FOUR WAYS TO DOMINATE YOUR B2B MARKETING DATABASE. New research from LinkedIn and Salesforce proves that B2B companies l
The Sales Executive’s Guide To
Everything you need to know to get ready for Dreamforce 2014
Why attend Dreamforce? This is a must-attend event for sales professionals. For four days in San Francisco, the sales community gathers and social selling best practices take center stage. Last year, more than 130,000 people registered for the event, and they expect to have an even bigger turnout in 2014. ATTENDEES HAVE EXPERIENCED A 30% OR MORE INCREASE IN SALES PRODUCTIVITY.
Some testimonials from Dreamforce veterans:
“Dreamforce is a master class on how to build a modern business.” —Josh Lipton, SpareFoot
“I wouldn’t bring my team if I didn’t see massive ROI.” —Ed Romson, Plantronics
Dreamforce features an entire track devoted to sales professionals, including: • Jill Konrath, author of Agile Selling and SNAP Selling, will moderate a panel discussion on gaining a competitive advantage. • High-profile sales influencers Mark Hunter, The Sales Hunter, and Anthony Iannarino, The Sales Blog, (both Salesforce1 sales expert bloggers) will present on the five mission-critical requirements in today's complex, commoditized world of selling. • Brenda Richter, former Director of WorldWide Pricing Tools at Dell, Inc., shares how the vendor empowers more than 6,000 sales reps to close more deals while reducing deal cycle time
REGISTER FOR A FREE EXPO PASS TO:
Register for a free expo pass to: • Get inspired with keynotes from Hillary Clinton, Neil Young, Al Gore, Arianna Huffington, and author Eckhart Tolle. • Explore the expos with thousands of cloud solutions. PRODUCT SHOWCASE MOSCONE NORTH: Explore the complete Salesforce product portfolio beginning to end and transform how you connect with your customers. CUSTOMER SHOWCASE MOSCONE WEST: Experience first-hand how the world’s leading companies are using Salesforce to connect to their customers in a whole new way. INDUSTRY SHOWCASE MOSCONE SOUTH/GATEWAY : Discover Salesforce industry solutions and the expertise to create connected customer experiences that will transform your business. • Increase your Salesforce proficiency with nine product keynotes.
Registration for the full event gets you access to more than 1,400 breakout sessions and other events. Register for the full conference by OCT. 12 for $1,299. Still not convinced the trip is worthwhile? Use the handy ROI calculator to crunch the numbers. Not registered yet? There is still time!
SMARTPHONE AND TABLET. You want to stay connected during the event, but a laptop can weigh you down as you run from Moscone East to West for sessions and meetings. And whether you are using your mobile phone or a tablet, don’t forget to install the LinkedIn app for optimal networking. You can post status updates and send invitations to your new connections right from the show floor.
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CHARGERS. You’ll be using your smartphone and tablet a lot during meetings and sessions, so carry your charger so that you can plug in when you have a chance. There is usually some stiff competition at the electrical outlets, so now could be time to invest in that portable charger you’ve had your eye on. BUSINESS CARDS. The LinkedIn app on your tablet and smartphone is a great way to keep track of all the new friends you meet at the event, but some people still like to collect a stack of cards. COMFORTABLE SHOES. The Salesforce Campground (which includes the expo halls but not the sessions taking place at other venues) is 70,000-square-feet, so the show is a killer on your feet. And if you buy a new pair of new shoes for the event, be sure to wear them a few times beforehand. Also, you’ll want to bring several pairs of shoes so that you can alternate, and ladies, bring some flats for when those fashionable heels become too painful. A LIGHT JACKET OR SWEATER. Temperatures average 70s during the day and 50s at night in San Francisco in October, so the jacket will come in handy when you hit all of those afterhours networking events. Mark Twain is credited with saying, “The coldest winter I ever spent was a summer in San Francisco.” Conference rooms can also get chilly, as they tend to crank up the air conditioning to accommodate the crowds. UMBRELLA. The venues around Moscone and surrounding hotels are pretty spread out, and while it doesn’t rain often in the Bay Area, it comes down in buckets when it does. Pack some cover just in case, as you don’t want to get soaking wet as you race to sessions.
