Latane Conant's guest appearances

Latane Conant

The Official SaaStr Podcast: SaaS | Founders | Investors

B2B Growth

The Marketer's Journey

Startup Selling: Talking Sales with Scott Sambucci

DemandGen Radio

Marketing Garage

Make It Happen Mondays - B2B Sales Talk with John Barrows

SureOak

The Sales Hacker Podcast

The Hard Corps Marketing Show

Content Matters

The Data-Driven Marketer

Humanize What You Buy

Tea Time With Tech Marketing Leaders

SaaS Half Full

Kris Rudeegraap

Matt Heinz

Max Altschuler

Meagen Eisenberg

Sydney Sloan

Tyler Lessard

Scott Brinker

Kyle Lacy

Sam Jacobs

Mark Roberge

Ethan Beute

Jake Dunlap

Justin Welsh

Todd Caponi

Kathleen Booth

OwlTail

6sense

Every once in a while you have a conversation that truly changes how you think about the world. This episode was that kind of experience for me. Latane Conant is a thoughtful and thought-provoking proponent of a new way to think about marketing for B2B marketing leaders.In one of the densest 30 minutes you'll invest in your marketing career, Latane covers these topics and more:Calling for CMO title to mean Chief Market Officer, in recognition of the larger role CMOs should play vs the questionable KPIs they are often forced to report onAbandoning the MQL in favor of a more holistic view of how organizations buy and qualifying them vs individualsTargeting people and companies that fit your ideal customer profile AND who are in-market now, relying upon intent data to help reach your "dark funnel" CMOs must be maniacally focused on predictable pipeline, sales velocity formula and net retention, the foundations of the SaaS business modelThis episode and #16 with Casey Carey are really must-listens for CMOs that see the writing on the wall but don't have the blueprint for how they are going to move their SaaS companies forward. You've realized that stuff you've been doing is declining in effectiveness, but what next?Let's discuss after you've had a listen! Resources for SaaS ExecsRecently closed a funding round and need to ramp growth?Check out our comprehensive "scale-a-saas" guide:Think your website could generate more leads?Get our inbound lead generation self-assessmentWant to be a guest on SaaS Backwards?Click to meet with Ken Lempit to talk about an episode.SaaS Backwards is a free service to the SaaS community.

SaaS Backwards - Reverse Engineering SaaS Success

Every once in a while you have a conversation that truly changes how you think about the world. This episode was that kind of experience for me. Latane Conant is a thoughtful and thought-provoking proponent of a new way to think about marketing for B2B marketing leaders. In one of the densest 30 minutes you'll invest in your marketing career, Latane covers these topics and more:<ul><li>Calling for CMO title to mean Chief Market Officer, in recognition of the larger role CMOs should play vs the questionable KPIs they are often forced to report on</li><li>Abandoning the MQL in favor of a more holistic view of how organizations buy and qualifying them vs individuals</li><li>Targeting people and companies that fit your ideal customer profile AND who are in-market now, relying upon intent data to help reach your "dark funnel" </li><li>CMOs must be maniacally focused on predictable pipeline, sales velocity formula and net retention, the foundations of the SaaS business model</li></ul>This episode and #16 with Casey Carey are really must-listens for CMOs that see the writing on the wall but don't have the blueprint for how they are going to move their SaaS companies forward. You've realized that stuff you've been doing is declining in effectiveness, but what next?Let's discuss after you've had a listen! Resources for SaaS Execs Recently closed a funding round and need to ramp growth? <a href="https://info.austinlawrence.com/saas-ceos-how-to-ramp-growth-after-your-first-major-funding-round" rel="nofollow" target="_blank">Check out our comprehensive "scale-a-saas" guide: </a> Think your website could generate more leads? <a href="https://info.austinlawrence.com/inbound-lead-generation-self-assessment" rel="nofollow" target="_blank">Get our inbound lead generation self-assessment </a> Want to be a guest on SaaS Backwards? <a href="https://app.hubspot.com/meetings/kl1/podcast-pre-book" rel="nofollow" target="_blank">Click to meet with Ken Lempit </a>to talk about an episode. SaaS Backwards is a free service to the SaaS community.

