TalkingSense

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.”

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 conversationsHow good listening skills helped her win a $30 million dealWhat she thinks about over-segmentation in the sales teamThe journaling system she uses to keep her head up on the bad daysGet 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.”

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

Secrets to a Successful SDR/BDR OrganizationA conversation with Snowflake’s Lars NilssonAt 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.”

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

The Man Behind the Literal Playbook on Enterprise SellingA conversation with David RudnitskyWhat 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.”

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

How Lean Principles Can Help Organizations ScaleAn interview with Pablo Dominguez, Operating Partner at Insight PartnersPablo 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.”