Ep. 93: The Dark Funnel, Selling to In-Market Prospects & Bringing the Kapow – An Interview with 6Sense’s Latane Conant

Ep. 93: The Dark Funnel, Selling to In-Market Prospects & Bringing the Kapow – An Interview with 6Sense’s Latane Conant

By Scott Sambucci | June 23, 2020

In this episode of the Startup Selling Podcast, I interviewed Latane Conant.

Latané was instrumental in aligning sales and marketing in her previous position as CMO of Appirio, resulting in 5x more effective field marketing programs and a 300% increase in inbound leads.

Now as the Chief Market Officer of 6sense, Latané empowers revenue teams to compete and win in the age of account-based buying through 6sense’s solution — allowing them to uncover, prioritize, and engage with demand by uniting one common, AI-powered platform. 

This allows them to know everything they need to know and do anything they need to do, ultimately generating 40% more opportunities, closing deals 2x faster, and winning 2x more often. 

Some of the topics that Latane and I discussed in this episode are:

  • “The Dark Funnel” – The activity and research your buyers are doing before contacting the seller.
  • Identifying which accounts are “in-market”.
  • “New Inbound” – Get clear on the Ideal Customer Profile (ICP), the buyer’s intent, and focusing your marketing and sales effort on the account that are “in-pocket”.
  • “In-pocket” – problem aware and solution aware. 
  • The importance of demand capture versus demand gen.
  • The value card and how you create content for the different buyers.
  • The importance of using video and how you can create quick content. 
  • How to leverage AI to create an amazing customer experience.
  • The importance of orchestrating to create a positive experience for your buyer.
  • The importance of the “next best action” with your prospects.
  • Racial inequality and improvements we can all be making when it comes to diversity within our teams, customers, and community.

Links & Resources

Rapid Adoption. Immediate Impact: 6sense.com

Latane on Linkedin: www.linkedin.com/in/latane-conant

Manifesto for the Future of B2B Customer Engagement:


SV Academy: sv.academy

[book] White Fragility: Why It’s So Hard for White People to Talk About Racism:


[assessment] Impact of Unconscious Bias:


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