Half the tools in a typical “best AI sales tools” list no longer exist under the name they are listed by. Einstein GPT was renamed twice and is now Agentforce. ChatSpot became Breeze Copilot, then Breeze Assistant. People.ai rebranded to Backstory in April 2026. Drift is being sunset, and drift.com now redirects to Salesloft, which merged with Clari in December 2025. Pipedrive quietly replaced its five plan tiers with four differently named ones.

Every one of those is a name a buyer would search for and not find.

This list was rebuilt in July 2026 against vendors’ own pricing and newsroom pages, with the monthly billing toggle pulled where one exists. That last detail matters more than it sounds: almost every vendor in this category displays the discounted annual rate by default, so the number you remember is usually 25 to 40 percent below what month-to-month actually costs. Pipedrive’s headline $14 is $19 monthly. HubSpot’s $90 is $100.

Where a vendor publishes no price, this list says so instead of repeating a figure from an aggregator. Gong, Outreach, Salesloft, Clari, and ZoomInfo publish nothing. The widely-copied “Gong costs $100-150 per user per month” claim traces to no primary source, and Gong’s own page says licenses are priced per user with a separate platform fee on top, so a per-seat figure could not describe the bill even if it were accurate.

What actually changed since the last time you looked

Three structural shifts, and none of them is “AI got better.”

The category consolidated. Clari and Salesloft merged, closing December 3, 2025, under Clari co-founder Andy Byrne. Salesloft had bought Drift in early 2024; Drift is now being retired, with customers referred to a partner called 1mind. ZoomInfo absorbed Chorus years ago and still sells it. What used to be eight vendors is now roughly four.

Pricing moved from seats to consumption. This is the big one. Salesforce, HubSpot, Outreach, Clay, and Unify now bill some combination of a seat fee plus credits burned. A per-seat number tells you almost nothing about the invoice. Salesforce’s Agentforce User License is $5 per user per month and buys nothing on its own; the actual usage bills separately through Flex Credits at $500 per 100,000, where each agent action costs 20 credits, or ten cents.

The autonomous AI SDR did not arrive. The pitch was an agent that researches, writes, sends, and books meetings without a human. What shipped is drafting assistance with a person still in the loop. More on that below, because it is the single most expensive mistake available in this category.

The CRM platforms with AI attached

1. Salesforce Agentforce

Start with the name, because it has changed twice. Einstein GPT became Einstein Copilot, which became Agentforce, and the platform brand as of Dreamforce in October 2025 is Agentforce 360. “Einstein” survives only at feature level: Einstein Conversation Insights, Einstein Activity Capture, Einstein Predictive Forecasting. If a comparison table still says “Einstein GPT,” it has not been touched in two years.

Sales Cloud runs $25 for Starter Suite, $100 for Pro Suite, $175 for Enterprise, $350 for Unlimited, and $550 per user per month for Agentforce 1 Sales. Only Starter Suite offers month-to-month billing, and it costs the same $25 either way. Everything above it publishes an annual-billing price and no monthly escape hatch at all.

Salesforce’s own footnote says AI can be added to Enterprise and above, which quietly excludes the two cheapest tiers. Agentforce for Sales is a further add-on from $125 per user per month, stacked on top of the seat.

What it is bad at: forecasting its own cost. You are buying a seat price, plus an AI add-on, plus metered credits, plus Data 360 credits that Salesforce’s own worked pricing examples explicitly exclude. Flex Credits do not roll over between terms, so under-using is penalized. You must also choose between Flex Credits and per-conversation billing at $2.00 each, because Salesforce will not support both in one org. Buy this if you already live in Salesforce. The AI is not a reason to move.

2. HubSpot Sales Hub

ChatSpot is gone. It became Breeze Copilot and then Breeze Assistant, and Breeze is now HubSpot’s umbrella AI brand rather than a product you buy.

Sales Hub is free for up to two users. Starter is $7 per seat per month billed annually and $20 month-to-month, which is the widest annual-versus-monthly gap in this entire roundup. Professional is $90 annually and $100 monthly. Enterprise shows “Talk to Sales” on the pricing page, but HubSpot’s own legal product catalog lists it at $150 per seat per month billed annually, so the price is public if you know where to look. There are no seat minimums.

Then the part nobody quotes: onboarding is mandatory and one-time, at $1,500 for Professional and $3,500 for Enterprise.

