Trailblazing New Ways to Find and Win Prospects

In this Trust Talk, TrustRadius’ VP of Marketing, Allyson Havener, had a conversation with Latané Conant, 6sense’s CMO and author of “No Forms. No Spam. No Cold Calls: The next generation of account-based sales and marketing,” to hear her take on best practices for today’s revenue team.

Topics include:

  • How to take friction out of the buying experience and why it starts much earlier than you’d think
  • Building pipeline to win more deals by uncovering your dark funnel through rich intent insights
  • How to drive efficiency in your sales funnel by focusing on meetings booked and pipeline generated more than form fills and MQLs
  • Why it’s important to not “sell churn” by focusing on the accounts ready to use your product

“Prospects are future customers, and you never get a second chance for a first impression. And so for me, and what I’m really passionate about, is that prospect experience.” —Latané Conant


TrustRadius’ Trust Talks series highlights B2B executives’ approach to building a culture of listening to customers, activating the customer voice, and creating a customer-driven company.


Watch more Trust Talks videos

 Our Speakers

Latané Conant

Chief Market Officer, 6sense

As CMO of 6sense, Latané is passionate about empowering marketing leaders with effective technology, predictive insights, and thought leadership so they can confidently lead their teams, company, and industry into the future. As a “recovering software sales woman” she is keenly focused on leveraging data to ensure marketing programs result in deals, not just leads.

Prior to 6sense she was CMO and sales leader at Appirio. She was instrumental in aligning sales and marketing under a consistent and relevant message, resulting in increased bookings, average deal size, and win rates. Latané is creative, charismatic, and competitive. Her high energy, positive attitude, and sense of humor are contagious, and it’s hard to find a customer, partner, audience, or employee who doesn’t want to work with her.

Allyson Havener

VP of Marketing, TrustRadius

Allyson leads the marketing strategy at TrustRadius across all functions including demand gen, PR, product, and partner marketing. She’s driven to establish TrustRadius as the platform where buying decisions are made. Allyson brings experience and expertise in hyper growth marketing from previous roles at LiveRamp, an enterprise SaaS company.