The Sales Enablement Soirée is the largest and only event exclusively for sales enablement at Dreamforce.
It can be hard to find the information that matters most to you out of all of the rapid-fire content at large trade shows. That’s why we’ve pulled together these thought leaders that live and breathe sales enablement to share their tips, tricks, and key learnings in a more intimate setting.
Join us to learn practical best practices for making the most of your sales enablement programs alongside real-world tips for successful practices. Our thought leaders will help guide you with tips to get your organization “on-board,” from leadership to the sales team—and everyone in between—as well as answer your questions in a casual setting.
Bringing together sales enablement professionals from all levels of experience and backgrounds to network with each other, share best practices and grow together. This event is designed to give you a chance to meet others that are walking in your shoes, and build long-lasting relationships that can help carry you throughout your career.
Whether you’re just getting started researching sales enablement solutions, or are ready to move forward with vendor selection, you’ll find helpful information in our solution evaluation area. Formed in a collective partnership between the industry’s leading sales enablement vendors, this is an opportunity to get your questions answered in a casual setting. Join leading solution providers to chat, see a demo, and snag some cool swag while you’re at it.
Breakfast + Networking
Planting the Seeds for Sales Enablement Led Growth
As companies continue to grow, investment in the sales enablement function is essential. But how can practitioners bring the value of their initiatives and the impact that they have on a company’s growth to their leadership teams? Join our panel of experts as they talk about how sales enablement can start establishing itself as a key for organizational growth.
Enablement's Roadmap to Revenue
Today’s sellers are constantly pressured to deliver more, which means that sales enablement must continue to deliver programs that are increasing revenue. And as practitioners are pressured to communicate their impact, many of them continue to struggle to find and measure the right metrics to bring to their executive teams. Learn from our panel of experts about how sales enablement practitioners today can move the needle on revenue, what metrics to measure, and how to bring that impact to leadership.
CSO Insights: 2019 State of Sales Enablement
Today’s customers are more demanding than ever. This means that sales enablement practitioners must give sales reps what they need to solve their buyer’s challenges and understand their needs. Join Seleste Lunsford, Chief Research Officer at CSO Insights, as she discusses what sales enablement can do in 2019 and beyond to better enable their reps to effectively reach customers.
Calculating the Real Impact of Your Sales Content
Do you really understand the impact of your sales content? From knowing what sales reps are sending out to understanding what is resonating with customers and impacting pipeline, it’s important for sales enablement practitioners to understand the impact of sales content at every level. Join our panel discussion on how to measure the real impact of your sales content and what to do with those insights to better enable your sales reps.
Why Sales Enablement? Viewpoints From Venture Capitalists
There is a growing need to scale sales efforts, and over the past few years companies have spent billions of dollars on sales enablement technologies. With the State of Sales Enablement finding that more than 79% of survey respondents have a sales enablement process or practice in place or plan on implementing one this year, it’s no surprise that investment in sales enablement is skyrocketing. Join our panel of venture capitalists as they discuss why they’ve chosen to invest in sales enablement and what they envision for the future of the industry.
Accelerating Sales Proficiency in the Digital Age
From sales onboarding, ongoing learning and development, coaching, and sales talent acquisition and retention, there are so many areas to consider when it comes to accelerating sales proficiency. Understand where and how to start can be a struggle for any practitioner. Join our panel of sales enablement experts as they discuss how to accelerate sales proficiency in the modern sales environment.
From Analytics to Action: Turning Enablement Into Impact with Plays
Not all sales plays are created equal. Creating impactful sales plays and understanding the effectiveness of those plays can be a struggle for many sales enablement practitioners. Hear our panel of experts discuss building successful sales plays and how sales plays can drive real business impact.
C-Suite Perspectives: Metrics That Matter
As sales enablement increasingly become important to organizations, practitioners are needing to arm themselves with data and insights that matter to their executive teams. Practitioners need to be prepared and understand just what their leadership teams care about. Join our panel of executives as they discuss the metrics that keep them up at night, how to get buy-in, and making enablement matter to the C-Suite.
Gartner: Escaping the Pain of Commercial Complexity
The environments in which customers purchase from suppliers are accelerating in their complexity. More information, more choice and more people involved in the purchase have compounded what is already a complex task for the individuals who are on the front lines of buying. The result: an erosion of buyers’ confidence in their own decision making. This critical session will reveal our research into how the best sales executives are helping build the confidence that is crucial for complex purchases.
