TalkingSense

These are … ah … interesting times for CROs, especially those who were on the path to IPO before the recent economic downturn. But according to Nasdaq’s Karen Snow, the current economic climate presents opportunities to balance out the challenges. As SVP, Head of US Listings & Revenue/Board Member for Nasdaq Private Markets & Nasdaq Center for Board Excellence, Snow knows a thing or two about what it takes to IPO.

In this conversation with TalkingSense host (and 6sense CMO) Latané Conant, Snow weighs in on:

Amy joined 6sense CMO Latané Conant on TalkingSense to discuss her sales philosophies, including:

Why she’s not a fan of playbooks but loves frameworks (ie, “guardrails with expectations”)

The role of creativity in sales success, and how it enables real business conversations

How good listening skills helped her win a $30 million deal

What she thinks about over-segmentation in the sales team

The journaling system she uses to keep her head up on the bad days

Get ready to learn through differing points of view and healthy, respect...

Secrets to a Successful SDR/BDR Organization

A conversation with Snowflake’s Lars Nilsson

At 6sense, we love to love BDRs! So we were thrilled to welcome the godfather of BDRs/SDRs himself, Lars Nilsson — VP Global Sales Development at Snowflake, and founder and CEO of SalesSource, a premier consulting firm helping companies optimize their sales motion.

In this discussion, Lars and 6sense CMO Latané Conant break down all things business/sales development, including:

The Man Behind the Literal Playbook on Enterprise Selling

A conversation with David Rudnitsky

What would a sales season of TalkingSense be without a conversation with David Rudnitsky, who literally wrote the playbook on enterprise selling?

Rudnitsky, who helped grow Salesforce from $51 million to $5 billion is the legend behind The Sales Playbook, which was published in Salesforce Founder & CEO Marc Benioff's best-seller, Behind the Cloud.

He joined 6sense CMO and host Latané Conant to share his knowledge. The two discussed:

How Lean Principles Can Help Organizations Scale

An interview with Pablo Dominguez, Operating Partner at Insight Partners

Pablo Dominguez, Operating Partner at Insight Partners, recently joined 6sense CMO Latané Conant to share the wisdom he’s gained leading the Center of Excellence for Sales and Customer Success.

They discussed:

Thi...

Do Kind Folks Finish First, Even in Sales?

A conversation with Sales Hacker host Sam Jacobs

For proof that you can be both a good human and a good sales leader, look no further than Sam Jacobs, founder of Pavilion and host of the popular Sales Hacker podcast. In our latest episode of Talking sense, Sam sits down with 6sense CMO Latané Conant to discuss his down-to-earth approach to sales leadership.

Sam and Latané talk about:

It’s Time To Go to Market a Hell of a Lot Smarter

An interview with Mary Shea, Chief Evangelist at Outreach

On the latest episode of Talking Sense, we’re joined by the authority in all things sales tech, Mary Shea. Mary is the Chief Evangelist at Outreach and a former Forrester analyst, and shares some deep insights on today’s sales tech landscape with host and 6sense CMO, Latané Conant.

In this interview, Mary shares:

The Case for Applying Predictability to the Sales Cycle

An interview with Tim O’Neil, CRO of Alation

In this episode of TalkingSense, 6sense CMO Latané Conant chats with Tim O’Neil, CRO of Alation, about scaling a sales team, sales enablement, and more.

Tim and Latané dig into:

This episode is full of insigh...

What Top Sellers Have in Common

An interview with Alyssa Merwin, VP of Sales, LinkedIn’s Sales Solutions

Why is it that within the same company, certain sellers consistently blow their quotas out of the water while others don’t even come close to hitting theirs? It comes down to some key ways that top sellers operate, according to LinkedIn research: they’re better at targeting, they have better organizational data, and they’re better at time management.

This is just one of the many insights Alyssa Merwin, VP of Sales for LinkedIn's Sales So...

Sellers Are Losing Up to 60% of Pipeline to “No Decision.” Here’s How to Fix That.

An interview with sales expert Matthew Dixon

We’re kicking off the sales-focused season of TalkingSense with a true legend. Matthew Dixon is the bestselling co-author of The Challenger Sale — which revolutionized how we think about customer indecision and how it gets in the way of closing deals.

Now Matt’s back with another book — The JOLT Effect — that builds on the last book and describes how top performers recognize and overcome indecision to guide customers to the finish line...

#CMO #ChiefMarketingOfficer #martech #ABM What’s the secret to 25% annual revenue growth? CMO Casey Foss knows. Latané Conant, CMO at 6sense, asks West Monroe Partners CMO Casey Foss to share her secrets for marketing success, including: -Using account-based marketing (ABM) in professional consulting services -Finding the right ABM martech partners -How digital marketing metrics drive digital sales success -Using intent data to segment the sales funnel for revenue team success -Why the right culture matters as much as the right people ======== Sneak preview: Casey Foss: I know, before a buyer raises their hand, what they're looking at, what they're searching for...

#CMO #ChiefMarketingOfficer #CRO #ABM #V2MOM What’s “modern” about selling today? Mike Weir, Chief Revenue Officer (CRO) at G2, and Latané Conant, CMO at 6sense, talk: -What “modern” means in marketing and for a CRO -How marketing and sales – and CROs and CMOs – should work together -Qualified accounts vs. qualified leads in account-based marketing (ABM) -Defining in-market accounts with intent data -The buyer journey and the importance of marketing in getting in early -Planning out a business revenue strategy and V2MOM (Vision, Values, Methods, Obstacles, and Measures) ======== Sneak preview: Latané Conant: Like it or not, in a post-COVID world, we all ha...