How to Get Around San Francisco TAXI ALTERNATIVES Services such as Uber, Lyft and Sidecar are becoming popular alternatives to hailing a taxi on the corner. The crowd-sourced services operate in many cities, including San Francisco, connecting riders to drivers through apps. Here is some basic information about each of the services:
Uber
Lyft
Sidecar
Base fare: $3 $0.30 per minute $1.50 per mile
Base charge: $2.25
Minimum fare: $6
Cost minimum: $5
Safe rides fee: $1
Cost per mile: $1.35
Pricing for Sidecar is not publicly available, but it is another alternative to traditional cabs. Sidecar was founded in San Francisco in 2012 as a convenient and affordable transportation network created for, and powered by, everyday people. All drivers are pre-vetted for safety and are free to give rides whenever they want. Sidecar’s safety system includes driver background checks, driver and rider rating systems and GPS tracking features.
Cancellation fee: $5
Cost per minute: $0.27
Sample vehicles: Toyota Prius, Honda Accord, Volkswagen Jetta
Trust & safety fee: $1
Cancel penalty: $5
The service currently operates in ten cities and has facilitated more than half a million rides. The service offers a set rate based on selections made by the rider, including quality of vehicle, driver rating and pick-up times.
RENTAL CARS Salesforce.com has partnered with Avis and Budget to secure special discounts and rates for Dreamforce. • Low rates with unlimited mileage specifically for Dreamforce attendees. • Low Rate Guarantee: if a lower rate is available at time of reservation, a discount of up to 25% will apply to the promotional rate.
• Special rates and discounts valid one week before and one week after the event. • Wide selection of vehicles available, from compacts and hybrids to premium and luxury sedans. Avis Worldwide Discount Number (AWD): H770300 – Make a Reservation. Budget Customer Discount Number (Offer Code/BCD): D404599 – Make a Reservation.
AIRPORT SHUTTLE SuperShuttle&ExecuCar are offering discounted rates for Dreamforce attendees. SuperShuttle Discount Code: 4QTNP – Make a Reservation. Dreamforce discounts: $2 off Shareride each way To/From SFO $3 off Shareride each way To/From OAK & SJC $7 off Exclusive van each way To/From SFO,OAK& SJC $5 off ExecuCar To/From SFO,SJC,OAK
Pedicabs Want to be kind to the planet while getting around San Francisco? When you’re just too pooped take another step, pedicabs are a great eco-friendly option. Last year PROS had a whole fleet of them to shuttle weary attendees around town.
What to Watch SOCIAL SELLING: A LIVE CONVERSATION WITH JILL ROWLEY AND KOKA SEXTON
Date: Tuesday, October 14 Time: 4:00 PM –4:40 PM
RAISE YOUR MARKETING GAME WITH KILLER COMMUNITY MANAGEMENT ON SOCIAL NETWORKS Your community is an extension of your brand. Learn how collaboration, transparency, and engagement fosters your own army of brand advocates to further your reach, reputation, and results. Join us to learn how one brand created a strong and vibrant community on social networks. Date: Wednesday, October 15 Time: 4:00 PM
LINKEDIN SESSIONS
PARTNERS
BUILDING AN INTELLIGENT FUNNEL: MARKETING, SALES, & SUCCESS
#1 COMPETITIVE EDGE IN TODAY’S SALES WORLD: JILL KONRATH & PANEL
Join executives from Radius, LinkedIn and Totango to learn how an intelligent B2B funnel uses data to find your ideal prospects, close more deals, and grow lifetime value. You will also receive complimentary VIP passes to the Customer Lounge.
With today’s escalating buyer expectations and ever-changing business environment, it’s tough to stay at the top of your game. Jill Konrath, author of Agile Selling and SNAP Selling, kicks off the session with a focus on the singular skill that virtually guarantees a successful career. The conversation continues as a panel of leading female sales experts (Josiane Feigon, Joanne Black, Trish Bertuzzi, and Debra Walton) share fresh strategies you can leverage to develop individual and team mastery.
