trust with recipients, we have put together three examples of verbiage that acknowledge AI Assistance in email composition.

Example 1: "Please note: This email was generated with the assistance of artificial intelligence. For any clarifications, feel free to reach out."

Example 2:" This message was drafted using AI technology to enhance communication efficiency. If you have any questions or need further information, please contact us directly."

Example 3: (A bit more personality and info!) "AI helped craft and deliver this email to ensure communication with (company) is prompt and consistent. However, a real person reviews messages to maintain accuracy and engagement."

By incorporating such disclosures, organizations demonstrate a commitment to transparency and ethical communication practices, ensuring recipients are informed about the involvement of AI in the content they receive.

Have you added any disclosures to your AI Emails? If you're open to sharing, we'd love to hear your verbiage so we can help empower other customers!

The Custom Reply Scenarios feature in 6sense AI Email helps you train AI to handle key prospect questions before a meeting, keeping engagement high and guiding buyers smoothly through the funnel.

Here are three powerful ways to use this feature effectively:

1️⃣ Competitive Questions: Keep the Conversation in Your Court

🔹 Scenario: A prospect asks how 6sense compares to a competitor before agreeing to a meeting.
🔹 Best Practice: Train your AI to respond in one of two ways:

• Option 1: Answer their question concisely and loop in a sales rep for a deeper dive.
• Option 2: Address the question while steering the prospect toward a meeting.

💡 Example Response:
"Great question! Unlike [Competitor], 6sense offers [key differentiator]. If you're open to a quick chat, I’d love to connect you with [Rep Name] to dive deeper and explore what best fits your needs. Let me know what works!"

2️⃣ Pricing Questions: Set the Right Expectations

🔹 Scenario: A prospect asks about 6sense pricing.
🔹 Best Practice: You can either:

• Option1: Send the inquiry directly to a sales rep.
• Option 2: Respond with a pricing range to keep the conversation moving.

💡 Example Response:
"Pricing varies based on team size and use case. Most of our customers fall within [range]. I’d be happy to connect you with [Rep Name] for a quick, customized quote—would you like an intro?"

3️⃣ Functionality Questions: Get Reps Involved at the Right Time

🔹 Scenario: A prospect asks about a specific product feature.
🔹 Best Practice: Rather than the AI attempting to explain detailed functionality, direct them to a sales rep for a tailored answer.

💡 Example Response:
"Great question! Rather than give you a generic answer, I'd love to connect you with [Rep Name], who can walk you through exactly how 6sense can help with [feature]. Would you be open to a quick chat?"

🚀 Why Use Custom Reply Scenarios?

✅ Keeps prospects engaged with helpful, relevant responses
✅ Ensures the right balance between AI automation and human touch
✅ Lowers the number of human review messages, reducing manual workload for your team
✅ Helps qualify and guide leads more effectively

Custom Reply Scenarios gives you more control over how your AI handles key objections and questions—helping you book more meetings while keeping conversations buyer-friendly.

More info here: https://support.6sense.com/docs/custom-scenarios-best-practices

👥 Have questions or success stories with Custom Reply Scenarios? Drop them in the comments!

1. Setup your Teams: This is where you need to define your AI Email team and your Sales Team. Sales Team are the users who will be looped into the qualified conversations with a lead/contact. AI Email Team (Under Manage Team) are going to be the day-to-day AI Email users who launch campaigns, check results, manage Human Review emails, etc.  
2. Suppression Lists: These are people who should NOT be receiving your emails. We have out of the box suppression lists like “Do Not Contact” and “Bounced.” You can also leverage other suppression lists in platform like “Leads interacted within last 1 month” to avoid over-indexing on specific people. Many customers also create their own suppression lists with current customers or competitors to avoid reaching out to those individuals for campaigns. 
3. Automation Rules: Automation Rules are simple automations that can be leveraged to take action on specific contacts. We have a few workflows you can use such as if 1 person from a company responds, stop all emails to other individuals in that campaign at the same company. You can also create a human review task when a keyword is matched. For example, maybe you want to be alerted each time a new competitor of yours is mentioned in an email.  Last, re-engagement workflows are another great automation to use for those that were not interested previously. You can enroll contacts into a new campaign that were not interested in your product/service in the last 3 months and see if you can re-engage them.  

Be sure to review these three items before you launch and reach out to your CSM with any questions!  

What does having AI Email mean for ME?  

• Think of it this way: You now have an AI Agent that will reach out to certain contacts based on the campaigns your organization sets up (typically avoiding cross over with your own outreach). If the contact responds by requesting a meeting or a call, your AI agent will automatically loop you into the conversation.  

Who is the AI Agent reaching out to? 

Your organization can setup the campaign based on a few factors. Here are the most common use cases for AI Agent outreach:  

• Inbound Requests or inbound requests that are not your ICP.  

• Re-engaging contacts from previous engagements. 

 • Audiences that attended a specific event or webinar.  

• High-intent accounts that haven’t had any activity for a certain period of time. 

