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.

The key to successful sales is the ability to have meaningful business conversations, and that requires creativity and deep listening skills, according to Amy Volas, Founder & CEO of Avenue Talent Partners.

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.

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.

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.

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.

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

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.

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.

#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 on my site, on other sites. And what we've started to do is package that holistically with everything else. “Oh, by the way, they're also surging on these topics or they're thinking about these issues, let's reach out to them,” or, “Let's nurture them,” before we even approach the line or the business developers. Latané Conant: And I think professional services, when you have people that are day in, day out shoulder to shoulder at an account with a client, you rock in with your data on what they're researching, and it might feel like, “How do you know my client better than me?” So can you explain how you've organized and coached your team to bring the data, not just 6Sense data, but all the data that you've talked about in a collaborative fashion that doesn't feel like, “You're kind of encroaching on my account or my space,”?

#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 have to be modern sellers, right? Mike Weir: It is incredibly modern today. You’ve got to engage differently, you got to think about psychology differently, you got to build relationships differently. Latané Conant: Obviously you're doing a great job of it because of the award, but what's the formula for someone who wants to be more modern? Mike Weir: For us, it's really understanding in a dual sided marketplace, how are buyers adapting? How are they engaging differently? How are they learning differently? And we have to adapt with them. And then on the seller side of the house, working with clients, we have to consult and we have to be a lot more advice-oriented to make sure that folks understand how the buying dynamic has changed. More than ever, you got to be very dialed into what's going on in the marketplace, how buyers are changing and how marketers and sellers have to adapt to that same process.

#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 is services, call it customer success, call it enablement of your channel, of your ecosystem. But there's always a level of just solution selling, where I think a software company has to have that in-house, but those people being focused on the channel partners as well. How do you work together? Side by side, arm and arm. Latané Conant: Right. The software company needs to know how to successfully deploy a customer so they can then teach the ecosystem. It's like a teaching ground too.

#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 binge watching a show, but the episodes only come out once every three months. An ideal thing for me from the marketing person is they started with, "Last time I told you this. And now, I'm going to give you an update on where we were." So, if you provide continuity, almost like when you do watch a show, where it says, "This is what happened last time. Remember, all those big points? The hero died and this happened." That would be very helpful to the board member, because we haven't seen you in a while. And I said, we're smart, but not knowledgeable as you are and makes for a much healthier, more engaged conversation.