DRIVE QUALITY LEADS AND PIPELINE WITH LINKEDIN As a B2B marketer, reaching strategic decision makers across multiple devices, locations, and times of day over a long sales funnel is key for maximum impact. With the world moving towards mobile advertising, LinkedIn presents a unique paradigm for B2B companies look to accelerate their lead pipeline and move prospects through the funnel. FOUR WAYS TO DOMINATE YOUR B2B MARKETING DATABASE New research from LinkedIn and Salesforce proves that B2B companies lose upwards of 26% of their database every year. Join us and dive into the data that will help you understand how many contacts you might be losing, which verticals those contacts fall into, and the techniques you can use to make sure you’re getting the most value out of every lead, account, and customer before they’re lost for good. SOCIAL, MOBILE, AND PREDICTIVE SELLING: NEW THINKING FROM LINKEDIN, MARKETO & C9
5 MISSION-CRITICAL REQUIREMENTS TO ESTABLISHING VALUE & INCREASING REVENUE High-profile sales influencers Mark Hunter, The Sales Hunter, and Anthony Iannarino, The Sales Blog, (both Salesforce sales expert bloggers) will present on the five mission-critical requirements in today’s complex, commoditized world of selling. THOUGHT LEADERSHIP: CURRENT, FUTURE SALES OPS WITH JOE GALVIN, CRO, MHI GLOBAL Sales Operations (Sales Ops) has rapidly become a function important to successful sales organizations. But as a newer role, many organizations struggle to properly define the role and Sales Ops professionals have few resources to draw from.
New technologies are transforming how marketers and sellers engage with prospects to accelerate sales cycles and drive growth. LinkedIn and Marketo are at the forefront of this transformation. Join Brian Frank, Vice President of Global Sales Operations at LinkedIn, and Jeff Serlin, Vice President of Sales Operations at Marketo, as they describe their vision for capitalizing on mobile, social, and predictive analytics technologies to deliver new levels of sales performance.
SALES NAVIGATOR DEMOS, GIVEAWAYS, AND FREE LINKEDIN PICTURES Dates: 10/13 – 10/16 Location: Moscone North #1034
THE COLLABORATIVE FUTURE OF TECHNOLOGY AND MARKETING LEADERSHIP Join Kyle Lacy from the ExactTarget Marketing Cloud and Jason Miller from LinkedIn as they examine how CMOs are collaborating with other CxOs and stakeholders, using the latest in technological innovations, and managing the ever-evolving challenges of talent retention and management to create a path toward building an organization that cultivates profitable, lasting customer relationships.
LINKEDIN LOUNGE SESSIONS Dates: 10/13 – 10/16
BOOTH
Space is Limited RSVP to
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SALES SUMMITS
OTHER SESSIONS OF INTEREST TO SALES PROFESSIONALS
SALES SUMMIT: MAXIMIZING SALES PERFORMANCE WITH TONY ROBBINS & WALTER ROGERS Learn from Tony Robbins and Walter Rogers, CloudCoaching International on the best way to maximize sales performance though coaching.
CROSS THE FINISH LINE: AN IRONMAN STRATEGY FOR DRIVING ADOPTION THROUGH TRAINING
SALES SUMMIT: MEGATRENDS: SHAPING THE FUTURE OF SALES WITH MCKINSEY
Wayne McCulloch, SVP Salesforce University, will discuss how you can enable your team to drive success for your organization even faster with the right coaching.
Hear from McKinsey thought leaders, Hugo Sarrazin and Lareina Yee on the latest insights on sales transformation trends, best practices and greatest growth opportunities.
12 HABITS OF HIGHLY COLLABORATIVE ORGANIZATIONS
SALES SUMMIT: CREATING CUSTOMER CONSENSUS WITH BRENT ADAMSON, CEB
Author Jacob Morgan will outline the 12 things that successful organizations are doing to ensure success and provide examples.
