TalkingSense

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Hosted by 6sense CMO Latané Conant, every episode of this season of TalkingSense is entertaining, engaging, and full of insights sales leaders can start using today.

  1. 04/19/2023 · VIDEO

    Revenue Team Alignment Has Never Mattered More. Nasdaq’s Karen Snow on CRO-ing in these turbulent times

    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 IPOWhy revenue team alignment is more important than everWhy there’s more pressure on CROs to get everything rightHow to motivate your team in challenging timesIf 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. [Quote] “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.”

    34 min

  2. 04/12/2023 · VIDEO

    The Art of Sales: Moving Beyond Problem Solving. Amy Volas on listening, creativity, and selling

    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.”

    50 min

  3. 04/05/2023 · VIDEO

    Secrets to a Successful SDR/BDR Organization: A conversation with Snowflake’s Lars Nilsson

    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 companyThe metrics to look for to ensure you’re running an efficient shopHow Nilsson ha’s managed to cut SDR ramp time from 3 to 6 months to 2 to 4 weeksThe 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.”

    58 min

  4. 03/29/2023 · VIDEO

    The Man Behind the Literal Playbook on Enterprise Selling - A Conversation with David Rudnitsky

    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, which was published in Salesforce Founder & CEO Marc Benioff's best-seller, Behind the Cloud. He joined 6sense CMO and host Latané Conant to share his knowledge. The two discussed: Why you should never compromise on your minimum standard of excellenceThe difference between confidence and arroganceHow to “get your face in the place,” despite the current hybrid selling environment The surprising KPI he tracks to see how engaged his reps areIf you’re looking for inspiration for growing your enterprise sales org, you’ve found it. Listen now. “Think big. Whether you're with the smallest startup or you're with a growing company, think big. Thinking big is an attitude, and it's actions around it.”

    38 min

  5. 03/22/2023 · VIDEO

    How Lean Principles Can Help Organizations Scale. An interview with Pablo Dominguez, Operating Partner at Insight Partners

    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: What a Unicorn Knows: How Leading Entrepreneurs Use Lean Principles to Drive Sustainable GrowthWhat scaling SaaS companies can learn from Toyota's approach to eliminating waste and improving processesThe investor's viewpoint on the most important benchmarks for different growth stagesThis episode is full of gold nuggets for anybody looking to scale their business, and for businesses of any size looking to become more efficient. “On average what we've seen through the engagement is we're able to reduce time to value by 25 percent literally across any engagement. It's amazing to see what people can come up with when you bring them from different functional teams together.”

    40 min

  6. 03/15/2023 · VIDEO

    Do Kind Folks Finish First, Even in Sales? A conversation with Sales Hacker host Sam Jacobs

    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 discuss his down-to-earth approach to sales leadership. Sam and Latané talk about: Why kindness isn’t just a feel-good ethos — it’s key to professional successHow Sam stopped comparing himself to others and chasing meaningless goalsFinding positivity, letting go of attachment, and getting comfortable with where you areWhich job the robots will take over nextFor a human-centered talk about the current state of sales and where we go from here, give this episode a listen. “How is sales changing? It's becoming more and more competitive, and the best people are going to separate themselves because robots are going to take care of the rest. And it's going to happen very quickly.”

    45 min

  7. 03/08/2023 · VIDEO

    It’s Time To Go to Market a Hell of a Lot Smarter. An interview with Mary Shea, Chief Evangelist at Outreach

    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 with host and 6sense CMO, Latané Conant. In this interview, Mary shares: Takeaways from her brand-new research on how B2B leaders are reacting to current financial headwinds. Hard-won lessons she wants to share with other women in sales and tech. What she’s learned from having survived previous recessions and downturns.Why “order takers” won’t thrive in this economy.How to take this opportunity to retool yourself, reinvent yourself, and find ways to upskill.If you’re wondering how to thrive in a troubled economy — and what sales tech you need (and don’t need) to do it — this episode is for you. “If I'm a seller, how do increase my skillset? If I'm a business leader, how do I provide my team with the training, support, tools, and tech they need so they can have that confidence as they go to market? Look, folks, the sky's not falling in. Use this as a time to reinvent yourself, reinvent your company, and be opportunistic while 90% of the business world is hunkering down and waiting for this thing to pass over.”

    41 min

  8. 03/01/2023 · VIDEO

    The Case for Applying Predictability to the Sales Cycle. An interview with Tim O’Neil, CRO of Alation

    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 organized and motivatedThe three start-up phases CROs must prepare for as they scale, andWhy a growth/process mindset is essential for sellers looking to advance their careersThis episode is full of insights for anyone on the GTM team, and especially sellers and sales leaders. “I don't want the rep who reads the news. I want the rep who tells a story. The one who tells a story and is believable because they know the market and they believe in the market is the one that people buy from nowadays.”

    45 min
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About

Hosted by 6sense CMO Latané Conant, every episode of this season of TalkingSense is entertaining, engaging, and full of insights sales leaders can start using today.

Information

  • Creator
    6sense
  • Years Active
    2019 - 2023
  • Episodes
    50
  • Rating
    Clean
  • Copyright
    © 2023
  • Show Website
    TalkingSense