Sales Summit 2016

Amazing journeys start with a single step — to an extraordinary gathering of sales experts and thought leaders, all ready to share their paths to superstardom. With four tailored tracks for Sales Strategy, Sales Leadership, Sales Development and Sales Operations, the Dreamforce Sales Summit 2016 will provide inspiration you can use immediately to become a true sales trailblazer.

Bring your open mind and hunger for even more success. We’ll supply ample motivation, strategic insights, and practical tips born from the research, expertise, and rich experience of today’s sales leaders.

Start planning your day now, and you’ll be a step ahead. Learn all about our speakers and sessions in the complete guide to Sales Summit 2016.

The price of your Dreamforce ticket includes admission to Sales Summit 2016, simply register for the Sales Summit sessions you want to attend in Agenda Builder.

The Sales Summit 2016 is presented in partnership with Sales Cloud, AppExchange and seven of our featured partners:

Want to dive deeper into the topics now? Visit Quotable.com  to access the ultimate sales content destination. Learn from the best. Sell like the best.

Join Salesforce's Tiffani Bova as she talks customer-centricity and the future of sales, followed by Walter Rogers of CCI as he leads a panel with executives from Amazon Web Services, Ingersoll Rand, and SapientNitro.

This session is presented in partnership with Clicktools.

 

8:30 a.m.–9:00 a.m.

Speaker: Tiffani Bova of Salesforce

Track: Sales Strategy

The Art of the Possible

A positive customer experience is critical to a company's brand and, ultimately, its bottom line. With the proliferation of new technologies and devices, the customer has become smarter and more powerful. Customers now decide when and how they want to interact with brands, which has had a direct impact on the way companies sell to them. While macro trends such as social, mobile, cloud, big data, and IoT are forging a new era of engagement, customers are ultimately becoming far more disruptive than the technology itself. Salesforce's Global, Customer Growth, and Innovation Evangelist, Tiffani Bova, will address how companies of all sizes can create new business practices that leverage technology to strengthen customer relationships and accelerate sales and growth. You'll hear actionable takeaways for creating a customer-centric business and long-lasting brand loyalty.

 

9:00 a.m.–9:45 a.m.

Speaker: Walter Rogers of CCI, plus a panel consisting of Melissa Nelson Tate of Ingersoll Rand, Joe Anzalone of Amazon Web Services, and Seth Bartlett of SapientNitro

Track: Sales Strategy

Customer Obsession: A Culture, Not a Catchphrase

“Customer obsession” is a popular catchphrase in enterprise circles these days, and unfortunately it's often misunderstood. While many companies have no problem focusing on, and even satisfying, their customers' needs, they're missing out on significant opportunities for building deeper, longer-lasting relationships. True customer obsession involves turning our customers into fans who believe in, advocate for, and keep coming back to our business. So how do we grow customer obsession at our organizations? Like any other critical practice or methodology, it's not enough to hold one training session and then call our enterprise “customer obsessed.” Customer obsession needs to be built into our organizational culture, and consistently reinforced and strengthened with the right strategies and mechanisms.

 

Speaker:  Brent Adamson of CEB

Track: Sales Strategy

Today’s B2B customers are more empowered than ever with information, stakeholders, and endless options. But what happens when all that “empowerment” becomes too much of a good thing? Join Brent Adamson, Principal Executive Advisor, to hear CEB’s latest counterintuitive research on the urgent need to make buying easier.

 

Speakers: Lareina Yee and Maria Valdivieso of McKinsey & Company

Track: Sales Strategy

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.

 

Colleen Francis of Engage Selling will break down how your sales team should be thinking about the empowered buyer and what steps you can take to see results. Tim Sanders, best-selling author and speaker, will talk the art of dealstorming and thinking like a team to solve tough challenges. Dan Ross, VP of Sales at Salesforce, will talk about hiring the right people before Lori Richardson of Score More Sales hosts a panel of sales practitioners on building diverse sales teams.