Moneyball: The Art of Winning an Unfair Game
Paul DePodesta, the chief strategy officer for the NFL’s Cleveland Browns and the brains behind acclaimed sports film, Moneyball, talking about one of the hottest topics in sales enablement today: analytics. The Moneyball methodology has changed the way many Fortune 500 companies work, and DePodesta will be going over how to take that methodology and apply it to building winning sales teams.
SiriusDecisions: Enablement is the New Black: Driving Peak Competence Across the Entire Revenue Engine
How many teams and roles in your organization interact directly with your buyers? How many get involved after prospects become customers? What are you doing to ensure internal consistency and excellence in all interactions throughout the buyer and customer journeys, so that you can build external loyalty, advocacy and growth? Modern b-to-b organisations invest significant resources to support buyers and customers throughout their pre- and post-sale lifecycles. To deliver the best results from those investments, companies must unify the internal enablement that allows sellers, partners and customer success and customer marketing teams to optimize the external experience.
From Sales Enablement to Organizational Enablement
The sales enablement industry has seen impressive growth in recent years, but the impact of sales enablement spans beyond just the sales function, oftentimes reaching areas of marketing, services, channel/partner and product management. Join our panel of experts as they discuss how enablement can stretch to other areas of the organization and the impact that can have on the business.
Managers Matter: Impactful Front-Line Manager Metrics
It’s no secret that one of the biggest components to sales enablement is having effective front-line managers that support your initiatives. But understanding what makes a manager successful and how to measure that success continues to be a struggle. Our panel of experts will be discussing the tips and tricks for enabling front-line managers and the metrics to measure them against.
Buyer Behavior: Getting Reps the Insights They Need To Win
The key to sales rep success? Insights on buyer behavior. Reps need to have a deep understanding of who their buyer is, where they are, how they are behaving – and today’s buyers are expecting sales reps to understand what they want. Learn from experts about how to find and deliver the buyer insights that sales reps need to win.
Salesforce: Digital Transformation's Effect on Sales Enablement
What is required for business growth in this time of digital transformation? How does sales enablement integrate into the vision for business revenue generation, not only for sales teams, but for any customer facing team members who engage with customers (prospects / current / past)? What’s more, how can we extend the use of tools developed in support of sales enablement to those same teams? This session will review the pressures companies are experiencing and what their teams need to be equipped in order to drive the business forward.
Competing for Sales Talent in a Tight Labor Market
Top sales talent is hard to find and in today’s labor market they can be even harder to retain. Sales enablement has an opportunity to give their organization an unbeatable competitive edge: top sales talent. But it requires sales environments that enable reps to succeed. Learn from our panel of experts about the importance of an agile sales infrastructure and tools needed to retain top performers.
Forrester: The Future Of Sales Enablement Is The C-Suite
B2B firms are reshaping their sales enablement function to give evolving business consumers a better experience, support sellers more effectively, and reduce the cost of selling to the business. To deliver these results, sales leaders must realign foundational approaches and assess their firm’s sales enablement maturity. This session will help B2B marketing and sales professionals identify gaps in the critical processes and capabilities needed to support a modern sales enablement function.
Enablement's Impact on the Customer Experience
Enabling sales teams is only half of the journey. As more and more competitors aim to bring in new business, organizations must start investing in the customer experience after a client’s signed on the dotted line. Learn more about how sales enablement practitioners must widen their scope to encompass personalized, meaningful initiatives that span the entire buyer’s journey.
Cohesive Training & Coaching That Impacts Seller Performance
Oftentimes sales coaching and sales training are discussed separately, when they really should go hand-in-hand. Sales enablement should deliver coaching that supports their training programs throughout the sales cycle. Join our panel of experts as they discuss building cohesive sales training and coaching programs, delivering those programs to your sales team, and measuring program success.
Reception + Networking
Mapping Your Way to An Agile Sales Force
The sales function is facing an alarming trend of increased spending and decreased performance and while our current enablement methods are becoming more sophisticated, they are not yielding the desired outcomes of improved performance and productivity.
As our sales environments become more complex and more buyer-driven, sales leaders need to crack the code of sales agility, determine what it means for their particular sales force, and align their enablement approach accordingly. Join this workshop where participants will walk away with the following:
• Identify the 5 – 7 factors that your sellers encounter in the sales opportunities they face
• Identify the 2 – 3 factors that are unique to your industry and your company
• Analyze several opportunities and determine how the factors line up differently for each
• Determine the best sales strategy that leads to wins in each unique buying situation
Register to learn the research-driven steps to exploring the unique aspects of your own organization and hone those attributes to create a path for agility in your own salesforce.
