talkingsense

10 Episodes
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By: 6sense

A collection of candid conversations with B2B industry trendsetters, covering topics like ABM, Modern Sales & Rev Ops, Predictive Analytics & AI, and so much more, hosted by Latané Conant, Chief Market Officer of 6sense.

Account-Based in Professional Services | Casey Foss - CMO at West Monroe Partners
#4
11/09/2021

#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...


Being a Modern CRO | Mike Weir - CRO at G2
#3
10/13/2021

#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...


Building a Digital Go-to-Market Strategy | Christina Bottis, CMO of Coyote Logistics
#2
09/21/2021

#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...


The Third Wave of Cloud with Chris Barbin, Founder & CEO, Tercera
#1
08/24/2021

#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...


talkingsense with Denise Persson // CMO of Snowflake
#9
05/25/2021

#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...


talkingsense with Nora Denzel | Director AMD, Ericsson, NortonLifeLOCK & SUSE Linux
#8
05/18/2021

#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...


talkingsense with Kate Bullis | Co-founder and Managing Partner, SEBA International
#7
05/11/2021


talkingsense with Carilu Dietrich | Advisor / Fractional CMO, 1Password
#6
05/04/2021


talkingsense with Dr. Debbie Qaqish | Principal & Chief Strategy Officer, The Pedowitz Group
#5
04/27/2021


talkingsense with Noreen Allen | Chief Marketing Officer, bandwidth
#4
04/20/2021