This session is presented in partnership with Xactly.

 

12:00-12:30 p.m.

Speaker: Colleen Francis of Engage Selling

Track: Sales Leadership

Why Your Buyer Is Outperforming You and How You Can Catch Up and Pass Them

Today's B2B prospects are far down the sales cycle track by the time you enter the field. You need to accelerate your pace just to catch up with them. Marketing departments seem to realize this, but sales departments are seriously lagging, using old routines, strategies, and approaches. Consequently, sales leaders are missing the opportunity to shorten the sales cycle and reduce acquisition costs, never mind improve close rates. Colleen Francis, the global leader on sales strategies, will share her experience helping clients adapt to better-educated, prequalified buyers, and provide pragmatic steps you can take immediately to dramatically improve sales results.

 

12:30 p.m.–1:00 p.m.

Speaker: Tim Sanders

Track: Sales Leadership

Genius Is a Team Sport

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.

 

1:00 p.m.–1:30 p.m.

Speaker: Dan Ross of Salesforce

Track: Sales Leadership

The 7 Sales Skills That Can't Be Taught (Plus the 7 That Can)

In his decade at Salesforce, Dan Ross, Senior AVP of Commercial Sales, has hired and trained hundreds of salespeople. Learn the inherent qualities he looks for in every candidate, plus the selling skills — from closing deals to business acumen — that every salesperson can be taught.

 

1:30 p.m.–2:00 p.m.

Speaker: Lori Richardson of Score More Sales, plus a panel consisting of Amy Appleyard of LogMeIn, Ivonne Valdes of Schneider Electric, and Shep Maher of GuideSpark

Track: Sales Leadership

12 Ways to Build a More Diverse Sales Team

Why is it that most diversity initiatives fail, when every leader agrees that it is incredibly important? Despite being proven to lead to better results, diversity continues to stump organizations. In this panel, three top Sales VPs will share how they have gained superstar status by diversifying their teams.

 

Join us as Adam Gilberd of Salesforce shares how the company has managed a rapidly growing sales organization. Then, Mark Hunter, the Sales Hunter, will discuss leadership in sales prospecting, before Matt Close of Altify hosts a panel on creating value for customers to close deals. The panel will include guests from Diebold, Optum, and Sales Management Association.

 

This session is presented in partnership with Conga.

 

2:15 p.m.–2:45 p.m.

Speaker: Adam Gilberd of Salesforce

Track: Sales Leadership

How to Build a Sales Team That Makes Every Month

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.



2:45 p.m.–3:15 p.m.

Speaker: Mark Hunter, The Sales Hunter

Track: Sales Leadership

High-Profit Prospecting - The Critical Role of Sales Leadership in Prospecting

Sales Leadership is severely underutilized in the prospecting process, losing millions of dollars of untapped opportunities. In this session, Sales Leaders will gain proven prospecting insights from some of the largest companies in the world and leave with actionable strategies you can implement immediately to dramatically increase revenues.



3:15 p.m.–3:45 p.m.

Speaker: Matt Close of Altify, plus a panel consisting of Bob Kelly of Sales Management Association, Jeff Benesch of Diebold, and Glenn Davis of Optum

Track: Sales Leadership

Keeping Customers at the Center: Why Win-Win Is the Only Way

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 and 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 discusses what they are doing right now to make sure they are leading this charge to a customer-centric organization.

 

Join us to pick up some proven leadership tactics from Keenan of A Sales Guy Inc., who will walk you through building a robust coaching strategy, and Mike Derezin, VP of Sales Solutions at LinkedIn, who will share a new framework for sales leaders.

 

4:00 p.m.–4:35 p.m.

Speaker: Keenan of A Sales Guy Inc.

Track: Sales Leadership

Stuck or Suck: How to Coach Salespeople in the 21st Century

The secret of great sales leaders is getting more out of their people than their people can get out of themselves. In this dynamic, energetic session, Keenan will walk you through how to develop a robust coaching strategy that wins in today's complex, hyperconnected world.