Ep 17 – The Dark Funnel and Moving Away from the Fakery of the MQL with Latane Conant CMO at 6Sense

In our 22nd episode, Olivier L'Abbé, President at Metadata, talks category creation with two B2B leaders from the sales and account engagement categories. Panelists for this episode include Sydney Sloan, CMO of SalesLoft and leader behind the sales engagement category, and Latane Conant, CMO of 6Sense and leader behind the AI account engagement category. You'll walk away from this episode with an understanding of B2B review sites, customer experience, and KPI alignment. BONUS! Sydney shares her predictions on how ABM will converge with sales engagement within the next few years.

B2B Category Creators with Gil Allouche

In our 22nd episode, Olivier L'Abbé, President at Metadata, talks category creation with two B2B leaders from the sales and account engagement categories. Panelists for this episode include Sydney Sloan, CMO of SalesLoft and leader behind the sales engagement category, and Latane Conant, CMO of 6Sense and leader behind the AI account engagement category. You'll walk away from this episode with an understanding of B2B review sites, customer experience, and KPI alignment. BONUS! Sydney shares her predictions on how ABM will converge with sales engagement within the next few years.

Sydney Sloan, CMO at SalesLoft, and Latane Conant, CMO at 6Sense

Latané Conant, CMO at 6sense, joined us for a Demand Gen Live Expert Series yesterday to talk about the dark funnel and how to use intent as a trigger for outbound as a means of getting off the MQL hamster wheel.

B2B Revenue Vitals

161 - Using Intent to Get Off the MQL Hamster Wheel | DGL Expert Series with Latane Conant

Latané Conant is the CMO of 6sense. She joined us on the Content Matters podcast to discuss account-based marketing and engagement, with a focus on the insights she shares in her book: No Forms. No Spam. No Cold Calls. Along with over seven years in executive marketing positions, Conant is also a seasoned sales leader, so she understands well the challenge of getting sales and marketing to work well together and how things need to evolve in companies to make that happen. Some of the things we talked about: Her shift from sales to marketing and her belief that employee and customer experience are at the heart of everything. How we make it difficult for people to buy from us and how to fix it by getting rid of the three pillars - forms, spam, and cold calls.  How to determine relevance to know which accounts and contacts within those accounts to engage.  Why predictive revenue growth is key for CMO's to understand and implement.  The difference between working an account and working a lead.  The process to get everyone on the same page.  How marketing and sales teams are evolving.Where you can find Latané:  Twitter: https://twitter.com/LataneConant  LinkedIn: https://www.linkedin.com/in/latane-conant/Other Resources:  6sense website: The 6sense Account Engagement Platform  Her book: No Forms. No Spam. No Cold Calls.

Latané Conant is the CMO of 6sense. She joined us on the Content Matters podcast to discuss account-based marketing and engagement, with a focus on the insights she shares in her book: No Forms. No Spam. No Cold Calls. Along with over seven years in executive marketing positions, Conant is also a seasoned sales leader, so she understands well the challenge of getting sales and marketing to work well together and how things need to evolve in companies to make that happen. Some of the things we talked about: Her shift from sales to marketing and her belief that employee and customer experience are at the heart of everything. How we make it difficult for people to buy from us and how to fix it by getting rid of the three pillars - forms, spam, and cold calls. How to determine relevance to know which accounts and contacts within those accounts to engage. Why predictive revenue growth is key for CMO's to understand and implement. The difference between working an account and working a lead. The process to get everyone on the same page. How marketing and sales teams are evolving. Where you can find Latané: Twitter: <a href="https://twitter.com/LataneConant" rel="nofollow" target="_blank">https://twitter.com/LataneConant</a> LinkedIn: <a href="https://www.linkedin.com/in/latane-conant/" rel="nofollow" target="_blank">https://www.linkedin.com/in/latane-conant/</a> Other Resources: 6sense website: The 6sense Account Engagement Platform Her book: No Forms. No Spam. No Cold Calls.

