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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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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
#CNX14
Dynamic Product Content Driven by
Website Data
Track: Industry Trendsetters
#CNX14
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