 

4:35 p.m.–5:10 p.m.

Speaker: Mike Derezin of LinkedIn Sales Solutions

Track: Sales Leadership

Hanging On By a Thread

Uncertainty riddles the buying process. Whether it's the explosion of decision makers, growth in the number of budget centers, or turnover of prospects or your own sales team, sales leaders have to have a plan for the unexpected. Join LinkedIn's Mike Derezin as he presents a framework for business leaders to think about how they can use social selling to protect against the downside of uncertainty.

 

Social selling experts Gabe Villamizar of Lucidchart and Jack Kosakowski of Creation Agency will take you through some of the top sales-development faux pas, and teach you how to avoid them. Then, Max Altschuler of Sales Hacker will host a panel on the future of sales development technology with three entrepreneurs from tech startups Crystal, Troops, and Node.

This session is presented in partnership with DocuSign.

 

8:30 a.m.–9:00 a.m.

Speakers: Gabe Villamizar of Lucidchart and Jack Kosakowski of Creation Agency

Track: Sales Development

Top Mistakes Salespeople are Making and How to Fix Them Right Now

In this session, Gabe and Jack will show you how to efficiently infuse social into your traditional sales process. You'll leave with actionable tactics you can take back to your sales teams to build pipeline and help you close more deals.

 

9:00 a.m.–9:45 a.m.

Speaker: Max Altschuler of Sales Hacker, plus a panel consisting of Drew D'Agostino of Crystal, Dan Reich of Troops, and Falon Fatemi of Node

Track: Sales Development

3 Reasons Why the Future of Sales Development is NOW

Natural language processing, machine learning, and artificial intelligence are going to eat the world of sales. Just think of the things you do in sales development that a robot can either support you with, or do even better than you can. In this session, we'll dive deeply into how companies are leveraging these new technologies to get rid of mundane organizational and productivity tasks, understanding how prospects like to interact without even knowing them first, and building the most targeted lists with people looking to buy now.

 

Speaker: Trish Bertuzzi of The Bridge Group, plus a panel consisting of Kate Taylor of Dropbox, Sarah Roberts of Salesforce, and Lesley Young of Box

Track: Sales Development

Join us to hear from four of the leading experts in the field of sales development. This exciting panel will share best practices across three key areas: building and retaining teams, standing out from the crowd, and being a leader in modern sales development. After each segment, questions will be taken from the audience. Got a question? Come to the party and get your answers!

This session is presented in partnership with NewVoiceMedia.

Speaker: John Barrows of j.barrows LLC

Track: Sales Development

In the age of readily available information, sales techniques carry an extremely short shelf life because they're rendered ineffective as soon as they become widely known and implemented. In his time training sales teams at Salesforce, John Barrows noticed just how quickly these techniques would become overused, and shifted his training to focus to the structure instead. The key takeaway: A solid foundational structure for prospecting is far more effective than any specific technique. John Barrows from j.barrows LLC has trained more than 5,000 Salesforce reps on prospecting over the past six years. In this 45-minute session, he will share the structures that have helped drive the massive growth engine at Salesforce.

This session is presented in partnership with InsideSales.com.

Here are back-to-back sessions on sales development in a hyperconnected world. Join us as Jamie Shanks of Sales for Life talks success metrics; Will Anastas, SVP of Sales at Salesforce, co-hosts a session on sales discovery; Koka Sexton of Social Selling Labs and consultant Lindsey Boggs discuss the importance of social media in your sales strategy; and marketing expert Jill Rowley explores why the modern buyer is overwhelmed.

This session is presented in partnership with SpringCM.

 

12:00 p.m.–12:30 p.m.