Latane Conant on Creating Better Account-based Experiences

Latane Conant, CMO of 6sense, joins the podcast to talk about various topics derived from her book: No Forms. No Spam, No Cold Calls. Listen as Latane opens up about her journey into the role as head of marketing, reveals her 4-step recipe for personalization, and shares what the future of account-based sales and marketing looks like.   Read more about Latane’s book here: https://6sense.com/no-forms-no-spam-no-cold-calls/  Check out these other resources!  DemandGen Resources Hub: https://bit.ly/2N3myz1  DemandGen Blog: https://bit.ly/3cVwnt9  DemandGen TV: http://bit.ly/37Ds3PS  Manufacturing Demand book: https://bit.ly/37zkhVw

Latane Conant, CMO of 6sense, joins the podcast to talk about various topics derived from her book: No Forms. No Spam, No Cold Calls. Listen as Latane opens up about her journey into the role as head of marketing, reveals her 4-step recipe for personalization, and shares what the future of account-based sales and marketing looks like. Read more about Latane’s book here: <a href="https://6sense.com/no-forms-no-spam-no-cold-calls/" rel="nofollow" target="_blank">https://6sense.com/no-forms-no-spam-no-cold-calls/</a> Check out these other resources! DemandGen Resources Hub: <a href="https://bit.ly/2N3myz1" rel="nofollow" target="_blank">https://bit.ly/2N3myz1 </a> DemandGen Blog: <a href="https://bit.ly/3cVwnt9" rel="nofollow" target="_blank">https://bit.ly/3cVwnt9 </a> DemandGen TV: <a href="http://bit.ly/37Ds3PS" rel="nofollow" target="_blank">http://bit.ly/37Ds3PS</a> Manufacturing Demand book: <a href="https://bit.ly/37zkhVw" rel="nofollow" target="_blank">https://bit.ly/37zkhVw</a>

#217 The Next Generation of Account-Based Sales and Marketing ft. Latane Conant

It was exciting to have Latane Conant, CMO of leading ABM platform 6sense as a special guest in this 73rd episode of the SalesStar Podcast! Latane had a chat with us to share key learnings from her marketing experiences during the (still ongoing!) pandemic of 2020 while talking about innovative ways for marketers to improve ROI in 2021: Key topics covered:  6sense's marketing experience and learnings through 2020 The importance of revisiting core marketing strategies and fundamentals today How CMOs can drive help sales alignment and overall business outcomes

The SalesStar Podcast

It was exciting to have Latane Conant, CMO of leading ABM platform 6sense as a special guest in this 73rd episode of the SalesStar Podcast! Latane had a chat with us to share key learnings from her marketing experiences during the (still ongoing!) pandemic of 2020 while talking about innovative ways for marketers to improve ROI in 2021: Key topics covered: <ul> <li>6sense's marketing experience and learnings through 2020</li> <li>The importance of revisiting core marketing strategies and fundamentals today</li> <li>How CMOs can drive help sales alignment and overall business outcomes</li></ul>

Episode 73: Tips to Double Marketing ROI with Latane Conant, Chief Marketing Officer, 6sense

Is your marketing team struggling to deliver the right kind of prospects and accounts that actually convert into revenue for your company? In this episode of the SaaStr Podcast, Latane Conant, CMO at 6Sense shared her 6 steps for building marketing campaigns that deliver pipeline and revenue.  This episode is an excerpt of Latané’s session from SaaStr University: Spring Semester conference. Watch the full video here: https://youtu.be/UW9fl1Z6Jac Transcript:  https://www.saastr.com/saastr-podcast-433-with-6sense-cmo-latane-conant-what-it-really-takes-to-have-your-marketing-team-deliver-pipeline-and-revenue/   Is getting compliant with a SOC 2 report on your company's 2021 roadmap? Vanta automates the tedious and time-consuming process of collecting evidence for an audit. So you can get focused on growing your business. On average Vanta customers are SOC 2 compliant in just two to four weeks compared to three to five months without Vanta, learn more and redeem a $1,000 off coupon at Vanta.com/SaaStr.

