Demystifying the ‘Dark Funnel’ (feat. Latané Conant, 6sense)

In this episode of the Growth Enablement Madness Podcast, we sat down with Latané Conant, Chief Market Officer at the account engagement platform provider 6sense. We discussed the reception of her recent book, which covers the next generation of account-based sales and how companies can battle the “Dark Funnel” to engage buyers when and where they want.

Other discussed during the episode include:

• What exactly the “Dark Funnel” is, why companies tend to lose buyers there, and how this has grown into a bigger concern over the past couple of years.
• The role of data in helping companies gain clearer visibility in the Dark Funnel.
• How 6sense tackles the urgency for better data and insights in the market.
• How business leadership has changed over the last several years, especially in the software/SaaS industry.
• Tips for business leaders looking to fuel growth and scale!

RELATED LINKS

• Connect with Latané on LinkedIn and Twitter!
• You can find a copy of her book here.
• Learn more about 6sense here.
• Check out the BrainSell blog for all things Growth Enablement!   
• Intro and Outro music by Sam Ward.