Categories Articles, Sales and Marketing

This is a guest post by Jason Jordan, B2B sales thought leader and partner at Vantage Point Performance, the sales management and training firm.

Dreamforce ’15 is on the horizon, and every sales manager is gearing up for a busy week of sessions, networking, and — most importantly — learning. But with hundreds of sales-focused sessions to choose from, which ones will sales managers get the most out of?

As a sales manager, you should be looking for specific sessions that will help you better coach your team, get ahead of emerging sales trends, and improve your sales processes. With these requirements in mind, I’ve put together a list of the must-attend sessions for every sales manager looking to drive business growth.

Here are the best sessions each day of Dreamforce ‘15 with top thought leaders, interactive workshops, and valuable advice on how to run your team effectively and hit your sales goals with ease.

Tuesday Sept. 15

On Tuesday there is a special event within the event at Dreamforce: The Sales Summit. Every sales manager should focus on that track for the first day of Dreamforce, and this list highlights some of the best sessions. Register for it now.

4 Powerful Strategies to Empower Sales Enablement

Walter Rogers, CEO and Founder, CloudCoaching International
Mark Hunter, CEO and Founder, The Sales Hunter

If you’re a sales manager and you’re not thinking seriously about sales enablement, your team is probably struggling. The right enablement and tools can not only give your team a competitive edge, but also help your entire sales team gain credibility with prospects. Rogers and Hunter know their stuff, and this session is one you shouldn’t miss.

The Challenger Customer

Brent Adamson, Principal Advisor, CEB

The Challenger Sale came out just four years ago, but has quickly become a must-read book for every sales professional. In this session, author Brent Adamson of CEB talks about his next book, The Challenger Customer, which comes out just a week before Dreamforce. Based on years of research from CEB, he’ll discuss how reps can work a deal within a big, complex organization by acquiring consensus and connecting multiple stakeholders. Plus, you can meet the author and have him sign your book after the session.

3 Things Sales Leaders Desperately Need… But Don’t Get

Jason Jordan, Partner, Vantage Point Performance

I of course have to recommend that people attend my own session focusing on achieving the impossible: accurate sales forecasts, healthy sales pipelines and impactful sales coaching. These three challenges plague every sales manager, but there is a better way to do it. Learn how to use CRM, technology and data to improve pipelines, forecasting and coaching. I promise to provide actionable and valuable tips for every sales manager that attends.

Sales Leader Networking Reception

This isn’t a session, but networking at Dreamforce is just as important as learning. Make sure you stop by this valuable networking event on the first night, and pick a few other parties throughout the week.

Wednesday Sept. 16

Gartner Predicts: Three Trends in B2B Sales Enablement and Sales Performance

Anne Chen, Salesforce
Tad Travis, Director Research at Gartner

Gartner research analyst Tad Travis will share insights drawn from Gartner’s recent Digital Business and Future of Sales research. This research should be incredibly valuable for every sales manager, and could impact your sales processes, your sales training techniques, and your sales analytics.

Sales Secrets of the Big Guns

Ronnie Brant, Sr. Product Marketing Manager for Sales Cloud at Salesforce
Carrie Campbell, VP Sales & Service for Fenway Enterprises, Boston Red Sox
Nick Fleming, Director, Global Sales Compensation Operations at Hewlett-Packard
Rick Grubb IT Leader – Commercial Excellence at GE Healthcare

Whether you work for a big company or a small one, this panel of successful sales leaders is formidable. Learn how execs from GE, HP, the Boston Red Sox and Salesforce operate, and join the conversation with your own questions.

Beyond the Pipeline Report: Producing Successful Sellers

Susan Kolb, Principal Success Specialist at Salesforce
Adam Menzies, Salesforce Practice Lead at Summa Technologies
Scott Shelander, Director of Sales at Matthews International

Get your pipeline in shape and learn how analytics can help your sales team become more successful. This session specifically focuses on how manufacturing customers use Salesforce, but the technical side of the sales process should be useful to every sales manager.

Thursday Sept. 17

Be a Modern Sales Leader: Transform Your Environment to Accelerate Growth

Michele Balcom, Sales Director at moo.com
Trish Bertuzzi, President and Chief Strategist at The Bridge Group, Inc.
Matt Gorniak, CRO at SteelBrick
Bob Marsh, CEO at LevelEleven
Andrew McGuire, Director of Pipeline Strategy at Duo Security
Randy Wootton, Chief Revenue Officer at Rocket Fuel

Learn how to drive sales growth from an all-star panel of sales experts and leaders from incredibly innovative companies. This session focuses on how every sales leader must adapt to today’s quick-paced, data-focused sales environment.

Get Competitive: How to Thrive in Modern Sales

Matthew Bellows, CEO and Founder of Yesware

Bellows is ahead of the curve when it comes to sales strategy. This session focuses on how customers are changing how they interact with sales reps, and what that means for your team. Learn what it takes to be a successful “modern salesperson.”

How to Use Sales Metrics to Drive Sales Performance

Jason Jordan, Partner at Vantage Point Performance

Salesforce has asked me to do this session for the third straight year, and I will discuss how sales managers can use data to improve their team’s performance. I’ll share groundbreaking research that reveals which sales metrics are vital, and which are misleading, and how to apply metrics effectively to your sales coaching.

Friday Sept. 18

Storytelling with Pixar: The Art of Storytelling and Pitching

Rejean Bourdages, Story artist at Pixar
Andrew Gordon, Directing Animator at Pixar
Rebecca Stockley, President at improvlady.com

Everyone loves Pixar movies and there’s a reason why — they know how to tell a compelling story. This interactive session will talk about how to create a story that reaches your target audience effectively.

How to Coach Inexperienced Inside Sales Reps into A-Players

Howard Brown, CEO of RingDNA, Inc.

Because of the tough competition for sales reps, the average experience of an inside sales rep hire is just 2.6 years. To succeed, you need to be able to ramp up inexperienced reps quickly. In this session, a panel of sales experts will share exactly how they ramp sales reps to succeed.

Customer Theater: 2015 State of Sales

Peter Gaylord, Salesforce
Timothy McKinney, Senior Business Leader at MasterCard International

What do top sales teams do differently in 2015? Salesforce shares the latest research from over 2,300 global sales leaders that examines the behaviors and technologies that set apart the top performers. Hear from industry executives on how analytics, mobile, collaboration, and tech adoption are changing the modern sales process.

With so much to see and do at Dreamforce, it’s important to approach your agenda selection in a strategic way. Hopefully this session guide was helpful to you, and saved you some time planning your schedule at Dreamforce. See you soon in San Francisco!

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Jason Jordan
Jason Jordan is a partner at Vantage Point Performance and a recognized thought leader in B2B selling and sales management. He is the best-selling author of “Cracking the Sales Management Code.”
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