What it is bad at: the AI credit math, which does not survive contact with a real team. Professional includes 3,000 credits a month. HubSpot’s own rate sheet charges 100 credits per lead recommendation from the Prospecting agent, so the entire monthly allotment is gone after 30 leads. The Content agent costs 1,000 credits per piece, which is three pieces. Credits reset monthly, never roll over, and overage runs a cent each. Treat the credits as a trial and the real AI usage as a second bill.

3. Pipedrive

The tier names in most roundups are wrong. Essential, Advanced, Professional, Power, and Enterprise are gone. Pipedrive now sells four plans: Lite at $14 per seat per month annually and $19 monthly, Growth at $24 and $34, Premium at $49 and $64, Ultimate at $69 and $89.

The genuine news is that AI now appears in every tier, including the $14 one, with no AI add-on fee and no credit meter. After the credit arithmetic above, that is worth something.

What it is bad at: the AI is thin. Report generation and email drafting, not agents and not forecasting intelligence. Pipedrive badges every plan card “Now with AI” while competing on a different field entirely. The real cost trap is not AI but add-ons: LeadBooster from $32.50, Web Visitors from $41, Smart Docs from $32.50, Campaigns from $13.33 a month. The $14 headline is nowhere near a working configuration. Right call for a small team that wants a pipeline it can understand on day one.

4. ActiveCampaign

Worth a look when the problem is marketing and sales handing leads back and forth rather than sales alone. ActiveCampaign sells Starter, Plus, Pro, and Enterprise tiers, and its automation builder remains more capable than anything bundled into a sales-first CRM at the price.

An honest note on pricing: ActiveCampaign renders its prices from a client-side script, and its cost scales with contact volume as well as tier, so no reliable figure could be captured from the page. Quote it at signup with your actual contact count. Any specific dollar number you see elsewhere for ActiveCampaign is being repeated, not verified.

What it is bad at: the sales CRM is the junior partner. Deal management is less mature than dedicated platforms, and the interface carries the weight of everything else the product does.

Revenue intelligence and conversation analysis

5. Gong

Still the reference point for conversation intelligence, now branding itself a Revenue AI OS, with Gong Engage, Forecast, Enable, and a Gong Agents line.

The call analysis genuinely works. It hears what your reps and their buyers said, surfaces which patterns close, and turns coaching from opinion into evidence. For a team with real call volume, nothing else in this list replaces it.

What it is bad at: telling you what it costs. Gong publishes no price, gating a quote behind a form that asks your team size first. Its page states plainly that licenses are priced per user and that there is a platform fee based on the number of users supported. Two components, neither disclosed. Minimum seat count is not published either. Gong also needs volume to say anything useful, so a five-rep team with light call activity is buying an expensive dashboard.

6. Clari and Salesloft

These are one company now. The merger was announced August 7, 2025 and closed that December. If you are comparing Clari against Salesloft, you are comparing a vendor to itself.

Clari remains the strongest forecasting story in the category, and the surrounding line is deep: RevAI, RevDB, Capture, Inspect, Align, Forecast, Guide, Analyze, plus Groove for engagement and Copilot for conversation intelligence. Groove survived its acquisition intact and still ships as Groove by Clari, which is rarer than it should be.

What it is bad at: being comparable. No public pricing at all, which in practice signals an enterprise deal size. Clari markets itself as having no extra platform fees for integrations, a direct shot at Gong and Salesforce, but that claim cannot be checked without a quote. Copilot also still runs as a semi-separate product with its own login rather than one unified system. Forecast accuracy also depends entirely on CRM hygiene you have to supply.

7. Backstory, formerly People.ai

People.ai rebranded to Backstory on April 21, 2026. Still independent, not acquired, not shut down. The company’s own FAQ answers “Is Backstory the same as People.ai?” with “Yes. People.ai is now Backstory. Same product, same data infrastructure.”

The core value has not moved: it captures sales activity across email, calls, and meetings automatically, so reps stop logging things by hand and forecasts stop depending on whether they bothered.

What it is bad at: the repositioning is a claim, not a shipped change. Backstory now calls itself a Revenue Answers Platform, having moved from activity capture to deal intelligence, while telling customers it is the same product. Both cannot be fully true. The rebrand is also three months old, so review sites, integrations docs, and procurement lists still say People.ai. No pricing is published.

