Event Speakers

    What to Expect at Sales Machine 2017

    ACTIONABLE TACTICS & STRATEGIES

    Hear sales leaders & executives share their experiences, lessons, and actionable advice broken into specialized tracks catered to all areas of sales:  Sales Strategy & Leadership, Sales Development, Inside Sales, Sales Operations and Sales Enablement.

    NETWORK WITH THE BEST

    Connect with the sales professionals, executives, and leaders that are responsible for billions in revenue from hyper growth startups to Fortune 500 companies, and beyond.

    THE BEST IN CLASS SALES TECHNOLOGY 

    Learn about embracing the next generation’s top sales technologies to ramp up your pipeline, streamline your process, close deals quicker, and grow your revenue exponentially.

    Conference Talk Tracks

    SALES STRATEGY & REVENUE ALIGNMENT STAGE

    STAGE 1
    • 8:00 AM

      Doors to Met Pavilion open

    • 9:00 AM

      Welcome to Sales Machine

      Max Altschuler - CEO of Sales Hacker
      Tim Clarke - Sr. Director of Product Marketing at Salesforce

    • 9:05 AM

      The XYZ's of Selling

      Jeffrey Gitomer - Author, Little Red Book of Selling

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      You already know the ABC's; this is about how to close business, build a value-based relationship, and how to earn referrals. Oh yeah, and how to get your price. Jeffrey Gitomer is the author of thirteen best-selling books including The Sales Bible, The Little Red Book of Selling, and 21.5 Unbreakable Laws of Selling.

    • 9:35 AM

      The Disruptor's Feast: Real Life Lessons Learned from Nike, Starwood Hotels, and Coors Brewing

      Frits van Paasschen - ex-CEO at Starwood Hotels & Coors Brewing

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      Frits van Paasschen is a seasoned global executive and the author of The Disruptors’ Feast. His thirty years of experience inside global companies has afforded him a unique perspective on the current trends that are impacting business around the world. Learn from Frits’ insight on how to avoid being devoured in a changing global economy and more.

    • 10:05 AM

      Break

    • 10:20 AM

      The Future of Sales: What to Know, Do, & Prepare For

      Tiffani Bova - Growth and Innovation Evangelist at Salesforce
      Cate Gutowski - VP of Commercial Digital Thread at GE

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      Join Tiffani Bova, Growth and Innovation Evangelist, in a discussion with top sales leaders about key trends impacting sales people today and what it means for the future of sales. Learn best practices to drive productivity, harness intelligence, and stay ahead of the competition.

    • 10:50 AM

      The Keys to Aligning Sales and Marketing to Drive 400% Hyper-Growth

      Bryan Hauptman, SVP Global Sales at Datto

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      High-flying unicorn, Datto, transformed its business and grew 400% over the past three years by taking an audience centric go-to-market approach. Bryan Hauptman, Senior Vice President of Global Sales, explains how he and his marketing counterpart teamed up to cast off the traditional product centric approach. Learn how the new focus on Datto’s audience drove tight alignment across their sales and marketing teams and helped turn Datto into a Unicorn.

    • 11:20 AM

      7 Elements of a Successful Discovery Call (Based on 519,291 Sales Calls)

      Amit Bendov - CEO at Gong

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      With the aid of modern conversation intelligence platforms, the age-old art of sales is quickly transforming into a science. Acing your discovery calls is no longer up to intuition and gut feelings. Accumulated data tells us what the key elements of a successful discovery call are, which will push the opportunity forward into a win. Amit Bendov, CEO of Gong.io, a Conversation Intelligence Platform for B2B Sales Teams, will reveal some of the key insights uncovered by analyzing more than half a million real-life sales calls.

    • 11:50 AM

      Lunch

    • 12:55 PM

      Account-Based Revenue: How to Achieve Alignment at the Executive Level

      Trish Bertuzzi - CEO at The Bridge Group
      Patrice Green - President at Inverta

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      One of the keys to ABM success is getting executives in Sales and Marketing to collaborate and agree on a path to revenue growth, but that's often easier said than done. Patrice Greene (Inverta) and Trish Bertuzzi (The Bridge Group) help companies to overcome this challenge every day, and in this session, they'll re-enact the tough scenarios sales and marketing executives face when bringing ABM to life. Learn why and how a joint strategy from the top down leads to account based revenue.

    • 1:25 PM

      The Top 10 Keys to Successful Sales Leadership

      Jim Steele - President & Chief Revenue Officer at Yext

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      Jim Steele, President & Chief Revenue Officer of Yext, shares his wisdom on what makes a successful sales leader from more than 35 years of business experience. Jim's playbook and principles deliver results as evidenced by his leadership roles with some of the B2B tech sector's biggest players, including InsideSales, Salesforce, Ariba, and IBM.

    • 1:55 PM

      Putting Revenue First: How to Get Aligned with High-Performing Overachievers

      Lauren Bailey - CEO at Factor8

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      If most training sucks, selling over the phone is scary, and inside sales is a confidence sport, how do you drive the right behaviors in high-performing overachievers to stay aligned around revenue across your organization? As a twenty-year veteran of the Inside Sales industry, Lauren Bailey will share her thoughts having worked with in-house and outsourced sales teams selling via every conceivable channel.

    • 2:25 PM

      Break

    • 2:55 PM

      This Is How We Do It: The Salesforce Sales Playbook

      Evans Killeen - AVP Northeast at Salesforce

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      Get a behind the scenes look at Salesforce to learn how the company has grown and developed its sales team. Hear best practices and learn how Salesforce builds collaboration & productivity, measures team performance and cultivates top sales talent.