Speaker: Jamie Shanks of Sales for Life

Track: Sales Development

5 Fundamentals of Measuring Social Selling in Your CRM and Marketing Automation

You as a sales and marketing leader must understand the leading, current, and lagging indicators that are driving social opportunities.

 

12:30 p.m.–1:00 p.m.

Speakers: Will Anastas of Salesforce and Guest Ashley Welch of Somersault Innovation

Track: Sales Development

It’s Not About YOU! How Salesforce Increased Pipeline 100%

Hear from Will Anastas, SVP, Enterprise Corporate Sales at Salesforce, on how the company doubled pipeline by changing the way account executives do sales discovery. In this session, Ashley Welch of Somersault Innovation will also teach you how this method works and share real life success stories.

 

1:00 p.m.–1:30 p.m.

Speaker: Koka Sexton of Social Selling Labs and Lindsey Boggs of Lindsey Boggs Consulting

Track: Sales Development

Social Selling Methodology: From Strategy to Execution

The data does not lie. Having a social selling strategy for sales development builds your business faster. See the research and get specific steps for implementing a sales strategy that leverages social media.

 

1:30 p.m.–2:00 p.m.

Speaker: Jill Rowley

Track: Sales Development

How to Sell Like a Human

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 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.

 

Join two experts as they explore best practices for pipeline management and sales operations management. Jason Jordan, Partner at Vantage Point Performance, will tell you about costly pipeline management mistakes. Then, Mark Levinson, VP of SiriusDecisions, will explore key competencies in sales operations.

 

2:15 p.m.–3:00 p.m.

Speaker: Jason Jordan of Vantage Point Performance

Track: Sales Operations

Pipeline Management: New Research Reveals That We're Doing It All Wrong

Sales pipelines are the lifeblood of every company. We rely on them to feed our forecasts and fuel our revenue, but how good are we at managing them? Really bad, it appears, since 56% of companies in recent research claim they are ineffective at this critical sales activity. Join best-selling author Jason Jordan as he shares research insights into:  

  • The three key measures of sales pipeline health

  • Common management practices that actually wreck sales performance

  • New management practices that correlate with sales success

  • How to use the pipeline to predictably grow revenue

  • Training and development strategies that build organizational capability

Leave this session with a better understanding of what you're currently doing wrong, and how to quickly correct it.

 

3:00 p.m.–3:45 p.m.

Speaker: Mark Levinson of SiriusDecisions

Track: Sales Operations

Revolutionizing Sales Operations: Mapping Competencies to Accountabilities

Sales operations is all about results. The rise to fame and fortune for sales operations leaders is paved by delivering results in line with key accountabilities and critical competencies. During this presentation, we'll provide data on how sales operations leaders rate the competencies within their functions, and define the seven major accountabilities that need to be managed in best-practice functions.

 

Join us as Dan Perry of SBI shares an emerging best practice for growing revenue. Then, Bob Urichuck of Velocity Selling will explain three disciplines for growing your sales, faster.

 

4:00 p.m.–4:35 p.m.

Speaker: Dan Perry of Sales Benchmark Index

Track: Sales Strategy

5 Signs You Need to Graduate from Sales Effectiveness

What distinguishes top-growth executives from their peers? They have graduated beyond sales effectiveness and embraced a new, emerging best practice: the revenue growth methodology. Is it time for you to move on as well? We'll discuss five ways to determine if you're ready to graduate from your sales effectiveness program.

 

4:35 p.m.–5:10 p.m.

Speaker: Bob Urichuck of Velocity Selling

Track: Sales Strategy

3 Disciplines to Master Velocity Sales and Superstardom

Sales is the lifeline to your bottom line. Buyers are everywhere. Without buyers, there are no sales and no revenue. What are you doing to help buyers buy? Master these three buyer-focused disciplines and watch your sales grow with velocity. Become a sales superstar while shortening your sales cycles and increasing your margins and revenue.

 

Brent Adamson

Brent Adamson

CEB | @brentadamson

Brent Adamson is a principal executive advisor at CEB. Brent is a sought-after speaker and facilitator, with more than...