Do I need to learn another platform? 

• No. AI Email is primarily used by marketing teams but works for sales teams. 

How do I know that the AI Agent is not reaching out to the same accounts/contacts as me?  

• AI Email uses SFDC data. Your marketing team will know which accounts and contacts are already being worked by you so those will not be touched by the AI Agent  

How does the AI Agent know who to loop into the conversation?  

• The AI Agent will loop in the Sales Rep that is assigned as the Lead or Contact Owner in SFDC.  

How are contacts without a Lead or Contact Owner handled?  

• If the contact requests a meeting but has no Lead or Contact Owner assigned in SFDC, the AI Agent default to round robin based on the Sales Reps that are associated to that specific campaign.  

Can the AI Assistant provide a link to my calendar to contacts that request a meeting?  

• Yes. If your organization uses a tool such as Calendly or Chili Piper, the AI Agent can provide a link to your calendar in emails to contacts that request a meeting. Ask your internal admin about this feature. 

Our AI Writer is optimized for writing B2B marketing and sales emails at this point in time.

To train the AI Writer on your company's factual information ("Inspire content"), we recommend uploading documents like case studies, product overviews, one-pagers, blog posts, and white papers. The AI Writer will look through these pieces of training content to find the most relevant facts and figures to use when generating an email cadence.

To train the AI Writer on your company's tone ("Affect tone"), we recommend using sample marketing emails as training content. There is a character limit of 1,000 characters for each individual piece of training content for this reason. We also recommend that you use sample marketing emails that do not contradict each other in tone.

As we expand our ability to ingest your company’s past content, we will make new upload formats available.

Customize with 6sense Intent Keywords

After connecting your 6sense Platform instance to your 6sense® Conversational Email instance, you can select intent keywords to customize your AI Writer.

You can do this in the AI Writer Settings panel in the document editor or in the “Customize AI Writer” menu on the AI Writer page.

We recommend selecting the highest-performing keywords that are specific to your company and industry. Keep in mind that some of the highest-ranked keywords (based on number of accounts researching) may be words that are too generic to be useful for writing incisive copy.

Start With Suggested Prompts

Starting from scratch can be hard. That’s why 6sense® Conversational Email has curated a list of suggested prompts for you.

We’ve prepared this list of suggested prompts based on our recommended plays and prompt engineering experiments.

You can use these prompts to quickly generate compelling copy. All you need to do is choose from one of our suggested prompts in the Prompt Library, edit it to your use case, and then generate the copy. 

We plan to expand the list of suggested prompts over time to support more popular marketing plays. We will try to update prompts as and when we find better ways to generate more compelling, on-brand copy using the AI Writer.

Engineering Prompts Effectively

Prompt engineering is the skill of writing a prompt (i.e., instruction) that elicits a valuable response from the AI model.

Good prompt engineering is the difference between receiving an AI-written email that is out of context and poorly formatted and one that is punchy and contextually appropriate.

Some best practices for prompt engineering include:

• For complex prompts, it is often best to have the AI Writer go through instructions step by step. You can do this using “chain of thought” prompting.
  • e.g., Begin your prompt with an instruction like “Take a deep breath and work through this step by step.”
• Start the prompt with “roleplaying.” Ask the AI Writer to imagine that it is a persona in a certain situation.
  • e.g., “Imagine you are a top-performing BDR at 6sense.”
• Simply tell the AI Writer what you want to see included.
  • e.g., “Include an intro sentence in the 2nd email that is personalized to climbing enthusiasts.”
• Include bullet points if you have an outline or a set of talking points.
  • e.g., “Talking Points: • 6sense is an AI-powered predictive intelligence platform for sales and marketing teams • 6sense helps your commercial teams prioritize accounts to target • 6sense increases win rates and reduces opportunity-related costs, maximizing your marketing and sales ROI”
• Specify the style or format in which you want the AI Writer to generate copy.
  • e.g., “Using the Attention-Interest-Desire-Action model, write an email…”
  • e.g., “Write a three-email lead nurture cadence that is not explicitly salesy…”

Save Prompts Across Your Team

Whenever you can, we recommend saving prompts that you’ve seen generate high-quality copy.

Doing so allows your team members in the same 6sense® Conversational Email instance to access and build upon these saved prompts when creating new documents.

Think of it as saving “spells” into a “spellbook” for re-casting in the future.

Collating saved prompts is a great way to efficiently onboard newer team members to the AI-powered content creation process.

All they need to do to create new content is choose a saved prompt that’s previously worked well from the Prompt Library, edit it to their use case, and then generate the copy.

This guide includes information about:

• Creating/leveraging fields in your systems to track email communication
• Translating these fields into Salesforce
• Building Salesforce reports with associated filters to exclude/include desired audiences

• What do the in-platform insights mean?
• What are benchmarks for a "good" campaign?
• How can I understand (and improve) my campaign performance?

Check out the attached guide for a visual overview of insights, campaign result benchmarks, and what to consider when analyzing campaign performance.