Prospecting data and enrichment

8. Apollo.io

The database is 230 million contacts and 30 million companies, per Apollo’s own homepage. The often-repeated “275 million” figure is not what the vendor claims.

Apollo remains the best value entry point for a team that needs data and sequencing in one tool, and the free tier is real enough to test with. Its own page markup lists Free, Basic at $49, and Professional at $99 per user per month, though the live pricing card renders client-side and that markup omits the Organization tier, so confirm the current rate at checkout rather than trusting any list, including this one.

What it is bad at: the word “unlimited.” Apollo’s own policy caps unlimited email credits at the lesser of the dollar amount you paid divided by $0.025, or one million per year. Spend $500 and “unlimited” means 20,000. Three separate credit types (email, mobile, export) also meter you in ways that are easy to trip, and export credits burn whenever data leaves Apollo. Deliverability from Apollo-sent sequences is inconsistent, which matters given the section below.

9. Clay

Clay is the most genuinely capable tool here and the most likely to blow a budget, which is an unusual combination worth being precise about.

What it does that others cannot: chain dozens of data providers together in one table, fall back from one to the next when a lookup fails, and run AI research per row. For building a list nobody else has, there is no substitute.

Clay is free at 500 actions and 100 credits a month. Launch is $185 month-to-month and $167 billed annually. Growth is $495 and $446. The page defaults to the annual number, and the headline is actually the sum of two independent sliders, one for actions and one for data credits.

What it is bad at: the included allotment, once you do the division. Data credits start at $0.05 each. An email lookup costs 2 credits, up to 5 through People Data Labs. A mobile number runs from 2 credits to 25 depending on provider. A fully enriched record costs 6 to 20 credits, so Growth’s 6,000 credits buy roughly 300 to 1,000 records a month for $446 to $495. That is $0.30 to $1.00 per record in data alone, before the seat. The free tier is 5 to 16 enriched records, which is a demo. Top-ups carry a 30 percent premium. Clay also has a real learning curve; it is a spreadsheet that thinks, and it expects you to think in spreadsheets.

10. ZoomInfo

One correction first, because it is circulating widely: ZoomInfo did not rename itself GTM. The Nasdaq ticker changed from ZI to GTM in 2025, but the company is still ZoomInfo Technologies Inc., per the cover page of its own quarterly filing for the period ending March 31, 2026. The site is still zoominfo.com. Whoever owns gtm.com, it is not them.

ZoomInfo Copilot is the AI layer over that database, automating prospecting and follow-up. Chorus, the conversation intelligence product, is still sold separately and has not been folded into Copilot despite frequent claims otherwise. The data depth on enterprise accounts, particularly org charts and direct dials, is the best in this list.

What it is bad at: transparency and price. Nothing is published for Copilot or Chorus, and the pricing page blocks automated access entirely. Whether Copilot bills by seat or credit is not disclosed anywhere public. ZoomInfo’s reputation for aggressive multi-year contracts and hard renewals is the most common complaint in the category. If you want to compare before talking to a rep, see the ZoomInfo alternatives worth pricing first.

Engagement, outbound, and the AI SDR tier

11. Outreach

Check your bookmarks: outreach.io now redirects to outreach.ai. The tiers are Amplify Core, Amplify Plus, and Amplify Pro, not the Standard and Professional names still in circulation.

It remains the most complete sequencing and engagement platform for a real SDR team, and it is the only vendor in this tier that states outright it charges no platform fee, with support included. Against Gong and Salesken, both of which do charge one, that is a genuine differentiator rather than marketing.

What it is bad at: Outreach publishes a real pricing page with no prices on it. Billing is seats plus consumption through AI credits, with 25,000 on Core, 50,000 on Plus, and 100,000 on Pro. Overage rates for those credits are not published, which means the consumption half of a consumption model is undisclosed. Minimum seats are not stated. It is also heavy for a small team; under about five reps the administration outweighs the automation.

12. Regie.ai

Now RegieOne, repositioned from a content generator into a full sales engagement platform. The content generation underneath is still the strongest part, and if your problem is producing on-brand sequences at volume, it solves that.

It also publishes its prices, which in this category deserves credit. Regie.ai lists AI SEP at $180 per user per month and Force Multiplier Rep at $499.