Lareina Yee

Lareina Yee

McKinsey & Company | @lareinayee

Lareina Yee is a leader of the Marketing and Sales Practice at McKinsey & Company, where she specializes in high tech...

Walter Rogers

Walter Rogers

CCI Global Holdings | @walterrogers

Walter Rogers is the CEO of two global Sales Performance Management consulting firms, CloudCoaching International and Baker ...

Tiffani Bova

Tiffani Bova

Salesforce | @tiffani_bova

Tiffani Bova is the Global Customer Growth and Innovation Evangelist at Salesforce, focused on helping organizations...

Tim Sanders

Tim Sanders

Independent | @sanderssays

Tim Sanders is the former Yahoo CSO and the author of five books on all things B2B sales...

Colleen Francis

Colleen Francis

Engage Selling | @engagecolleen

Colleen Francis is the president of Engage Selling Solutions and an award winning sales consultant and author...

Mark Levinson

Mark Levinson

SiriusDecisions | @markblevinson

Mark Levinson is the Vice President and Group Director of Sales Services at SiriusDecisions. Mark has more than 20 years of ...

Maria Valdivieso

Maria Valdivieso

McKinsey & Company | @m_valdivieso1

Maria Valdivieso de Uster is the director of knowledge at McKinsey & Company’s Marketing and Sales Practice. She works with...

Adam Gilberd

Adam Gilberd

Salesforce | @agilberd

Adam Gilberd is Senior Vice President of Commercial Sales at Salesforce.

Trish Bertuzzi

Trish Bertuzzi

Bridge Group Inc | @bridgegroupinc

Trish Bertuzzi leads The Bridge Group, Inc., an inside sales consulting firm that helps B2B tech companies reach more prospects...

Joe Anzalone

Joe Anzalone

Amazon Web Services | @jdanzalone

Joe Anzalone, Global Program Lead, Sales Enablement for Amazon Web Services, is a sales and training executive

Ivonne Valdes

Ivonne Valdes

Schneider Electric | @hightechivonne

Ivonne is the VP of Cloud & Service Provider Segment at Schneider Electric...

Mike Derezin

Mike Derezin

LinkedIn Sales Solutions | @mikedfresh

Mike Derezin is the VP of Sales Solutions at LinkedIn, the company’s offering for sales professionals and sales organizations...

Amy Appleyard

Amy Appleyard

LogMeIn | @amyappleyard1

Amy Appleyard is VP Sales for the Identity and Access Management teams with LogMeIn, Inc., a leading provider of cloud-based...

Keenan

Keenan

Sales Guy Inc | @keenan

Keenan is the CEO and President of A Sales Guy Inc. Keenan has more than 20 years of sales experience, and is also a celebrated author...

Lori Richardson

Lori Richardson

Score More Sales | @scoremoresales

Lori Richardson is CEO of Score More Sales where she works with executives to identify then solve leadership issues within sales.

John Barrows

John Barrows

j.barrows LLC | @johnmbarrows

John Barrows is the owner of j.barrows LLC, and provides salestraining and consulting services to leading companies like Salesforce, LinkedIn and Box...

Melissa Nelson Tate

Melissa Nelson Tate

Ingersoll Rand

Melissa is a strategic and holistic senior executive with deep understanding of business requirements

Mark Hunter

Mark Hunter

The Sales Hunter | @thesaleshunter

Mark Hunter, “The Sales Hunter,” is the foremost thought leader in sales profitability and sales leadership.

Lindsey Boggs

Lindsey Boggs

Lindsey Boggs Consulting, LLC @lindseyboggs

Lindsey Boggs is a social selling expert who specializes in sales enablement training around the globe...

Seth Bartlett

Seth Bartlett

SapientNitro

Seth Bartlett is the Global COO at SapientNitro.

