talkingsense: Recent Episodes
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.
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:
- Why the slowdown might be good news if you want to IPO
- Why revenue team alignment is more important than ever
- Why there’s more pressure on CROs to get everything right
- How to motivate your team in challenging times
If you’re looking for solid takeaways on how to bring your company through this period stronger than ever, be sure to give it a listen.
“Pre-IPO, you want to develop the company's revenue model. You want to have created a management team structure that's going to work long-term. You want to be testing out your go-to-market strategies, aligning your marketing messaging, working on your budgeting, and ensuring your sales teams have the proper systems in place to succeed. Because once you go public, the stakes are a lot higher and your ability to test things out becomes more challenged.”
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, respectful debate in this podcast episode. Listen now.
“Everyone talks about problem-solving, but there are four other reasons people take action. You help them get better. You help them reach a goal. You help them pinpoint a blind spot they didn't even know that they had. You help them be the hero of their own story, not yours. And the only way that you can do that is if you listen.”
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:
- How to keep good SDRs from leaving and taking everything you’ve invest in them to another company
- The metrics to look for to ensure you’re running an efficient shop
- How Nilsson ha’s managed to cut SDR ramp time from 3 to 6 months to 2 to 4 weeks
- The four elements of dealing with the dreaded “Dead Zone”
Whether you’re a BDR/SDR or you work with them on your team, this episode is filled with useful nuggets you can start using today. Listen now.
“A lot of what’s being discussed today in this downturn is how much pipeline you need in order to cover the revenue number. It turns out that the sales development rep, if properly onboarded and ramped and developed, can do that.”
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 marketing
-What Christina learned from her first job at Burger King that she still uses today
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Sneak preview:
Christina Bottis: It’s something I'm passionate about and in past lives I've seen that really be the key to customers looking at you in a different light. To be able to say, “I'm here to help you solve your problem.” And sometimes that doesn't always mean selling you something. Sometimes it just means giving you some information so you can plan. I mean, that's what we hear from our supply chain customers, "I can't plan like I did before. I'll take anything. Any data. I'll take any data."