Latane Conant

  • How to Create Valuable Customer Conversations, as seen on CRMBuyer

    How to Create Valuable Customer Conversations, as seen on CRMBuyer

    How do I tell them to keep engaging with prospects when things are changing every single day? It's not as simple as saying "do your best" or "use good judgment" or "be empathetic."

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  • Swapping MQLs for Intent Data Could Ease Your Marketing Troubles, as seen on Toolbox | Marketing

    Swapping MQLs for Intent Data Could Ease Your Marketing Troubles, as seen on Toolbox | Marketing

    Marketers might feel the familiar Marketing-Qualified Leads (MQL) is the best way to generate revenue during this time of uncertainty. But, if MQLs weren’t working before, they definitely won't now.

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  • CMO Confessions #3: Marketing Sourced Pipeline is Bogus, as seen on ClickZ

    CMO Confessions #3: Marketing Sourced Pipeline is Bogus, as seen on ClickZ

    For her last CMO confession (for now), Latane is calling BS on marketing only owning part of the pipeline and quarterly revenue targets. Find out why!

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  • A Tale of Two Campaigns: How to Improve Conversations on Your Call to Action, as seen on AdAge

    A Tale of Two Campaigns: How to Improve Conversations on Your Call to Action, as seen on AdAge

    “It was the best of times; it was the worst of times.” When Charles Dickens opened A Tale of Two Cities with that line, he likely wasn’t thinking of digital marketing campaigns.

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  • Connect With Potential Buyers During A Crisis By Following The Three 'I' Formula, as seen on Forbes

    Connect With Potential Buyers During A Crisis By Following The Three 'I' Formula, as seen on Forbes

    While juggling emotions, family and conference calls, we must press on with generating predictable revenue. But not how we did before - we must use the the Three "I' Formula

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  • How to Set Up Your Sales Territories to Strike Gold, as seen on SellingPower

    How to Set Up Your Sales Territories to Strike Gold, as seen on SellingPower

    If you’ve ever been an individual contributor (I have), you know getting a new sales territory can sometimes feel like you’re risking it all for a chance to strike gold.

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  • CMO Confessions #2: I Have a Secret Weapon, as seen on ClickZ

    CMO Confessions #2: I Have a Secret Weapon, as seen on ClickZ

    If MQLs aren’t the way to better unite marketing and sales, then what is? Latane Conant shares the metrics you should be monitoring to help marketing and sales speak the same language

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  • CMO Confessions #1: Who Cares About MQLs? as seen on ClickZ

    CMO Confessions #1: Who Cares About MQLs? as seen on ClickZ

    In her first of three confessions, 6sense's Chief Market Officer, Latane Conant tells us why she doesn't care about MQLs.

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  • 3 Lessons Learned by a CMO After Spending a Day as a BDR, as seen on AdAge

    3 Lessons Learned by a CMO After Spending a Day as a BDR, as seen on AdAge

    “Before you criticize a man, walk a mile in his shoes. That way, when you do criticize him, you'll be a mile away and have his shoes.”

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  • Pragmatic Positivity: Leading a Marketing Team During Uncertain Times

    Pragmatic Positivity: Leading a Marketing Team During Uncertain Times

    Over the last couple of weeks, I've gotten several LinkedIn messages, Slacks, emails, and calls asking what my team's plan is, given the current crisis. Here's a few tips on leading a team.

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  • Striking Gold: Setting Your Sales Team Up for Success, as seen on Marketing Magnified

    Striking Gold: Setting Your Sales Team Up for Success, as seen on Marketing Magnified

    Many revenue teams overlook the potential of a dynamic ideal customer profile because it requires Big Data and AI. It's time to strike gold on data and set your team up for success.

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  • B2B Leads: In-Market Is the New Inbound, Here's Why, as seen on MarketingProfs

    B2B Leads: In-Market Is the New Inbound, Here's Why, as seen on MarketingProfs

    From the beginning of our marketing careers, we've had it drummed into our heads that inbound leads are the Holy Grail of our efforts. That's just not the case anymore.

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  • The Five Love Languages of Account Engagement, as seen on Forbes

    The Five Love Languages of Account Engagement, as seen on Forbes

    How does Gary Chapman’s bestseller, The Five Love Languages, relate to account engagement? Well, prospecting is kind of like dating, isn't it? Figure out the way an account wants to be engaged with.

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  • It’s Time to Redefine the Role of the CMO

    It’s Time to Redefine the Role of the CMO

    Our CMO, Latane Conant is changing her title to Chief Market Officer. She did not ask permission, or seek out opinions, nor is the nature of the job changing.

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  • In the World of Marketing, Engagement is the New Black, as seen on Ad Age

    In the World of Marketing, Engagement is the New Black, as seen on Ad Age

    If you’re like most marketers, you love to count the impressions, clicks and the resulting web traffic from your digital campaigns but it's time to think more about engagement and brand awareness.

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  • ABM Is Like Throwing A Surprise Party, as seen on Forbes

    ABM Is Like Throwing A Surprise Party, as seen on Forbes

    Think about ABM as throwing a surprise party, you definitely need to know a fair amount of details about your guest of honor in order to make that party memorable.

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  • Right Time, Right Info: Avoid A One-Way Ticket To Unsubscribe Island

    Right Time, Right Info: Avoid A One-Way Ticket To Unsubscribe Island

    The disconnect between how B2B buyers want to buy and marketing's over-reliance on outdated tactics prevents us from successfully engaging with prospects. Don't have your content end up in the trash.

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  • BDRs are a BFD DECK - TOPO Openhouse 2019

    BDRs are a BFD DECK - TOPO Openhouse 2019

    Check out the full deck from BDRs are a BFD presentation at TOPO Openhouse 2019!

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  • ABM is Just Good Marketing DECK - Hypergrowth 2019

    ABM is Just Good Marketing DECK - Hypergrowth 2019

    Check out the slide deck from Latane Conant's presentation about scaling your ABM strategy at Hypergrowth SF 2019

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  • Buying Has Changed But Prospecting is Stuck in the Past

    Buying Has Changed But Prospecting is Stuck in the Past

    While B2B buying has evolved, we are basically fumbling around in the dark, relying on the same old bag of tricks for prospecting: forms, spam, and cold calls. It's time to change your approach.

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