Is your marketing team struggling to deliver the right kind of prospects and accounts that actually convert into revenue for your company? In this episode of the SaaStr Podcast, Latane Conant, CMO at 6Sense shared her 6 steps for building marketing campaigns that deliver pipeline and revenue.  This episode is an excerpt of Latané’s session from SaaStr University: Spring Semester conference. Watch the full video here: <a href="https://youtu.be/UW9fl1Z6Jac" rel="nofollow" target="_blank">https://youtu.be/UW9fl1Z6Jac</a> Transcript: <a href="https://www.saastr.com/saastr-podcast-433-with-6sense-cmo-latane-conant-what-it-really-takes-to-have-your-marketing-team-deliver-pipeline-and-revenue/" rel="nofollow" target="_blank"> https://www.saastr.com/saastr-podcast-433-with-6sense-cmo-latane-conant-what-it-really-takes-to-have-your-marketing-team-deliver-pipeline-and-revenue/</a> Is getting compliant with a SOC 2 report on your company's 2021 roadmap? Vanta automates the tedious and time-consuming process of collecting evidence for an audit. So you can get focused on growing your business. On average Vanta customers are SOC 2 compliant in just two to four weeks compared to three to five months without Vanta, learn more and redeem a $1,000 off coupon at <a href="http://Vanta.com/SaaStr" rel="nofollow" target="_blank">Vanta.com/SaaStr</a>.

SaaStr 433: What It Really Takes to Have Your Marketing Team Deliver Pipeline and Revenue with Latane Conant, CMO @ 6Sense

&gt;&gt;&gt;CLICK HERE to get tips like this for FREE! Grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about&lt;&lt; Latane Conant is the Chief Marketing Officer of 6sense. She is the best-selling author of the book, No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing. Latane has an unconventional background. She used to be an accountant, but she needed to move on from that because she has dyslexia. So she ended up in consulting.  She got into software sales after that, and she now jokes about being a recovering software salesperson.  She then got asked to help with marketing and became a marketer. That is where she found her true passion. She spent some time at Appirio, as a Chief Marketing Officer, before joining 6sense. She joined 6sense because she fell in love with what they were doing. She had tried to do account-based at Imperial, but she failed because she did not have the right technology. Latane found that account-based is not just a campaign. It is like a change and go to market strategy, and that kind of change needs people, process, and technology. And it all starts with the accounts that you select.  6sense What Latane loves about 6sense is that it makes it very clear statistically which accounts present her with the best opportunities. It is math-based, and it is built on what AI is saying about the accounts you are most likely to win in your ICP. It looks at members of the buying team, and the AI will tell you if you are engaging the people who would usually result in a closed one deal. It will allow you to find out which territories are hot and where you will have the best opportunity to sell bigger deals, have faster cycle times, and better win rates. And it takes a lot of the debate and delays out of a marketing and sales motion. The difference between mentorship and sponsorship Mentorship is just giving someone advice. Sponsorship is saying that you will put your credibility on the line in vouching for someone because that person is amazing, and you are willing to put your brand and credibility behind them. You need a track record of commitment Few people will commit to doing something and then go and do it without any drama. So, if you want people to stand up for you, you need to be the kind of person that people know they can always rely on once you have committed to doing something. Dark funnels There are accounts out there that have problems with their market fit to what you do and are researching things that would indicate that they are ready to buy what you have. That is your dark funnel. It happens all the time, and you probably don’t even know about it. Sales and marketing can go to work and do the good work they love to do if they have data rather than debate and delay. That would be possible if someone could come in and uncover your dark funnel. To do that, they would need to:  Look at all your data and all your website activity. Look at the critical keywords that would indicate that someone is researching what you do. Bring a lot of third party data to the table, and shine a light onto the dark funnel to tell you who would be an ideal fit for you based on historical patterns. Tell you the make-up of a typical buying team, what is going on with your key accounts as identified in your ICP, and break down exactly where those accounts are in their buying cycle (if they are early or late).  Once you have uncovered your dark funnel, you start to understand the accounts that are in target, and you will also know the right time for sales to engage.  That will inform you about what can be done for different segments, like financial services. It will tell you whether or not you should go in there and what it will take if you do. The 6sense solution The 6sense solution gives you all of the data you need elegantly. And it allows marketers to go and run a campaign instantly. It will also tell salespeople why an account is in-market. Time As a seller, the number one thing that you have is your time. So you should not waste it on the things that are not worth it. Make sure that you choose wisely and that you are working on the right stuff. A fundamental change to B2B sales marketing When Latane saw all the different elements coming together at 6sense, she knew that the company would be able to change B2B sales marketing fundamentally. That is why she knew she had to take a job at 6sense. The power of 6sense Latane explains that the strategy is less about the size of a company and more about sales motion.  The power of 6sense is that it can pick up on multiple buyers and put together the dynamics of a buying team. The window of opportunity 6sense time stamps the window of opportunity. They also have an SLA to guide the way they work the account and to make sure that they start multithreading from the get-go. The results The process results in 75% better conversions, 40% faster cycle times, and 50% larger deals. Selling change Although Latane sells technology, she sells change even more. Links and resources: Connect with Latane on LinkedIn Revenue Collective website 6sense website Get the FREE 6sense Book Here Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: https://www.whalesellingsystem.com/closingsecrets   Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com www.ryanstaley.io  Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom?Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset.This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less.Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecretsThis show was brought to you by Progressive Media

