Even the most creative, targeted, relevant marketing campaign won’t be successful without effectively preparing and enabling your sales team. From knowing who’s included or excluded, to when the campaign will launch, to the campaign’s specific success metrics, there’s a lot to cover in the marketing to sales handoff. During this session, Jen Spencer will reveal the sales enablement elements to factor into your marketing campaign launch to ensure aligned success while Tim Randall and Elizabeth Yu will walk through the steps they’ve taken to ensure their Spotlight Cloud sales team at Quest Software is set up for success. Attending #B2BMX? This session will be Tuesday, February 25, 2020 at 3:45pm as part of the Sales Impact Summit.

1. #B2BMX
How Marketing
Should Prepare Sales
for a Campaign Launch
Jen Spencer
VP, Sales and Marketing
SmartBug Media®
Tim Randall
Director, SaaS Sales and Marketing
Quest Software
Elizabeth Yu
SaaS Marketer, Spotlight Cloud
Quest Software

2. #B2BMX
Think sales enablement is the sales manager’s job
and not marketing’s responsibility?
WRONG
Why We’re Here

3. #B2BMX
Marketing campaigns include sales-
rep-focused communication materials.
○ Create a bulleted list of talking points
○ Prepare like a PR professional prepares
subject for a media interview
○ Build custom email templates
Inside a Prepared Sales & Marketing Team

4. #B2BMX
Sales Enablement in Action:
Spotlight Cloud

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○ Introducing SaaS product from traditional on-prem business
○ GTM – need to challenge status quo, new spin on established market
○ Buyer persona – traditional buyer whose job is changing
○ Seller persona – traditional seller whose job is changing
Goal #1: Help our buyers buy
Goal #2: Help our sellers quickly get to value
Market Snapshot

6. #B2BMX
Seller Content
Awareness
What is this?
● How do I even begin
explaining this?
● Internal infographic
Consideration
How does it work?
● Seller: How do I get to
the next conversation?
● Playbook
Decision
How do I sell this?
● Sell: How do I get them to
buy this?
● Show them what it’s like
to be a customer

7. #B2BMX
Join Us for the Full Presentation
Tuesday, 2/25
3:45 PM