Ever wondered what top B2B tech Sellers really think of Marketing? Great Answers with Detlef Wagner, Client Director on the VW account for ServiceNow

Plugged In, Switched On.

Join your host and Executive Creative Director, Barrie Seppings on a very special ‘deep dive’ episode where we ask one of the world’s most effective B2B technology salespeople: What does sales really want and need from marketing?
Detlef Wagner is the Client Director on the VW account for ServiceNow. He came into the Splendid Studio to talk specifically about the relationship between sales and marketing. And you’re going to love what he had to say.
Welcome back to this month’s “Plugged In, Switched On” podcast from Splendid Group.
Our special ‘deep dive’ episodes at Plugged In Switched On let us focus on a specific aspect of B2B technology marketing, a new trend or a particular skill. This month, we took advantage of exclusive access to a real heavy-hitter from the sales side of the equation and asked as many direct questions as we could think of, including:

• What do Sales people want and need from Marketing?
• How do they use programs like ABM?
• How deep do Marketers need to get, with both the accounts and the technology?

Thanks for listening!
If you want to learn more about Splendid Group , see some of our work or meet any of our people, visit splendidgroup.com

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1. Ever wondered what top B2B tech Sellers really think of Marketing? Great Answers with Detlef Wagner, Client Director on the VW account for ServiceNow (00:00:00)

2. Question 1: Where did you start your career? (00:02:39)

3. Question 2: What did you see as potential in the company, ServiceNow?  (00:04:06)

4. Question 3: Have you always had the support of marketing?  (00:04:48)

5. Question 4: How many hours per week are you spending with your ABM marketing counterparts? (00:08:49)

6. Question 5: When you were talking about getting results and getting success through these ABM campaigns, how are you measuring that? (00:11:44)

7. Question 6: What did the ABM team in ServiceNow in particular do to try and explain their value? (00:13:39)

8. Question 7: How important do you think it is for your marketing team to have a good understanding of the technology that you are trying to sell? How much time should they spend understanding the product? (00:17:48)

9. Question 8: What have been the big blockers for you in previous companies, previous roles where sales and marketing don't get along? (00:19:50)

10. Question 9: Is there still a role in the sales world for human relationships...? Or do you feel like that is becoming less important? (00:26:05)