The Scale Up Show

<a href="https://www.smbuiltfreedom.com/pod" rel="nofollow" target="_blank">&gt;&gt;&gt;CLICK HERE to get tips like this for FREE! Grab "the 10 questions needed to unlock ANY Enterprise Deal" that no one is telling you about&lt;&lt;</a> Latane Conant is the Chief Marketing Officer of 6sense. She is the best-selling author of the book, No Forms. No Spam. No Cold Calls: The Next Generation of Account-Based Sales and Marketing. Latane has an unconventional background. She used to be an accountant, but she needed to move on from that because she has dyslexia. So she ended up in consulting.  She got into software sales after that, and she now jokes about being a recovering software salesperson.  She then got asked to help with marketing and became a marketer. That is where she found her true passion. She spent some time at Appirio, as a Chief Marketing Officer, before joining 6sense. She joined 6sense because she fell in love with what they were doing. She had tried to do account-based at Imperial, but she failed because she did not have the right technology. Latane found that account-based is not just a campaign. It is like a change and go to market strategy, and that kind of change needs people, process, and technology. And it all starts with the accounts that you select.  6sense What Latane loves about 6sense is that it makes it very clear statistically which accounts present her with the best opportunities. It is math-based, and it is built on what AI is saying about the accounts you are most likely to win in your ICP. It looks at members of the buying team, and the AI will tell you if you are engaging the people who would usually result in a closed one deal. It will allow you to find out which territories are hot and where you will have the best opportunity to sell bigger deals, have faster cycle times, and better win rates. And it takes a lot of the debate and delays out of a marketing and sales motion. The difference between mentorship and sponsorship Mentorship is just giving someone advice. Sponsorship is saying that you will put your credibility on the line in vouching for someone because that person is amazing, and you are willing to put your brand and credibility behind them. You need a track record of commitment Few people will commit to doing something and then go and do it without any drama. So, if you want people to stand up for you, you need to be the kind of person that people know they can always rely on once you have committed to doing something. Dark funnels There are accounts out there that have problems with their market fit to what you do and are researching things that would indicate that they are ready to buy what you have. That is your dark funnel. It happens all the time, and you probably don’t even know about it. Sales and marketing can go to work and do the good work they love to do if they have data rather than debate and delay. That would be possible if someone could come in and uncover your dark funnel. To do that, they would need to: <ul> <li>Look at all your data and all your website activity.</li> <li>Look at the critical keywords that would indicate that someone is researching what you do.</li> <li>Bring a lot of third party data to the table, and shine a light onto the dark funnel to tell you who would be an ideal fit for you based on historical patterns.</li> <li>Tell you the make-up of a typical buying team, what is going on with your key accounts as identified in your ICP, and break down exactly where those accounts are in their buying cycle (if they are early or late).</li> </ul> Once you have uncovered your dark funnel, you start to understand the accounts that are in target, and you will also know the right time for sales to engage.  