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Sneak Peek: How Marketing Should Prepare Sales for a Campaign Launch

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Jen Spencer
Jen Spencer

Even the most creative, targeted, relevant marketing campaign wont be successful without effectively preparing and enabling your sales team. From knowing whos included or excluded, to when the campaign will launch, to the campaigns specific success metrics, theres a lot to cover in the marketing to sales handoff. During this session, Jen Spencer will reveal the sales enablement elements to factor into your marketing campaign launch to ensure aligned success while Tim Randall and Elizabeth Yu will walk through the steps theyve taken to ensure their Spotlight Cloud sales team at Quest Software is set up for success. Attending #B2BMX? This session will be Tuesday, February 25, 2020 at 3:45pm as part of the Sales Impact Summit.

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#B2BMX How Marketing Should Prepare Sales for a Campaign Launch Jen Spencer VP, Sales and Marketing SmartBug Media速 Tim Randall Director, SaaS Sales and Marketing Quest Software Elizabeth Yu SaaS Marketer, Spotlight Cloud Quest Software
#B2BMX Think sales enablement is the sales managers job and not marketings responsibility? WRONG Why Were Here
#B2BMX Marketing campaigns include sales- rep-focused communication materials. Create a bulleted list of talking points Prepare like a PR professional prepares subject for a media interview Build custom email templates Inside a Prepared Sales & Marketing Team
#B2BMX Sales Enablement in Action: Spotlight Cloud
#B2BMX Introducing SaaS product from traditional on-prem business GTM need to challenge status quo, new spin on established market Buyer persona traditional buyer whose job is changing Seller persona traditional seller whose job is changing Goal #1: Help our buyers buy Goal #2: Help our sellers quickly get to value Market Snapshot
#B2BMX Seller Content Awareness What is this? How do I even begin explaining this? Internal infographic Consideration How does it work? Seller: How do I get to the next conversation? Playbook Decision How do I sell this? Sell: How do I get them to buy this? Show them what its like to be a customer
#B2BMX Join Us for the Full Presentation Tuesday, 2/25 3:45 PM

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Sneak Peek: How Marketing Should Prepare Sales for a Campaign Launch

  • 1. #B2BMX How Marketing Should Prepare Sales for a Campaign Launch Jen Spencer VP, Sales and Marketing SmartBug Media速 Tim Randall Director, SaaS Sales and Marketing Quest Software Elizabeth Yu SaaS Marketer, Spotlight Cloud Quest Software
  • 2. #B2BMX Think sales enablement is the sales managers job and not marketings responsibility? WRONG Why Were Here
  • 3. #B2BMX Marketing campaigns include sales- rep-focused communication materials. Create a bulleted list of talking points Prepare like a PR professional prepares subject for a media interview Build custom email templates Inside a Prepared Sales & Marketing Team
  • 4. #B2BMX Sales Enablement in Action: Spotlight Cloud
  • 5. #B2BMX Introducing SaaS product from traditional on-prem business GTM need to challenge status quo, new spin on established market Buyer persona traditional buyer whose job is changing Seller persona traditional seller whose job is changing Goal #1: Help our buyers buy Goal #2: Help our sellers quickly get to value Market Snapshot
  • 6. #B2BMX Seller Content Awareness What is this? How do I even begin explaining this? Internal infographic Consideration How does it work? Seller: How do I get to the next conversation? Playbook Decision How do I sell this? Sell: How do I get them to buy this? Show them what its like to be a customer
  • 7. #B2BMX Join Us for the Full Presentation Tuesday, 2/25 3:45 PM