Join Brent Adamson, Managing Director at CEB for a deep dive into the strategies to create and drive consensus to deliver the highest revenues.
5 THINGS YOU NEED TO KNOW ABOUT MANAGING SALES MANAGERS
SALES SUMMIT: 5 STRATEGIES CSOS USES TO DRIVE RESULTS WITH MARK HUNTER & JILL ROWLEY
Erik Charles, Principle Incentive Strategist, debunks common myths, while illuminating five best practices for motivating and compensating your managers.
Join Mark Hunter - The Sales Hunter & Jill Rowley, Chief #SocialSelling Evangelist, as they share how successful organizations develop key sales strategies that eliminate missed targets.
DIGITAL DISRUPTION: THE NEW RULES OF CUSTOMER ENGAGEMENT
SALES SUMMIT: THE TOP-LINE IN SALES LEADERSHIP WITH ACCENTURE, HP, MHI, TAS & TRINET Polly Sumner, Salesforce’s Chief Adoption Officer and sales thought leaders panel on top-line sales leadership strategies and best practices to drive the sales success.
In this unique format, Bluewolf CEO Eric Berridge will lead a deep dive into the lessons learned around unleashing their business from outdated technology to driving engagement in a new mobile world. SCALING CULTURE: WAYS TO ATTRACT, HIRE, AND RETAIN THE RIGHT PEOPLE As your small business grows, how do you maintain your culture so you continue to appear as a “customer obsessed” company? Join us as we discuss how to hire and retain quality talent, keep employees happy, and maintain your company’s unique spirit while maximizing your growth. TIPS AND TRICKS FOR EFFECTIVE TEAM SELLING Collaboration among sales engineering and sales reps is paramount to any team’s success. Join us to see how Neustar has enhanced collaboration, communication, and efficiency between their sales engineers and sales representatives. This session will explore the methods you can deploy near and long-term to better connect your sales team.
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OCTOBER 13
OCTOBER 14
OCTOBER 15
OCTOBER 16
DREAMFORCE KICK-OFF PARTY
PRE-GALA HAPPY HOUR
CIRRUS INSIGHT HAPPY HOUR
CIGAR SHINDIG
Time: 4:00 PM – 6:00 PM Location: The W Hotel, 3rd Street
Location: The Terrace at the Westin, 3rd Street
Time: 4:00 PM – 8:00PM Location: Thirsty Bear, 661 Howard Street
Register
Register
Register
DREAMFORCE 2014 GALA Time: 6:30 PM – 10:00 PM Location: San Francisco Civic Center
ZUORA BLOCK PARTY Time: 7:00 PM – Midnight Location: Mint Plaza Mezzanine
RUSH - ULTIMATE AFTER HOURS PARTY
(LinkedIn co-hosting)
Location: Roe, 651 Howard Street
PARDOT PARTY Details to come
JUST SAY YES PARTY Time: 7:00 PM – Late Location: The Box, 1069 Howard Street Register
THE ENGAGEMENT PARTY Time: 8:00 PM Location: Supper Club, 657 Harrison Street
EVENING EVENTS
Register
Time: 6:00 PM – 9:00 PM Location: Cigar Bar, 850 Montgomery Street Register
Where to Eat and Drink LUNCH Spots in the neighborhood to grab food and drinks. Split Bread $$
Freshroll Vietnamese Rolls & Bowls
The American Grilled Cheese Kitchen
0.1 mile
$
$$
145 4th Street
0.1 mile
0.5 mile
415-738-2100
157 4th Street
1 S Park Avenue
What to order: Short rib sandwich, Hatch salad
415-348-1858
415-243-0107
What to order: Pork Spring Rolls, Lemongrass Pork
What to order: Gruyere Mushroom Grilled Cheese, Tomato Soup, Dirty Kettle Chips
Buckhorn Grill
Somovar Tea Lounge
$$
$S
0.1 mile
0.1 mile
865 Market Street
730 Howard St.
415-978-9770
415-227-9400
What to order: Roadhouse Salad, Little Buck Sandwich, Avocado Club Sandwich
What to order: Duck Stir-fry, Squash Dumplings
HAPPY HOUR
ThirstyBear Brewing Co.
