Must-Attend Dreamforce 2016 Sessions for Sales Leaders and Sales Operations Managers

Must-Attend Dreamforce 2016 Sessions for Sales Leaders and Sales Operations Managers

Must-Attend Dreamforce 2016 Sessions for Sales Leaders and Sales Operations Managers

Dreamforce 2016 is literally just a few days away. There are hundreds of thousands of people who will be there and practically the whole world of business is looking forward to these three days.

Here’s the drift: There are so many simultaneous events that you can’t help but feel like you’re missing out on something else by staying in one place. Well, to make the most out of your Dreamforce experience, you need to know where you need to be at each exact time.

With an event this size, it can be very overwhelming. If you haven’t planned your itinerary yet, you better start now.

To help, we put together this short list of the top five sessions for sales leaders and sales operations managers respectively. Hope to see you at these sessions!

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Top 5 Dreamforce Sessions for Sales Leaders

Everything You Want to Know About Sales Growth but Are Afraid to Ask
Lareina Yee and Maria Valdivieso of McKinsey & Company
October 4 | 11:00-11:45 AM | Yerba Buena Salon 9, San Francisco Marriott Marquis

Sneak peek: Digital. Big data. Internet of Things. The never-ending series of buzzwords can mask the true changes that are taking place. As sales leaders navigate these challenges in the face of a stagnating world economy, the best performers are still able to drive sales growth. How? They’re relentless in finding the advantage behind the change, and pouncing on it. Join Lareina Yee and Maria Valdivieso, both from McKinsey & Company, as they reveal real-world insights and innovative practices from the world’s most successful B2B and B2C leaders – masters at uncovering and exploiting advantage to drive sales growth, today and beyond.


How to Sell Like a Human
Jill Rowley, Social Selling Evangelist
October 4 |1:30-2:00 PM | Yerba Buena Salon 8, San Francisco Marriott Marquis

Sneak peek: It’s not just who you know, but what you know about who you know. The modern buyer is digitally-driven, socially connected, mobile- empowered, and also overwhelmed. To capture someone’s attention, we need to be more personalized and relevant. Learn how to leverage digital and social to sell like a human.


How to Build a Sales Team that Makes Every Month
Adam Gilberd of Salesforce
October 4 | 2:15-2:45 PM | Yerba Buena Salon 9, San Francisco Marriott Marquis

Sneak peek: This session will go behind the scenes at Salesforce to show how the $6 billion software company has grown and developed its sales team. Hear best practices and learn how Salesforce fosters collaboration and productivity, measures team performance, and cultivates top sales talent.


Keeping Customers at the Center: Why Win-Win Is the Only Way
Matt Close of Altify
Panel: Bob Kelly of Sales Management Association, Je Benesch of Diebold, and Glenn Davis of Optum
October 4 | 3:15-3:45 PM | Yerba Buena Salon 9, San Francisco Marriott Marquis

Sneak peek: It has been said that the impact of a bad buying decision on a customer is exponentially bigger than the impact of a lost sale on a sales professional. As sales professionals, our mission is to help our customers make the best decisions for their businesses – to truly move the performance needle. The days of waging battle against customers – also known as provoking, challenging, and deepening the pain – are gone. Now, success comes from getting in the trenches with the customer and working toward a win-win outcome. Our customers are well educated, time-starved, and above all else, hungry for insight. Unfortunately, these same buyers feel that over 50% of the time, sellers are not providing value in their interactions. Join us as the panel members discuss what they are doing right now to make sure they are leading this charge to a customer-centric organization.


Genius Is a Team Sport
Tim Sanders, Author and Keynote Speaker
October 4 | 12:30-1:00 PM | Yerba Buena Salon 9, San Francisco Marriott Marquis

Sneak peek: In 2014, research on B2B companies found that the habit of cross-departmental collaboration separated the top sales organizations from their less successful rivals. In 2016, research found a link between sales and marketing alignment, and key sales metrics. Sales leaders can drive collaborative culture in their organization by organizing Dealstorming projects around big opportunities, and then involving everyone who has a stake in the outcome. The resulting innovations will cut through complexity in the sales process and set an example for the rest of the company that will have a ripple effect, from product to service.