Register for Workshop: Mapping Your Way to An Agile Sales Force
Four Must-Win Conversations to Keep and Grow Your Customers
Customer Success has exploded as a new and exciting discipline over the past several years, and the wave of attention continues to grow. Analysts estimate that existing customers represent 70-80% of company revenue and profits. But very little purposeful effort has been aimed at customer expansion as a growth engine.
Most companies simply don’t see the need to differentiate their sales and marketing messaging for key customer expansion opportunities, like:
• Renewing your customers
• Communicating price increases
• Convincing your customers to expand
• Regaining trust after a service failure
Join Tim Riesterer, Chief Strategy Officer, and Co-Author of The Three Value Conversations as he shares research on what motivates your existing customers to buy during these instances.
Register for Workshop: Four Must-Win Conversations to Keep and Grow Your Customers
What Enablement Needs To Drive Sustainable Sales Success
Sales leadership often comes to Enablement looking for a quick fix saying, “We need a tool or training or software.” As a result, Enablement is forced to take a reactive and piecemeal approach to satisfy these “urgent” requests. To drive sustainable sales success, Enablement needs to get out of ad-hoc mode and take a more strategic and programmatic approach.
Join experts from Sandler Training as they go over:
• The Sandler perspective on the biggest challenges sales organizations face and that Sales Enablement needs to solve for.
• How to collaborate with executive management to define a Sales Enablement program that aligns to and supports your company’s growth strategy.
• Why Sales Manager Enablement needs to be your core focus to ensure successful execution of any Sales Enablement initiative.
• The essential role of a playbook program as the mechanism for codifying and driving consistent application of best practices.
• How to turn Salesforce into a Guided Selling and Coaching system to drive reinforcement of best practices throughout your sales process.
Participants in this workshop will walk away with an understanding of the critical success factors and practical and actionable ideas necessary to systematize sales success based on insights gathered from working with some of the world’s premier sales organizations.
Register for Workshop: What Enablement Needs To Drive Sustainable Sales Success
How To Navigate The Consensus Purchase
Getting a decision out of today’s B2B buying groups is no easy task. Commercial insight is needed to challenge status quo thinking and motivate customer action. Special seller skills are needed to deliver insight in a powerful dialogue. But even the best insight and skilled delivery can’t compensate for an unwilling audience.
In this workshop, Evan de la Torre from Challenger will be discussing:
• Critical thinking exercises on how to find hidden members of your customer buying group
• Creating buyers who are willing to engage your message and carry it forward
• Enabling your sales reps to make champions out of your buyers
You’ll walk away with new insights on how to move beyond status quo thinking, develop these skills in your sales reps, and better engage your buyers.
Register for Workshop: How To Navigate The Consensus Purchase
Driving Change Through Sales Enablement: You Can Do It - Here’s How
Most sales enablement professionals are passionate about the tremendous impact they can have on sales results. There’s a big gap, however, between knowing you can drive major impact and actually driving major impact.
In this highly interactive workshop, you’ll learn about the 3 critical skills and attributes successful sales enablement leaders employ to drive major change. Specifically, you’ll learn how to:
• Take the #1 first step in impacting sales and business results in your company
• Drive urgency for change and action
• Build a 1-page change blueprint to communicate your vision powerfully to executive leaders
You’ll leave this session with a change blueprint you can use for your change initiatives. Change management is key for sales enablement success. Sign up for this workshop to learn how to drive the change you want to see.
Register for Workshop: Driving Change Through Sales Enablement: You Can Do It - Here’s How
Build Modern Playbooks with Sales Plays
Your sellers are busy. How can you focus their attention? You may have provided lots of enablement, but if everything is important, nothing is important. Sales plays focus sellers on a set of activities, enablement, and coaching guidance within a prioritized period of time to optimize deal velocity and sales conversations.
Join this workshop with DSG and client Silicon Valley Bank to learn:
• How outcome-focused sales plays make your playbooks more actionable
• How Silicon Valley Bank has applied a sales play approach to deliver results for their business
• How to package the right content, tools, training to support a sales play
You’ll walk away knowing how to use sales plays to translate your company’s growth strategies into prioritized selling activities improving business outcomes.
Register for Workshop: Build Modern Playbooks with Sales Plays
Want to know about the benefits and business reasons for attending this year’s Sales Enablement Soirée? Check out our helpful email template for getting support to attend and let your company know about how:
• The event is free to attend, including all-access to the full agenda, hands-on workshops, networking reception and the marketplace
• Leading industry experts present the latest insights and best practices from organizations like Gartner, Forrester, CSO Insights, and SiriusDecisions
• Networking opportunities are abundant with a community of more than a thousand sales enablement professionals
Join the conversation and tweet and follow the hashtag #salesenablementsoiree for live updates!