Connections 2014: How Marketing Can Win the B2B Sales Game
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Fred Wiechmann, VP of Marketing, is changing the game at playground equipment manufacturer, GameTime. In this session for B2B marketers, he'll show how he took ownership of the sales enablement process and now guides his sales team to the close by executing on his mantra: “Enable the front line to impact the bottom line.” TinderBox CEO, Dustin Sapp, will then lead an engaging Q&A conversation about how Game Time’s story of leveraging data helps Fred's marketing organization drive revenue with a more intelligent sales process.
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Connections 2014: How Marketing Can Win the B2B Sales Game
- 1. Track: Industry Trendsetters #CNX14 #CNX14 How Marketing Can Win the B2B Sales Game Dustin Sapp, CEO, TinderBox Fred Wiechmann, VP of Marketing, GameTime
- 2. Track: Industry Trendsetters #CNX14 Meet the Presenters Fred Wiechmann VP, Marketing GameTime Dustin Sapp CEO TinderBox
- 3. Track: Industry Trendsetters #CNX14 Agenda – Today’s Presentation 1 2 3 WHYmarketing needs to own sales enablement TOP 3 biggest problems for B2B sales and marketing teams HOWto build and implement a process that drives revenue
- 4. Track: Industry Trendsetters #CNX14 Track: Industry Trendsetters #CNX14 Enable the front line, to impact the top line.
- 5. Track: Industry Trendsetters #CNX14 “60 to 70 percent of content produced by B2B marketing organizations is never used by sales.” 2014
- 6. Track: Industry Trendsetters #CNX14 Marketing Through Sales Enablement What does that mean? It means: • Training, communication, & buy-in • Process to drive consistency • Providing value, instead of creating rules.
- 7. Track: Industry Trendsetters #CNX14 Top 3 – My Biggest Sales Enablement Challenges • Brand consistency • Sales content accuracy • Identifying decision-makers
- 8. Track: Industry Trendsetters #CNX14 Bringing an Old School Process Online ThenDeliver proposals as thick, paper packets to clients. Now Deliver easy to navigate, engaging digital proposals to clients.
- 9. Track: Industry Trendsetters #CNX14 GameTime Now Leverages Data-Driven Documents to Illustrate Their Product Offerings
- 10. Track: Industry Trendsetters #CNX14 Videos Slide shows 2D & 3D views Easy navigation
- 11. Track: Industry Trendsetters #CNX14 Dynamic Product Content Driven by Website Data
- 13. Track: Industry Trendsetters #CNX14 Key Learnings – What Would I Do Differently? • Training, training, training. It takes more than you think. • Know your industry’s cycle – launch during a valley. • Don’t assume anything. Do your reps have all the right tools in their toolkit?
- 14. Track: Industry Trendsetters #CNX14 Sales Enablement. How marketing organizations drive real revenue. Top 3 Priorities. Training, Communication, Visibility. Guided Selling. Building a better process to enable your reps. Recap Slide 1 2 3
- 15. Track: Industry Trendsetters #CNX14 Track: Industry Trendsetters #CNX14 Take the after-session survey! (setup 1) Take the Survey in the Connections 2014 Mobile App Join the Conversation! Prizes! $50 Starbuck s Gift Card $10 More Gift Cards Session speaker info @Dustin_Sapp @GetTinderBox @GameTimePlay #CNX14
- 16. Track: Industry Trendsetters #CNX14 Track: Industry Trendsetters #CNX14 Take the after-session survey! (setup 2) Take the Survey in the Connections 2014 Mobile App Join the Conversation! #CNX14 $50 Starbucks Gift Card
- 17. Track: Industry Trendsetters #CNX14 Track: Industry Trendsetters #CNX14 Questions?
- 18. Track: Industry Trendsetters #CNX14 CUSTOMER JOURNEY SHOWCASE MARKETING THOUGHT LEADERS EMAIL MARKETING PRODUCT STRATEGY & ROADMAP PERSONAL TRANSFORMATION & GROWTH SOCIAL MARKETING MOBILE & WEB MARKETING DEVELOPERS HANDS-ON TRAINING INDUSTRY TRENDSETTERS CREATIVITY & INNOVATION SALESFORCE FOR MARKETERS ROUNDTABLES