What it is bad at: those prices are annual-contract only and carry seat minimums that the headline hides. AI SEP requires 10 seats, so the real floor is about $21,600 a year. Force Multiplier Rep requires 5, so roughly $30,000. Add-ons stack from there: mailbox rotation at $50 to $100 per user per month, a parallel dialer at $1,800 per user per year, and data sold separately as credit packages. There is no way to start small.

13. Unify

The most reasonably priced serious tool in this roundup, and the one most likely to be unfamiliar.

Unify is free for 3 seats, $20 per seat per month on Base with 800 credits per seat, and $60 on Pro with 2,400. Mailboxes cost $25 each per month. It combines intent signals, enrichment, and sequencing in a way that would have cost five figures three years ago, and the published pricing means you can model it without a sales call.

What it is bad at: the tier gates are placed where they hurt. CRM write-back is Business-only, so Pro reads from your CRM without writing back to it, which is a significant limitation for anyone treating the CRM as the source of truth. SSO is also Business-only, which will fail a security review at most mid-size companies. And credits are per seat, so the cost scales on two axes at once.

14. AiSDR

Included because it publishes real numbers in a tier where almost nobody does. AiSDR lists Solo at $250 a month, Explore at $900, and Scale at $2,500, with a 20 percent annual discount that checks out arithmetically ($2,400, $8,640, and $24,000 a year).

What it is bad at: the unit you are actually buying is contacts, not usage. Solo is 200 contacts a month for $250, which works out to about $1.25 per contact and is expensive for anything resembling volume. Explore and Scale require quarterly commitments rather than monthly. And the honest framing is that this is the category described in the warning below, so read that before buying any of it.

15. Lavender

The smallest tool here and the one with the best ratio of cost to behavior change.

Lavender scores emails as reps write them and explains why a message will not get a reply: too long, too much about you, reading level too high, unreadable on a phone. It teaches, which means its value compounds after you stop paying. The company also shipped an AI agent called Ora, though no price for that is published.

Lavender is free at 5 emails a month, $29 month-to-month or $27 annually for Starter, $49 or $45 for Individual Pro, and $99 or $89 per seat for Team.

What it is bad at: scope. It improves emails you write and does nothing else, so it needs a data tool and a sequencer beside it. The free tier at 5 emails a month is a trial wearing a plan’s clothing. It also only works if reps actually use it, which is a management problem no software solves. Pair it with the outreach templates worth starting from rather than writing cold.

AI sales tools compared

ToolBest forPrice (monthly unless noted)The catch
Salesforce AgentforceExisting Salesforce orgs$25 to $550/user, annual above StarterSeat + $125 add-on + metered credits
HubSpot Sales HubGrowing B2B teamsFree, $20, $100, $150/seat$1,500 to $3,500 mandatory onboarding
PipedriveSmall teams wanting simple$19 / $34 / $64 / $89 per seatAI is shallow; add-ons cost more than the seat
ActiveCampaignMarketing and sales handoffNot published on pageSales CRM is the junior partner
GongCall-heavy teamsNo public pricePer-user fee plus an undisclosed platform fee
Clari + SalesloftForecast accuracyNo public priceMerged vendor; enterprise deal sizes
Backstory (ex-People.ai)Automatic activity captureNo public priceRenamed April 2026; repositioning unproven
Apollo.ioData plus sequencing on a budgetFree, $49, $99/user (per own markup)“Unlimited” capped at spend ÷ $0.025
ClayLists nobody else hasFree, $185, $495 (annual: $167 / $446)$0.30 to $1.00 per enriched record
ZoomInfoEnterprise org charts and dialsNo public priceBilling model undisclosed; hard renewals
OutreachReal SDR teamsNo public priceCredit overage rates undisclosed
Regie.aiSequences at volume$180 or $499/user, annual only10-seat and 5-seat minimums
UnifyBest value serious stackFree, $20, $60 per seatCRM write-back and SSO are Business-only
AiSDRPublished AI SDR pricing$250 / $900 / $2,500200 contacts on Solo; quarterly commits above
LavenderReps who write their own emailFree, $29, $49, $99/seatEmail coaching only; needs a full stack

What these tools are bad at

A roundup where every entry is excellent is worthless, so here is the part vendors would rather skip.