Kate Taylor

Kate Taylor

Dropbox

Kate Taylor runs Sales Development for North America at Dropbox...

Will Anastas

Will Anastas

Salesforce

Will Anastas is the SVP for Enterprise Corporate Sales at Salesforce. Will and his team help large North American companies leverage Salesforce’s suite of solutions...

Matt Close

Matt Close

Altify | @mdclose

Matt Close is the EVP of Sales for Altify.

Falon Fatemi

Falon Fatemi

Node.io | @falonfatemi

Falon Fatemi is Founder and CEO of Node, a stealth startup of ex-Googlers backed by NEA, Mark Cuban, Avalon Ventures, Canaan Partners, and more.

Dan Perry

Dan Perry

Sales Benchmark Index | @danperrysbi

Dan Perry is currently Principal at Sales Benchmark Index (SBI) having held a variety of senior sales roles..

Lesley Young

Lesley Young

Box | @LesleyYoungster

Lesley is the SVP and GM of Global Commercial and Online Sales at Box.

Glenn Davis

Glenn Davis

Optum | @9l8f

Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership.

Sarah Roberts

Sarah Roberts

Salesforce

Sarah Roberts is the Vice President of Inbound Sales Development Reps for North America at Salesforce...

Koka Sexton

Koka Sexton

Social Selling Labs | @kokasexton

Koka Sexton is a renowned expert in social selling...

Ashley Welch

Ashley Welch

Somersault Innovation

Ashley Welch is the Co-Founder of Somersault Innovation, a Design Thinking consulting firm which provides sales training

Dan Ross

Dan Ross

Salesforce | @danross222

Dan Ross is a Senior Area Vice President of commercial sales at Salesforce. Dan leads sales efforts across North America for emerging and small business teams...

Jill Rowley

Jill Rowley

Independent | @jill_rowley

Jill Rowley is a social selling evangelist and start up advisor.

Max Altschuler

Max Altschuler

Sales Hacker | @maxalts

Max Altschuler is the Founder and CEO of Sales Hacker Inc. and author of the bestselling book, Hacking Sales.

Jamie Shanks

Jamie Shanks

Sales for Life| @jamietshanks

Jamie Shanks, CEO at Sales for Life, is one of North America’s leading social selling experts...

Bob Urichuck

Bob Urichuck

Velocity Sales Training | @velocityselling

Bob Urichuck is an internationally recognized speaker, trainer, and Sales Guru...

Jeff Benesch

Jeff Benesch

Diebold

Jeff is the Vice President of Global Commercial Excellence at Diebold Nixdorf, where he brings a passion...

Shep Maher

Shep Maher

Guidespark | @shepmaher

Shep Maher is the Senior Vice President of Sales at Guidespark.

Jason Jordan

Jason Jordan

Vantage Point Performance | @jasonrjordan

Jason Jordan is a partner of Vantage Point Performance, the leading sales management training and development firm...

Gabe Villamizar

Gabe Villamizar

Lucidchart | @gabevillamizar

Gabe Villamizar is the Head of B2B Marketing at Lucidchart. He is recognized as a leading social selling practitioner and influencer by Inc.com, Forbes.com, and LinkedIn.

Jack Kosakowski

Jack Kosakowski

Creation Agency | @jackkosakowski1

Jack Kosakowski is currently Global Head Of B2B Social Sales Execution at the Creation Agency. He works with B2B companies to infuse social into the traditional B2B sales process...

Bob Kelly

Bob Kelly

Sales Management Association | @smassociation

Robert J. "Bob" Kelly is chairman of The Sales Management Association, a global, cross-industry association for sales management and operations...

Dan Reich

Dan Reich

Troops | @danreich

Dan is currently Co-Founder and CEO of Troops, which is an artificially intelligent assistant for sales people.

Drew D'Agostino

Drew D'Agostino

Crystal | @drewdagostino

Drew is the founder and CEO of Crystal, which analyzes public data to...