#CMO #ChiefMarketingOfficer #martech #marketing

How do you build a digital go-to market strategy in a non-traditional industry?

Latané Conant, CMO at 6sense, and Christina Bottis, CMO of Coyote Logistics, break it down, including:

-Making in-market accounts feel like any day is Christmas

-Why using data, insights, and thought leadership changes the sales process

-Proving marketing’s value to the company through trust and partnerships, not metrics

-How Coyote’s brand unifies the revenue team

-Why CRMs and tech stack aren’t the most important parts of mark...

#CMO #cloud #branding #SaaS Wait, there’s a third wave of cloud? Did I miss the first two? Latané Conant, CMO of 6sense, and Chris Barbin, Founder & CEO, Tercera, talk about: -Private equity – capital, counsel, and connections -SaaS ecosystems, like SalesForce has built -Brand building: is it for customers, or your team? -Why meetings are expensive -The combination of software, tech, and professional services -Which Chris likes more: tequila or the restaurant business ======== Sneak preview: Latané Conant: What about as a software firm having professional services? Chris Barbin: I think every software company should have somewhere between 3%, 5%, 10% of their revenue that i...

#CMO #EmpoweredCMO #branding #marketingAre all marketers adrenaline junkies?Latané Conant, CMO of 6sense, gets starstruck over Denise Persson, CMO of Snowflake, and they chat:-Denise’s 5 pillars of marketing-The importance of consistency in positioning, especially for startups-Why Latané thinks marketing without data is like grading poetry-The importance of customer advocacy in building brand awareness-How marketing and sales fall out of alignment (and why they should get back in, ASAP!)-Why Denise thinks 6sense makes marketing relevant-And more! (This is a really good one.)========Sneak preview:Denise Persson: How many times have you got the question about the reference call? The sale...

#CMO #EmpoweredCMO #board What do we need a boss for if we have a board? Latané Conant, CMO of 6sense, chats with Nora Denzel, Director at AMD, Ericsson, NortonLifeLOCK & SUSE Linux, about: -The difference between running a company and being on a board -The rule of 40 -VC-backed companies, PE companies, and public companies -How does a board evaluate a CMO? -The difference between marketing activities and marketing outcomes -Why Nora wants a dumb home ======== Sneak preview: Nora Denzel: I think the general regardless of your role, one thing, remember always, context is key especially for the board member. Imagine you're b...

On this episode of TalkingSense, Latané Conant, Chief Market Officer at 6sense, sits down with Kerry Cunningham, SVP at Forrester, to talk marketing measurement: specifically in an account-based world.

Check out the conversation with Latane Conant about orchestration and how marketing teams are approaching the next era of customer and prospect experience.

#CMO #orchestration #B2B #ABM If you can’t just market with emails anymore, what do you do? Latané Conant, CMO of 6sense, and Scott Vaughan, Chief Growth Officer of Integrate, dish on: -Why the customer journey is more like a hairball than a funnel -How marketing has to “deliver the goods” and be accountable with metrics -Orchestrating digital marketing beyond the email cadence -Account-based marketing vs. account-based thinking -Why Latané’s mother-in-law calls her an overpaid party planner ======== Sneak preview: Scott Vaughan: If you boil it all down, it's being able to connect and to orchestrate, guide, data, people, process, p...

#CMO #CEO #LinkedIn #social How many pieces of content do I have to put on social media every day? Latané Conant, CMO of 6sense, talks with Dan Swift, CEO of Empire Selling, about: -How social selling can transform your relationship with the buying committee -What needs to be in place before the social selling process begins -Which social channels your team should be on -How to teach executives to use LinkedIn -Blended content on social -How Dan thinks social selling is like rugby ======== Sneak preview: Dan Swift: Do you know the number of times that I've gone into companies where w...

Latane and Dan talk about social selling.

Latane Conant, Chief Market Officer of 6sense, sits down with Erik Matlick, Founder and CEO of Bombora to talk about intent data, the mission-critical piece that is taking Sales and Marketing efforts to the next level.

#CMO #ABM #B2B #intent What the heck is intent data, anyway? Latané Conant, CMO of 6sense, and Erik Matlick, Bombora Founder & CEO dive deep: -Is a business doing research or is a business intending to buy? -How intent data and buying committees work together -First party, second party, and third-party intent data – what’s the difference? -How intent figures into sales prioritization and sales enablement -Is ABM without intent data even worth it? -Why Erik thinks surfing and intent data are the same thing ======== Sneak preview: Erik Matlik: The other challenge in B2B is unlike in the consumer world...

#CMO #ABM #marketing #content Is marketing personalization awesome, or creepy? Latané Conant, CMO of 6sense, and Uberflip Co-Founder and CMO Randy Frisch discuss all things modern marketing, including: -Why we open marketing emails from Netflix -ABM and “bespoke marketing” -Using 6sense data to personalize marketing in a way that supports the customer -Segmenting and tagging accounts to ensure value-driven marketing -Content: gate or no gate? -How big Randy’s hair got during COVID quarantine ======== Sneak preview: Randy Frisch: The bar's always changing, like think about it this way. If you go back about 10 years ago, and if any of us got an...

Season Premiere! Latane talks sense with Uberflip CMO, Randy Frisch

Latane talks sense with Chris Walker.

Latane talks sense with Shaunt Voskanian

Latane talks sense with Adam Goyette

Latane talks sense with Tracy Eiler

Latane talks with Kyle Christensen

Latane talks with Ashley Stepien