That will inform you about what can be done for different segments, like financial services. It will tell you whether or not you should go in there and what it will take if you do. The 6sense solution The 6sense solution gives you all of the data you need elegantly. And it allows marketers to go and run a campaign instantly. It will also tell salespeople why an account is in-market. Time As a seller, the number one thing that you have is your time. So you should not waste it on the things that are not worth it. Make sure that you choose wisely and that you are working on the right stuff. A fundamental change to B2B sales marketing When Latane saw all the different elements coming together at 6sense, she knew that the company would be able to change B2B sales marketing fundamentally. That is why she knew she had to take a job at 6sense. The power of 6sense Latane explains that the strategy is less about the size of a company and more about sales motion.  The power of 6sense is that it can pick up on multiple buyers and put together the dynamics of a buying team. The window of opportunity 6sense time stamps the window of opportunity. They also have an SLA to guide the way they work the account and to make sure that they start multithreading from the get-go. The results The process results in 75% better conversions, 40% faster cycle times, and 50% larger deals. Selling change Although Latane sells technology, she sells change even more. Links and resources: Connect with Latane on <a href="https://www.linkedin.com/in/latane-conant/" rel="nofollow" target="_blank">LinkedIn</a> Revenue Collective <a href="https://www.revenuecollective.com/" rel="nofollow" target="_blank">website</a> 6sense <a href="https://6sense.com/" rel="nofollow" target="_blank">website</a> <a href="https://get.printfection.com/6sensebook/3596502413" rel="nofollow" target="_blank">Get the FREE 6sense Book Here</a> Do You Want The Closing Secrets That Helped Close Over $125 Million in New Business for Free?"  Grab them HERE: <a href="https://www.whalesellingsystem.com/closingsecrets" rel="nofollow" target="_blank">https://www.whalesellingsystem.com/closingsecrets</a> Ryan Staley Founder and CEO Whale Boss 312-848-7443 ryan@whalesellingsystem.com <a href="https://www.ryanstaley.io/" rel="nofollow" target="_blank">www.ryanstaley.io</a> Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy ABOUT THE SHOW How do you grow like a VC backed company without taking on investors? Do you want to create a lifestyle business, a performance business or an empire? How do you scale to an exit without losing your freedom? Join the host Ryan Staley every Monday and Wednesday for conversations with the brightest and best Founders, CEO’s and Entrepreneurs to crack the code on repeatable revenue growth, leadership, lifestyle freedom and mindset. This show has featured Startup and Billion Dollar Founders, Best Selling Authors, and the World’s Top Sales and Marketing Experts like Terry Jones (Founder of Travelocity and Chairman of Kayak), Andrew Gazdecki (Founder of Micro Acquire), Harpaul Sambhi (Founder of Magical with a previous exit to Linkedin) and many more. This is where Scaling and Sales are made simple in 25 minutes or less.<a href="https://www.whalesellingsystem.com/closingsecrets" rel="payment nofollow" target="_blank">Saas, Saas growth, Scale, Business Growth, B2b Saas, Saas Sales, Enterprise Saas, Business growth strategy, founder, ceo: https://www.whalesellingsystem.com/closingsecrets</a>This show was brought to you by <a href="https://progressivestudios.co/" rel="nofollow" target="_blank">Progressive Media</a>

How To Eliminate Cold Calling? | Latane Conant (Marketing & Social Growth)

Episode outline[01:15] Latane’s background[02:44] How Latane decides when to share her ideas[05:37] “When you say yes to something, you say no to something else”: How Latane decides what to work on[08:53] “You have to earn the right to go big”[11:38] The importance of diversity and market representation on boards[16:28] What Latane is currently working on[20:15] Latane’s inspirational people[24:10] How to participate in CMO Coffee Talk[25:37] How Latane unwindsLatane’s InspirationsKate BullisConnect with LataneLinkedInWebsiteEmailTwitterBookEmpowered CMO

