Download - Connections 2014: How Marketing Can Win the B2B Sales Game

Track: Industry Trendsetters

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How Marketing Can Win the B2B Sales Game

Dustin Sapp, CEO, TinderBox

Fred Wiechmann, VP of Marketing, GameTime


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Meet the Presenters

Fred WiechmannVP, MarketingGameTime

Dustin SappCEO

TinderBox


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Agenda – Today’s Presentation

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WHYmarketingneeds to own

sales enablement

TOP 3biggest problemsfor B2B sales and marketing teams

HOWto build and implement a process that drives revenue


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Enable the front line, to impact the top line.


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“60 to 70 percent of content produced by B2B marketing organizations is never usedby sales.”

2014


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Marketing Through Sales Enablement

What does that mean?It means:

• Training, communication, & buy-in

• Process to drive consistency

• Providing value, instead of creating rules.


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Top 3 – My Biggest Sales Enablement Challenges

• Brand consistency

• Sales content accuracy

• Identifying decision-makers


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Bringing an Old School Process Online

ThenDeliver proposals as thick, paper packets to

clients.

NowDeliver easy to navigate, engaging

digital proposals to clients.


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GameTime Now Leverages Data-Driven Documents to Illustrate Their Product Offerings


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VideosSlide shows

2D & 3D viewsEasy navigation


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Dynamic Product Content Driven by

Website Data


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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?


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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

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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

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Take the after-session survey! (setup 2)

Take the Survey in the Connections 2014 Mobile App

Join the Conversation!

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$50StarbucksGift Card


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Questions?


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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


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Download - Connections 2014: How Marketing Can Win the B2B Sales Game

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