 

Top 5 Dreamforce Sessions for Sales Operations Managers

The State of Sales Ops: Brian Selby of McKinsey
October 6 | 11:30 AM – 12:10 PM | San Francisco Marriott Marquis Hotel, Club Room

Sneak peek: McKinsey & Company Expert Partner, Brian Selby, shares how best practice companies, and Sales Ops teams in particular, are harnessing the power of data, advanced analytics, and digital technologies to drive breakthrough improvements in sales productivity.


Drive the Right Behavior Through Effective Management and Coaching Practices
Bhavini Worah, Salesforce
October 6 | 3:30 PM – 4:30 PM | Hilton San Francisco Union Square Hotel, Imperial Ballroom A

Sneak peek: Learn how you can incorporate the collaboration and management coaching features and best practices during individual and team meetings to drive adoption and ensure your teams are using the tool effectively and efficiently.


Process Automation Makeover: Transform Multiple Workflows into One Process
Misty Jones, Senior Salesforce Administrator
October 6 | 12:30 PM – 12:50 PM | Moscone West, Admin Meadow Theater

Sneak peek: Are you stuck in an automation style rut? Wish you could do away with unsightly workflow views cluttered by hard-to-manage rules with similar purpose? Does your org suffer from slow record-saving time performance because you’re near the active workflow limit? Join us as we show you step-by-step how to update your business processes with the Lightning Process Builder. Learn how you can point-and-click your way to transforming all your unfashionable workflow rules into fashionable processes.

Onboard, Train, Reinforce: Solve Sales Operations’ Biggest Challenges in 2017
Rick Austinson Senior Director, Information Technology Xirrus

Benjamin Gomez Senior Manager, Sales Effectiveness & Integration Healthfirst
Christine Dorrion VP Sales & Channel Operations CallidusCloud
October 4 |11:30 AM – 12:10 PM | 
San Francisco Marriott Marquis Hotel, Foothill F

Sneak peek: Sales operations leaders play a crucial role in turning objectives into actionable plans that achieve sales growth. As the responsibilities of sales operations expand, you face increasing pressure to onboard talent quicker than ever, boost productivity, and arm your sales team with skills, knowledge, and motivation to deliver a winning customer experience. Join us to learn how senior leaders are solving some of the thorniest challenges you will face in 2017. 


How Your Rich Data is Leaving You Poor
Martin Andersons, Sr. Manager, Sales Strategy & Operations, AssetMark, Inc.
Daniel Koellhofer, SVP Products, CallidusCloud
Joe Miller, Sr Manager Incentive Compensation, Sunrun
October 6 | 1:00 PM – 1:40 PM |Yerba Buena Salon 4-6, San Francisco Marriott Marquis Hotel

Sneak peek: Data is the new oil. You’ve heard it said many times, but what does it actually mean to you and your sales organization. There is no shortage of data available, but if you don’t have an easy way to make sense of it, you’ll always come up second best. Join us to hear from Joe Miller, Martin Andersons, and Daniel Koellhofer; three senior leaders that are unlocking the data that helps them make more money, faster. Discover the ten tough questions executives are asking about sales performance, find the hidden CRM data you’re missing out on, and how to go from data to answers.


Here’s a bonus! Of course, I’d like to invite you to a session I will be presenting as Tenfold’s Sales Operations Manager.

jonathan

How to Choose the Right Automation Tool 
October 5th, 4:30 PM – 4:50 PM, at Moscone West, Admin Meadow Theater.

Sneak peek:  When it comes to getting things done, automating repetitive tasks is key. Join us as we learn about process automation tools: Approvals, Process Builder, Workflow, and Visual Workflow. Learn how to choose the right tool and apply them to sample use cases.

See you in a few days!

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Jonathan Hackworth