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.
Our host venue is the Four Seasons conference center. All of the activities take place in this complex.
Next Up:
2020-11-1301:00:00–2020-11-1303:00:00
Reception + Networking
Foyer & Terrace, Social Event
Sponsors
Breakfast + Networking
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.
Resources:
Panel Video: Planting the Seeds for Sales Enablement Led Growth
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.
Resources:
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.
Resources:
Presentation: CSO Insights - Sales Enablement: Have We Plateaued?
Keynote Video: CSO Insights - Sales Enablement: Have We Plateaued?
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.
Resources:
Panel Video: Calculating the Real Impact of Your Sales Content
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.
Resources:
Keynote Panel Video: Why Sales Enablement? Viewpoints From Venture Capitalists
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.
Resources:
Panel Video: Accelerating Sales Proficiency in the Digital Age
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.
Resources:
Panel Video: From Analytics to Action: Turning Enablement Into Impact with Plays
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.
Resources:
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.
Resources:
Presentation: Gartner - Escaping the Pain of Commercial Complexity
Lunch Break
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.
Resources:
Dessert Break
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.
Resources:
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.
Resources:
Panel Video: From Sales Enablement to Organizational Enablement
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.
Resources:
Panel Video: Managers Matter: Impactful Front-Line Manager Metrics
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.
Resources:
Panel Video: Buyer Behavior: Getting Reps the Insights They Need To Win
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.
Resources:
Presentation: Salesforce - Digital Transformation's Effect on Sales Enablement
Video: Salesforce - Digital Transformation's Effect on Sales Enablement
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.
Resources:
Panel Video: Competing for Sales Talent in a Tight Labor Market
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.
Resources:
Presentation: Forrester - The Future Of Sales Enablement Is The C-Suite
Video: Forrester - The Future Of Sales Enablement Is The C-Suite
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.
Resources:
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.
Resources:
Panel Video: Cohesive Training & Coaching That Impacts Seller Performance
Reception + Networking
Registration is now open for the Sales Enablement Soirée 2020. Sign up today to be kept up-to-date on the latest and greatest for the coming year!
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Need help? Or have registration questions? Contact: shawnna@salesenablement.pro
