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7 Must-See Dreamforce 2016 Sales Sessions

4 min readSeptember 27, 2016

So you’re going to Dreamforce. Aside from customer or partner meetings you may have, there’s also a seemingly endless assortment of  attractive events and activities. How do you choose where to spend your valuable time?

Having attended every Dreamforce since 2008, I know more than anyone how difficult it is to plan your schedule. The quality is extremely high (the best advice I’ve ever gotten about sales and marketing have come from Dreamforce sessions). That’s especially true if you’re in sales, given that there are more than 500 sales-related sessions. To help out, here are some  sessions that are virtually guaranteed to be phenomenal. Whether you’re a sales leader, a rep or you work in sales operations, you’ll be sure to find some actionable tips that you can begin implementing right away.

Here’s our pics for the top 7 sales sessions at Dreamforce 2016, organized by day and time.

Tuesday Sessions

Sales Summit: Stand Out From the Crowd: A Sales Development Ask and Answer Party

When: Tuesday, October 4, 10:00 AM – 10:45 AM

Where: San Francisco Marriott Marquis Hotel, Yerba Buena Salon 8


Find out more on this session at salesforce.com/sales-summit. 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 in the crowd, and being a leader in modern sales development. Panelists: Trish Bertuzzi, Author of the Sales Development Playbook, Kate Taylor, Head of Sales Development Dropbox, Sarah Roberts, VP Sales Development Salesforce, Lesley Young, SVP Corporate Sales Box. After each segment, questions will be taken from the audience. Got a question? Come to the party and get your answers!

Sales Summit: Everything You Want to Know about Sales Growth (McKinsey)

When: Tuesday, October 4, 11:00 AM – 11:45 AM

Where: San Francisco Marriott Marquis Hotel, Yerba Buena Salon 9

Find out more on this session at salesforce.com/sales-summit. 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 able to still drive sales growth. How? They’re relentless in finding the advantage behind the change, and pouncing on it. Join Lareina Yee and Maria Valdivieso, from McKinsey & Company, as they reveal real-world insights and innovative practices from the world’s most successful B2B and B2C leaders who are masters at uncovering and exploiting advantage to drive sales growth, today and beyond.

Selling Globally: Scale Internationally and Win Big

When: Tuesday, October 4, 12:30 PM – 1:10 PM

Where: San Francisco Marriott Marquis Hotel, Yerba Buena Salon 13-15


Join my colleague and CEO, Howard Brown as he anchors an expert panel featuring Hewlett Packard Enterprise’s Director of Worldwide Inside Sales Dana Clark, and Global Director of Inside Sales Planning and Strategy Lars Wold. This is a chance to get rare insight into one of the world’s largest and innovative sales operations. They’ll focus on the challenges growing companies face as they hire up, train, and equip inside sales teams tasked with selling in diverse markets. We’ll feature lots of prescriptive takeaways and ample time for audience Q & A.


Sales Operations Superpowers

When: Tuesday, October 4, 4:30 PM – 5:10 PM

Where: San Francisco Marriott Marquis Hotel, Nob Hill A-D


Once a fringe role player, sales operations executives and managers have become the essential backbone of highly effective sales teams. But sales ops is changing fast, touching everything from sales enablement to performance visibility, to technology product evaluation and beyond. Join my CEO Howard Brown as he introduces a panel of sales operations gurus from Datanyze, Xactly and Cvent to reveal how high-functioning sales ops teams are playing key roles in fast-growing companies. There will be plenty of time for Q & A, so please bring your questions.


Wednesday Sessions

Gartner Predicts: Strategies for Managing the Future of B2B Sales and Technology

When: Wednesday, October 5, 10:00 AM – 10:40 AM

Where: San Francisco Marriott Marquis Hotel, Foothill G1-G2


B2B sales processes are rapidly moving towards an algorithm-driven future. Join this session to hear Gartner Research Director Tad Travis explain how recent developments in sales technologies, like mobile, predictive analytics and big data, will impact your sales organization.

Fastest Path to Pipeline: Best Practices and Trends in Inside Sales

When: Wednesday, October 5, 10:30 AM – 11:10 AM

Where: San Francisco Marriott Marquis Hotel, Yerba Buena Salon 1-3


Sales Development success is based on a foundation of process and technology. Join leading sales development experts Trish Bertuzzi, author of the The Sales Development Playbook and Sarah Roberts, VP Sales Development, Salesforce to talk about trends in the industry and tactics to build processes for success. Hear from customer Lindsey Nelson, VP Sales Productivity, CareerBuilder on real world best practices and how to maximize technology, like Salesforce, for growth. This is a great session for those looking to grow your inside sales teams or thinking about building a team in your organization.

Thursday Session

Creating a B2B Marketing and Sales Dream Team

When: Thursday, October 6, 8:00 AM – 8:40 AM

Where: San Francisco Marriott Marquis Hotel, Foothill G1-G2


With an increasing focus on customer experience, a strong plan for marketing and sales alignment is no longer optional. If you aren’t working together in pursuit of the same goals, you can’t create the seamless, connected path to purchase that customers demand — and deserve. Join a panel of B2B marketers and sales professionals as they share how they have come together across departmental lines to transform the way they close deals using close communication, connected tools, and a little automation magic.