The autonomous AI SDR is mostly a promise

The most instructive case is 11x, an AI SDR company backed by a16z and Benchmark. In March 2025, TechCrunch reported that ZoomInfo and Airtable, both displayed as customers, were not customers. ZoomInfo said on the record that it ran a one-month trial, never authorized the logo, and that the product performed significantly worse than its human SDRs. Airtable said its trial was never rolled out to its sales team. Those two facts are confirmed by the named companies.

The same report carried heavier allegations from anonymous former staff about churn and inflated revenue figures. 11x disputes them and cites a 79 percent retention rate. Treat that half as contested rather than settled. The confirmed half is damning enough on its own, and the pattern it points to is real: the demo works, the pilot underwhelms, the logo goes on the website anyway.

Worth being blunt about the evidence here. There is no independent benchmark for AI SDR reply rates. Every figure in circulation traces back to a company selling the software, and the academic study most often cited about AI-written email actually measured internal manager-to-employee messages, not sales prospecting. Nobody knows what these tools do at scale, including the people selling them.

Buying or scraping contact data to feed an AI sequencer is a legal decision, not only a procurement one. In the EU, regulators fine the list vendors and not only the brands that hire them: France’s CNIL fined Solocal Marketing Services 900,000 euros in May 2025 for prospecting on data bought from brokers without valid consent, plus a daily penalty until it stopped. CAN-SPAM makes no exception for B2B email, and its penalties run to five figures per message.

You can burn your sending domain

Gmail requires senders to keep spam complaints below 0.30 percent and advises staying under 0.10 percent, and its own documentation is explicit that damage begins at the lower number while the higher one costs you access to any mitigation. Google also states that once you cross 5,000 messages a day to personal Gmail accounts, bulk sender status is permanent and does not expire when you slow down. One aggressive AI-driven campaign is a one-way door.

Two nuances that most advice in this category gets backwards. Those Gmail and Outlook bulk rules apply to consumer mailboxes, and most B2B prospects sit on Workspace or Microsoft 365, so the bulk-sender regime is not the main constraint on B2B outbound; the data-protection rules are. And a burner subdomain does not reset anything, because Google counts messages across the primary domain and reports compliance at the primary domain regardless of which subdomain sent.

What didn’t make the cut

Drift. It is being retired. Salesloft announced a gradual sunset of Drift in March 2026 and an arrangement to refer existing customers to 1mind. Logins still work and no hard end date is public, but drift.com now redirects to a Salesloft page that says the transition away from Drift has happened. Any 2026 roundup listing Drift at $2,500 a month is selling a product that is being switched off.

Seamless.AI. Operating, and it publishes no pricing beyond a student promotion. The reason it is excluded is its Better Business Bureau profile: a rating of F, not accredited, and a recorded failure to respond to 43 complaints. That is a primary-source signal about how the company treats people who are already customers.

11x. See above. Still operating, still no public pricing.

Salesken. A capable conversation intelligence product with a billing model worth noting: licenses are priced per recorded user, not per seat, and a platform fee sits on top. Per-recorded-user is a different denominator to every competitor, so cross-vendor comparisons are not comparisons. At roughly 83 employees it also carries procurement risk against Gong and ZoomInfo.

Artisan and Qualified. Both operating, both real, neither publishes a price. Artisan sells “Ava, the AI BDR” and scopes deals by lead volume and mailboxes; Qualified’s Piper sits in all three of its demo-only tiers. Combined with the AI SDR caveats above, unpriced plus unproven is a hard recommendation to make.

How to actually choose

Skip the feature matrix. Answer one question: what is the bottleneck?

  • Not enough good contacts. Apollo if budget matters, Clay if the list needs to be one nobody else has, ZoomInfo if you sell into large enterprises and need the org chart.
  • Enough contacts, no replies. That is a message problem, and no data tool fixes it. Lavender, then Regie.ai if the volume justifies the seat minimum.
  • Replies but no closes. Gong. This is the case it was built for, and it is worth the opaque quote.
  • Closes but the forecast lies. Clari, or Backstory if reps not logging activity is the root cause.
  • Everything is manual. Fix the CRM first. HubSpot for growing teams, Pipedrive for small ones, Salesforce if you are already there.
  • You want AI to do outbound for you. Read the warning section again, then run a paid pilot with a human reviewing every message before send.

