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 Boar…

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 thin…

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 mo…

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, …

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: Pablo’s new book: …

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 dis…

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 …

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: How applying predictability to the sales cycle helps keep teams organiz…

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…

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…

#CMO #ChiefMarketingOfficer #martech #ABMWhat’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-Ho…

#CMO #ChiefMarketingOfficer #CRO #ABM #V2MOMWhat’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…

#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…

#CMO #cloud #branding #SaaSWait, 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 c…

#CMO #EmpoweredCMO #boardWhat 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 C…

#CMO #orchestration #B2B #ABMIf 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…

#CMO #CEO #LinkedIn #socialHow 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 …

#CMO #ABM #B2B #intentWhat 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 fig…

This is an epic podcast with a silent Swedish Speedway Legend who not only competed with the National Team but twice took them to World Championship Gold. He eventually took over the reigns as Speedway GP Race Director from Ole Olsen. It’s a great story of a very humble human being with a massive passion for the sport. --- Send in a voice message: …

#CMO #ABM #marketing #contentIs 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-S…

Greg catches up with Lars Sexton who has become a great friend and a massive contributor to Greg’s world championship success. A former car racer himself, Lars grabbed hold of Greg and took him to Prodrive in the UK where they re-developed his chassis and helped to change his racing mind completely. It’s not all monkey see, monkey do! Enjoy this in…

Greg sits down with long time friend, former lead mechanic and 1991,92 World Enduro Champion to talk life, traveling, racing and Team Hancock! Jeff is a quite, private guy and a wealth of racing knowledge. He, his father and their network of people contributed massively to Greg’s success. He has an amazing story. Enjoy listening..--- Send in a voic…

12 Times Italian National Champion and FIM Speedway Director Armando Castagna joins Greg for an in depth talk about his career and the current state of the World Speedway. We get his views on the future of sport and when we will see the 2020 Monster Energy Speedway Grand Prix tapes go up. --- Send in a voice message: https://podcasters.spotify.com/…

Meet the new Chairman of the BSPA and longtime promoter of the Scunthorpe Scorpions in the UK. Greg digs into the man leading the way for British Speedway and hear his thoughts about the future of the sport. Rob likes to win and believes that you have to run on a budget. #reel45podcast #speedway #uk #BSPA #greghancock #robgodfrey #podcast--- Send i…

Greg calls it a day and Jason makes a comeback! We catch up with Jason Crump and find out all about his epic return to the World of Speedway! This has a WIN all over it says Greg! Hear why in this super inspiring episode. Thanks for listening and Grin2Win. Stefan and Greg--- Send in a voice message: https://podcasters.spotify.com/pod/show/reel45pod…

Greg catches up with "Lance King" longtime friend, mentor and influencer. They talk of Lance's growing up, racing life, father figures and mentoring Greg as well as influencing the future of American Speedway. It's an in depth look into the life of Lance King and his desire to race bikes, working with father-son matters as well as making it on his …

#CMO #ChiefMarketingOfficer #personalization #martechIf McDonald’s cut its CMO role, is anyone safe?Latané Conant, CMO of 6sense, and Lynne Capozzi, CMO of Acquia, ask:-Who’s in charge of great big websites? (think the Superbowl or Johnson & Johnson)-Has the CMO role gotten too big? Are CMOs doomed?-Do B2B marketers have to personalize, or is that …

#CMO #sales #marketing #IPO #ABMWhat’s the secret to setting up for a successful IPO?Shaunt Voskanian, VP of Sales at Datadog, and Latané Conant, CMO at 6sense, talk about Datadog’s powerful sales growth in the wake of their IPO.Shaunt dishes on:-Inbound opportunity capture vs. outbound qualifying and messaging-Preparing SDRs to become AEs in an AB…

Stefan and I catch up and chat with my longtime friend and former Jr Speedway buddy Cameron Evans. Cameron is a wealth of knowledge in both the Motorsport and Life. He started racing in GoCarts then to Speedway followed by a long/successful business career in the World of Motorsport. He's been involved in everything from Commentating, Magazine Edit…

#CMO #CRO #MQL #chatbotWhy do people want to talk to your chatbot?Latané Conant, CMO of 6sense, and Josh Allen, CRO of Drift, get under the hood of conversational marketing and talk:-Conversational marketing vs. chatbots vs. form fills-How Drift uses 6sense intent data to serve website visitors better-MQLs and CQLs (Chat-Qualified Leads)-Why they d…

We're Back!! After nearly a year off recording together and taking on new challenges all around, Reel45 is back on air.. Greg and Stefan elaborate in detail all that has gone on over the last year including life changes as well as the last 7 months for Greg's wife battling breast cancer. There's a new normal on the horizon for these Dudes. Thanks f…

#CMO #revtech #revopsAre marketing and sales oil and water, or peanut butter and jelly?Latané Conant, CMO of 6sense, and Cornelius Willis, CMO of Clari, ask:-Do marketers even understand math?-What’s the difference between sales ops and revenue ops?-Why are marketing reps “gardening” SalesForce to keep in touch with sales teams?-How does Clari auto…

#CMO #wins #marketer #brandingWhat if you had to build your brand from scratch…again?Latané Conant, CMO of 6sense, asks Ed Breault, CMO of Aprimo, about:-What branding and Dr. Seuss have to do with each other-Distinguishing between good leads and bad leads when you have high traffic-What CMOs care about-The early bird gets the…well, the early bird …

#CMO #ABM #martech #revtechWhy should a VP or a CEO be looking at a sales revtech dashboard?Latané Conant, CMO of 6sense, chats with Indy Guha, VP Growth Marketing at Signifyd & Senior Advisor at Bain Capital Ventures, about:-Keeping an eye on pipeline and booking-What metrics are on Indy’s 6sense dashboard-Why CEOs and VPs need to be looking at th…