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.

1. 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

2. Track: Industry Trendsetters
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Meet the Presenters
Fred
Wiechmann
VP, Marketing
GameTime
Dustin
Sapp
CEO
TinderBox

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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

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Track: Industry Trendsetters
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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 used
by 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.
Now
Deliver 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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Videos
Slide shows
2D & 3D views
Easy 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
1 2 3

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Track: Industry Trendsetters
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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
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Track: Industry Trendsetters
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Take the after-session survey! (setup 2)
Take the Survey in
the Connections
2014 Mobile App
Join the
Conversation!
#CNX14
$50
Starbucks
Gift Card

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Track: Industry Trendsetters
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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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