Track: Industry Trendsetters
#CNX14
#CNX14
How Marketing Can Win the B2B Sales Game
Dustin Sapp, CEO, TinderBox
Fred Wiechmann, VP of Marketing, GameTime
Track: Industry Trendsetters
#CNX14
Meet the Presenters
Fred WiechmannVP, MarketingGameTime
Dustin SappCEO
TinderBox
Track: Industry Trendsetters
#CNX14
Agenda – Today’s Presentation
1 2 3
WHYmarketingneeds to own
sales enablement
TOP 3biggest problemsfor B2B sales and marketing teams
HOWto build and implement a process that drives revenue
Track: Industry Trendsetters
#CNX14
Track: Industry Trendsetters
#CNX14
Enable the front line, to impact the top line.
Track: Industry Trendsetters
#CNX14
“60 to 70 percent of content produced by B2B marketing organizations is never usedby sales.”
2014
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.
Track: Industry Trendsetters
#CNX14
Top 3 – My Biggest Sales Enablement Challenges
• Brand consistency
• Sales content accuracy
• Identifying decision-makers
Track: Industry Trendsetters
#CNX14
Bringing an Old School Process Online
ThenDeliver proposals as thick, paper packets to
clients.
NowDeliver easy to navigate, engaging
digital proposals to clients.
Track: Industry Trendsetters
#CNX14
GameTime Now Leverages Data-Driven Documents to Illustrate Their Product Offerings
Track: Industry Trendsetters
#CNX14
VideosSlide shows
2D & 3D viewsEasy navigation
Track: Industry Trendsetters
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Dynamic Product Content Driven by
Website Data
Track: Industry Trendsetters
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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?
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
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!
$50Starbuck
sGift Card
$10More Gift
Cards
Session speaker info
@Dustin_Sapp
@GetTinderBox
@GameTimePlay
#CNX14
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
$50StarbucksGift Card
Track: Industry Trendsetters
#CNX14
Track: Industry Trendsetters
#CNX14
Questions?
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
Track: Industry Trendsetters
#CNX14
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