Eps.63 | Escaping the locker room with AI: 6sense’s CRO Latane Conant on game-changing sales & marketing productivity

Tim Bond speaks with Latane Conant, Chief Revenue Officer at 6sense, about their recent product launch of intelligent workflows and how AI is reshaping sales and marketing efficiency. Latane shares insights on 6sense's evolution from an AI platform that uncovers the "dark funnel" to one that enables marketers to orchestrate ideal buyer journeys based on behavioural signals and intent data.How 6sense orchestrates ideal buyer journeys using AI and behavioural dataWhy marketing operations teams are becoming AI engineersThe concept of "locker room time" and how AI can free up sales teams to focus on actual sellingThe future of personalisation at scale without sacrificing automationCreating meaningful metrics beyond MQLs to measure marketing effectivenessHow top-down leadership is essential for driving AI adoptionTimestamps01:48 Introduction to Latane Conant and 6sense 02:11 6sense's founding story and evolution as an AI company 03:12 From the "dark funnel" to orchestrating buyer journeys 04:22 New product launch: intelligent workflows and email agents 07:17 The importance of people and process in technology adoption 09:07 Building certifications and community for product adoption 11:31 Sales and marketing measurement beyond MQLs 14:21 The role of salespeople in prospecting 17:15 How 6sense helps marketing teams demonstrate value 22:19 The concept of "locker room time" in sales and marketing 25:03 The vision for automation and personalisation with AI 27:29 How AI can minimise administrative tasks and increase productivity 31:52 The changing skills needed for sales and marketing teams 34:33 Triangulating between AI and traditional approaches 36:29 Key takeaways from the conversationWant to learn more? Visit 6sense's website: https://6sense.com/ Connect with Latane Conant on LinkedIn: https://www.linkedin.com/in/latane-conant/Connect with Tim Bond: https://www.linkedin.com/in/tngbond/If you like our podcast, please do follow us and rate each episode. Do you have burning topics or questions you'd like us to explore on the podcast? Email our team at [email protected] out more about TechPros.io: https://techpros.io/ Upcoming Events and Roundtables: https://techpros.io/virtual-experiences/ Join our budding podcast community on LinkedIn: https://www.linkedin.com/company/enterprise-thought-leadership/

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