B Bar & Restaurant
Jamber Wine Pub
$$
$S
$$
0.1 mile
0.1 mile
0.4 mile
661 Howard Street
720 Howard Street
858 Folsom Street
415-974-0905
415-495-9800
415-273-9192
What to order: Drinks: Polar Bear Pilsner, Howard Street IPA, Grizzly Bear Red Ale Bites: Empanadas, Cheese Plate, Salmon Tartar, Mussels & Clams, Filet Skewers
What to order: Drinks: Moscow Mule, Kentucky Stud. Bites: Charcuterie Plate, Truffle Fries
What to order: Drinks: Beer and Wine flights. Bites: Parmesan + Rosemary Tater Tots
DINNER
La Bricola (Italian)
TRACE (American)
Tropisueño (Mexican)
South Park Café (French)
$$
$S
$$
$$
0.3 mile
0.1 mile
0.2 mile
0.4 mile
489 3rd Street
181 3rd Street
75 Yerba Buena Lane
108 S Park Street
415-512-0300
415-817-7836
415-243-0299
415-495-7275
What to order: Ravioli con pomodoro, Lamb Ragu, Ravioli di cernia
What to order: Wild Alaskan Halibut, Seared Scallops, Roasted Chicken Breast, Chocolate Crème Bar
What to order: House Margarita, Chicken Flautas, Enchiladas, Tampiqueño, Chicken Mole
What to order: Pig Salad, Roast Liberty Duck Breast
Salt House (American)
Roy’s Restaurant (Seafood)
Ame (American/Japanese)
$$$
$SS
$$$$
0.4 mile
0.3 mile
0.2 mile
545 Mission Street
575 Mission Street
689 Mission Street
415-543-8900
415-777-0277
415-284-4040
What to order: Squid appetizer, Poutines, Braised Short Ribs
What to order: Canoe appetizer, Roy’s Trio (butterfish, salmon and ahi), Short Ribs, Chocolate Soufflé
What to order: Shiso broth, Poke Salad, Broiled Sake Marinated Black Cod
Tips From Dreamforce Veterans “Make the most out of Dreamforce by doing your homework. What customers or prospects do you want to meet with? Schedule time with them early because calendars fill up quickly leading up to this event.” — Koka Sexton, Global Senior Social Marketing Manager, LinkedIn
“The experience can be overwhelming so use your time wisely. There are some great sessions at Dreamforce, but avoid ones that feel like a marketing program and look for ones with real, relevant content. When you do attend sessions, make sure you pre-register to attend and plan on walking a lot. More importantly, spend a large chunk of your time networking with clients, peers and other industry experts. Try to schedule these meetings ahead of time and in a set location. I’ve had many great relationships built on people I’ve met at Dreamforce.” — Brian Frank, VP Global Sales Operations, LinkedIn
“Dreamforce is even bigger than you imagined! Don’t feel like you need to fill up your schedule in advance. Leave plenty of free time to catch up with customers or old friends you bump into, to attend highly recommended sessions, and to swing by some of the fun events and receptions. And don’t miss the Tony Robbins session!” — Mike Derezin, VP of Sales Solutions, LinkedIn
Continuing The Conversation ABOUT LINKEDIN SALES SOLUTIONS LinkedIn Sales Solutions empowers sales professionals to fill their pipelines proactively. Find the right people, know what to say by uncovering key insights, and get warm introductions by extending your LinkedIn network. For more information visit sales.linkedin.com.
You don’t want to stop learning once the show is over. Subscribe to the LinkedIn Sales Solution blog for frequent updates to help improve your sales performance. You will find a number of resources, including eBooks, whitepapers and infographics.
The blog is also a hub of information on using LinkedIn Sales Navigator, including “How I Do It,” a series from sales professionals highlighting their tips for using social selling tools to boost sales productivity.
There are also posts on topics such as social selling strategies, sales intelligence and sales management.