Two rules that will save you more money than any tool on this list. Price everything month-to-month first, even if you sign annually, because the annual figure is what vendors show and the monthly figure is what leaving costs. And model credits at your real volume before signing, since the tools that look cheapest per seat (HubSpot, Clay, Unify, Salesforce) are the ones where credits become the actual bill. If you are still assembling the basics, start with a CRM foundation that fits a startup before layering AI on top of a system nobody trusts.

Frequently asked questions

What happened to Salesforce Einstein GPT?

It was renamed twice. Einstein GPT became Einstein Copilot, which became Agentforce, and the current platform brand is Agentforce 360 as of October 2025. The word “Einstein” still appears on individual features such as Einstein Conversation Insights and Einstein Activity Capture, but Einstein GPT as a product name no longer exists anywhere on Salesforce’s pricing pages.

Is Drift still available in 2026?

Not for long. Salesloft announced a gradual sunset of Drift in March 2026 and an exclusive arrangement to refer Drift customers to 1mind. Existing logins still work and Salesloft has not published a hard end-of-life date, but drift.com redirects to Salesloft and new purchases are not the path forward. Salesloft’s current chat product is called Chat Agents.

How much does Gong cost per user?

Nobody outside Gong knows, and the widely-quoted $100 to $150 per user per month cannot be traced to Gong. Gong publishes no pricing and gates quotes behind a form. Its own page states that licenses are priced per user and that a separate platform fee applies based on the number of users supported, so any single per-seat number is structurally incapable of describing the bill.

Did ZoomInfo change its name to GTM?

No. The Nasdaq ticker changed from ZI to GTM in 2025, which is where the confusion comes from, but the company is still legally and operationally ZoomInfo Technologies Inc. Its quarterly filing for the period ending March 31, 2026 carries that name on the cover page. The website remains zoominfo.com, and gtm.com is an unrelated company.

Are AI SDR tools worth it?

For drafting and research, yes. For autonomous outbound with no human reviewing messages, the evidence does not support it. There is no independent benchmark of AI SDR performance, and in the one case where a large buyer went on the record, ZoomInfo said 11x performed significantly worse than its human SDRs. Run a paid pilot, review every message before send, and measure replies against your existing baseline rather than the vendor’s.

In the US, yes, with conditions: CAN-SPAM makes no exception for business-to-business email, so you need a working opt-out honored within 10 business days, a real postal address, and accurate headers. In the EU and UK it is more restrictive, and the exposure runs to your data source as well as your sending. Get advice before scaling outbound into Europe rather than after.

Which AI sales tool is cheapest for a small team?

Unify at $20 per seat per month is the best value for a serious stack, and Pipedrive’s $19 Lite tier now includes AI with no credit meter. Apollo and Lavender both have free tiers that do real work. Avoid Regie.ai below 10 seats, since the minimum makes it a $21,600 annual commitment regardless of team size.

Why is HubSpot’s price different everywhere I look?

Because HubSpot’s own sources disagree. The pricing page shows Starter at $7 per seat billed annually and $20 month-to-month, while HubSpot’s blog still quotes older figures. The legal product catalog is the contractual document and lists Enterprise at $150 per seat, a price the pricing page hides behind “Talk to Sales.” When they conflict, the pricing page and the legal catalog win.

Do I need a separate tool for email outreach?

Often, yes. Sales platforms bundle sequencing, but the quality of the writing and the health of the sending infrastructure are separate problems that most CRMs handle poorly. If email is your main channel, the dedicated AI email outreach tools go deeper on deliverability and personalization than any all-in-one, and finding valid addresses is a third problem again, covered by tools built to find emails and phone numbers.

The short version

Buy Gong if calls are the bottleneck and you can stomach an undisclosed platform fee. Buy Clay if your list is the bottleneck and you can do the credit arithmetic first. Buy Unify if you want most of a modern stack at a price you can read off a page. Buy Lavender regardless, because $29 to make reps write better email is the cheapest line item you will approve this year.

And be skeptical of anything promising outbound without a human in it. The tools in this category are good at drafting, research, and telling you what happened on a call. They are not yet good at replacing the person doing the selling, and the vendor with the most confident claim on that front is the one whose named customers publicly said they were not customers.

Prices verified against vendor pricing pages in July 2026. This category renames and repackages faster than almost any other, so confirm before you sign.