Pipeline Generation Tuesdays

Sales incentive programs — or “spiffs” — can be the key to unlocking stronger performance for BDR teams. A little healthy competition paired with rewards and recognition can help drive positive behaviors and outcomes. In this PG Tuesdays episode, Mac Conn and Van Miner, the self-proclaimed “King of Spiffs,” dive into the art and science […]

In this PG Tuesdays session, Saima Rashid, SVP of Marketing and Revenue Analytics at 6sense, shared valuable insights on how marketing and sales can work together to drive pipeline growth in B2B companies. Key Takeaways:  Saima emphasizes the importance of a “can-do attitude” within the marketing organization, encouraging every team member to contribute ideas and […]

To level-set: A competitive takeout is a strategic move for B2B orgs that requires careful planning, precise targeting, and compelling messaging to outmaneuver competitors and win over potential customers.  In this episode, Latané and Mac welcome 6sense VP of Enterprise Sales Kyle Hollingsworth to impart his wisdom about competitive takeouts in relation to pipeline generation.   […]

Sales and marketing alignment is the holy grail every B2B organization is chasing. While the quest may feel fruitless, it’s not impossible!   In this episode of PG Tuesday, Ken Edwards (Head of Sales at Mutiny) sits down with Mac Conn (6sense VP of Sales) and Latané Conant (6sense Chief Revenue Officer) to talk about […]

In this edition of PG Tuesdays, Elliott Smith, Head of Partnerships at 6sense, chats with Mac Conn, our VP of Commercial Sales, about the importance of partnerships in generating new pipeline.   He emphasized the value of combining your company story with partners’ stories to engage prospects effectively by looking at technographic data — which provides […]

In this session, 6sense’s Mac Conn (VP of Commercial Sales) and David Doloboff (VP of Global Business Development) discuss effective business development pipeline reviews. Stressing the importance of inclusivity, they emphasized the presence of key stakeholders as a vital component for comprehensive reviews, including:  Mac and David recommended establishing a uniform method for looking at […]

It’s your new favorite buddy film: The AE and the BDR! Both want to identify and generate the best leads for your organization, but can they get past their siloed responsibilities and geographical divides to work as a team?   Izzie and Glenn from 6sense stop by PG Tuesdays to share how they maintain a strong […]

Although we coined the term “PG Tuesdays,” we encourage applying the approach to the rest of the workweek to keep everyone motivated. (“PG Every Day of the Week” just didn’t have the same ring to it.)  Kristina DeFilippo joins Latané and Mac to share her strategy for pipeline generation. She structures the week to ensure […]

Raise your hand if you’ve been personally victimized by an outbound email.   In this episode of PG Tuesdays, 6sense’s Chief Revenue Officer Latané Conant and Mac Conn, 6sense’s VP of Commercial Sales, talk about why most outbound emails today are subpar. Personalization is what will get your prospects to open and engage with them. […]

PG Tuesdays is a weekly series in which 6sense revenue leaders share their best practices for holding productive pipeline generation meetings. You can also find all episodes on LinkedIn by searching #PGTuesday.  In this edition of PG Tuesdays, Kristina DeFilippo, Senior Director of Commercial Sales at 6sense, joins Mac Conn, Vice President of Commercial Sales, […]

In this series, hosts Mac Conn and Latané Conant welcome fellow revenue leaders to share their best practices for holding productive pipeline generation meetings — what we at 6sense call ‘PG Tuesdays.’   These weekly meetings involve the entire team collaborating to progress leads toward qualified opportunities and beyond. The goal is to create a consistent […]