Demand Efficiency

<h2>Episode outline</h2>[01:15] Latane’s background[02:44] How Latane decides when to share her ideas[05:37] “When you say yes to something, you say no to something else”: How Latane decides what to work on[08:53] “You have to earn the right to go big”[11:38] The importance of diversity and market representation on boards[16:28] What Latane is currently working on[20:15] Latane’s inspirational people[24:10] How to participate in CMO Coffee Talk[25:37] How Latane unwinds <h2>Latane’s Inspirations</h2><a href="https://www.linkedin.com/in/katebullis/" rel="nofollow" target="_blank">Kate Bullis</a> <h2>Connect with Latane</h2><a href="https://www.linkedin.com/in/latane-conant/" rel="nofollow" target="_blank">LinkedIn</a><a href="https://talkingsense.com/" rel="nofollow" target="_blank">Website</a><a href="mailto:latane.conant@6sense.com" rel="nofollow">Email</a><a href="https://twitter.com/LataneConant" rel="nofollow" target="_blank">Twitter</a><a href="https://www.amazon.com/gp/product/B089GZ11V7/ref=dbs_a_def_rwt_hsch_vapi_tkin_p1_i0" rel="nofollow" target="_blank">Book</a><a href="https://www.empoweredcmo.com" rel="nofollow" target="_blank">Empowered CMO</a>

6Sense CMO Latane Conant on earning the right to go big

Latane Conant is the Chief Marketing Officer at 6Sense, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium.   In Today’s Episode We Discuss:  How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense? What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week?      How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting?   What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here?      Latane’s 60 Second SaaStr:  Hardest element of Latane’s role today with 6Sense? What would Latane most like to change about the world of SaaS? What does Latane believe that most around her disbelieve?   Read the full transcript on our blog: https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/ If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: Jason Lemkin Harry Stebbings SaaStr Latane Conant

<a href="https://twitter.com/lataneconant" rel="nofollow" target="_blank">Latane Conant</a> is the Chief Marketing Officer at <a href="https://6sense.com/" rel="nofollow" target="_blank">6Sense</a>, the company that allows you to achieve predictable revenue growth by identifying accounts looking for your solution, prioritise efforts and then engage the right way. To date, the company has raised $120M in financing from Battery Ventures, Insight, Venrock, Costanoa, Bain Capital and Salesforce Ventures to name a few. As for Latane, before 6Sense she was CMO and sales leader at Appirio where she drove 5X more effective field marketing programs and an increase in inbound leads by 300%. If that was not enough, Latane is also on the Advisory Boards of both Mediafly and Atrium.   In Today’s Episode We Discuss: <ul> <li>How did Latane make her way into the world of SaaS and come to be the rockstar CMO and ABM thought leader she is today with 6Sense?</li> <li>What does the preparation process look like pre-sales kick off week? What is involved? Who is involved? What needs to be ready? How does Latane feel about putting comp plans as part of the week?     </li> <li>How important is a theme to having an engaging week of content? What can teams do to bring their themes to life? How does Latane advise others when it comes to keeping the content fresh and exciting?  </li> <li>What is the right way to end the week? What are the right follow up steps to take? Where do many people go wrong here?    </li> </ul> Latane’s 60 Second SaaStr: <ol> <li>Hardest element of Latane’s role today with 6Sense?</li> <li>What would Latane most like to change about the world of SaaS?</li> <li>What does Latane believe that most around her disbelieve? </li> </ol> Read the full transcript on our blog: <a href="https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/" rel="nofollow" target="_blank">https://www.saastr.com/saastr-podcast-372-with-6sense-cmo-latane-conant/</a> If you would like to find out more about the show and the guests presented, you can follow us on Twitter here: <a href="https://twitter.com/jasonlk" rel="nofollow" target="_blank">Jason Lemkin</a> <a href="https://twitter.com/HarryStebbings" rel="nofollow" target="_blank">Harry Stebbings</a> <a href="https://twitter.com/saastr" rel="nofollow" target="_blank">SaaStr</a> <a href="https://twitter.com/lataneconant" rel="nofollow" target="_blank">Latane Conant</a>