    • 3:25 PM

      Ramping Revenue with Key Data-Driven Customer Insights

      Atul Kumar - Chief Product Officer at Mintigo
      Tiffany Giddens - Global Field & Partner Marketing at CA Technologies

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      We are in the midst of a data science revolution which both sales and marketing need to harness to understand their customers better. With better alignment around customers, it's easier to predict the fastest path to revenue with the power of artificial intelligence.

    • 4:00 PM

      How to Make More Sales in Less Time, in 2017

      Jill Konrath - Bestselling Author of SNAP Selling

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      Game-changing strategies are needed to succeed in today’s ever-evolving business environment. Get a fresh perspective on what it takes to quickly engage buyers, speed up sales and optimize your time from Jill Konrath, sales strategist and the author of More Sales, Less Time, Selling to Big Companies and SNAP Selling. Her clients include IBM, GE, Microsoft, Wells Fargo, Staples and numerous mid-market firms.

    • 4:30 PM

      Harnessing Change and Disruption to Stay Ahead of The Competition

      Geoffrey Moore - Author, Crossing the Chasm

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      Disruptive innovation used to be expensive and scarce, but the world is changing fast. Join Geoffrey Moore for a discussion of what prevents organizations from keeping up with the pace of change, how to compete more effectively, and what to do to prepare for the next wave to sell more, faster.

    • 5:00 PM

      Happy Hour

    SALES DEVELOPMENT & OPERATIONS STAGE

    STAGE 2
    • 10:20 AM

      How To Prospect Like Salesforce, Marketo, Box, and LinkedIn

      John Barrows - CEO of JBarrows Training

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      Learn the prospecting skills, structure and techniques that drive Salesforce’s massive growth engine from the trainer who trains them. You will walk away from this session with a specific approach to high quality prospecting that you can implement immediately to help fill your funnel.

    • 10:50 AM

      Scaling Your Sales Team: The Do's and Don'ts

      Sam Jacobs - CRO at The Muse
      Kristen Habacht - Head of Enterprise Sales at Trello
      Bill Sexton - Director B2B Sales Operations, Samsung

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      Whether you're a team of 1, 100, or 1000, scale is critical to your success, but it's hard to know how to do it right. Learn from these leaders who walked the walk at companies of all different sizes to understand the things you need to know to scale better and the things they wished they'd known before they started.

    • 11:20 AM

      What To Know About Growing Sales Reps Into Sales Leaders

      Stephanie Glenn - VP Sales, Salesforce

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      Developing a sales rep into a sales manager into a sales leader take both the science of sales and the art of building emotional intelligence. Join this insightful session to learn how to identify and build your sales leaders of the future with your sales development team today.

    • 11:50 AM

      Lunch

    • 12:55 PM

      Pipeline Management: We're Doing It Wrong!

      Jason Jordan - Partner at Vantage Point Performance

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      Sales pipelines are our lifeblood to feed our forecasts and fuel our revenue. But when 56% of companies claim they are ineffective at this critical sales activity, we are terrible at managing pipeline! Best-selling author Jason Jordan shares research insights into how you should really measure sales pipeline health and common management practices that actually wreck sales performance. Get a better understanding of the new management practices that correlate with sales success to set your team on the path to build organizational capability.

    • 1:25 PM

      The Development Culture That Builds a Dynasty

      Richard Ortega - SVP, Global Inside Sales at Shutterstock
      Nick Flynn - SVP, Enterprise Sales at Shutterstock

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      Consistency and culture are the keys to building a strong sales development world, but how do you know what culture to build? Get guidance from the thought leadership on how culture impacts the sales world from the ground up and the top down.

    • 1:55 PM

      Lightning Talks: Seller Metrics, Sales Hiring Operational Excellence, and Revenue Acceleration Hacks on the Cheap

      Pete Kazanjy - Founder of Modern Sales Pros
      Noah Goldman - ex-Head of Sales Operations at Smartling
      Evan Bartlett - Head of Inside Sales at ZocDoc

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      This three-for-one ain't your grandpa's panel! Learn operational excellence in sales orgs from three modern sales leaders in back-to-back "lightning talks" on vial topics for your sales org with commentary from the other sales leaders on the panel.
      The session features Pete Kazanjy, founder of the Modern Sales community and founder of TalentBin, acquired by Monster Worldwide in 2014, talking sales hiring operational excellence, Evan Bartlett, Head of Inside Sales at ZocDoc talking “next level seller performance metrics”, and Noah Goldman, host of the Enterprise Sales Podcast and former head of Sales Ops at Smartling talking revenue acceleration hacks on the cheap. This session won’t disappoint!

    • 2:25 PM

      Break

    • 2:55 PM

      The Essentials to Leveraging Technology in Your Sales Process

      Richard Harris - Owner, The Harris Consulting Group

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      Join this panel of experts on the trials and tribulations of operations straight from the operations gurus who know it best. You'll come away with at least a few ideas to drive operational excellence when you get back to the office.

    • 3:25 PM

      Data, Intelligence, & Developing an Unfair Advantage in Sales Development

      Tyler Lessard - VP of Marketing at Vidyard
      Mike Burton - VP of Sales at Bombora

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      Sales development combines people with the technology to get the best out of both. Learn from this panel how to build a sales development team to be better, faster, stronger than ever before by teaming up with partners across the business to drive success.

    1200+

    High Growth sales leaders & practitioners

    • “Sales Hacker & Salesforce bring together the top practitioners in revenue. The connections and the knowledge transfer that happens here is priceless.”
      - Ralph Barsi, Senior Director of Global Sales Development at ServiceNow
    • “This is the place for learning how to accelerate sales at a B2B sales org, with purely educational content that moves the needle.”
      - Mark Roberge, former-Chief Revenue Officer at Hubspot
    • “An amazing event full of awesome insights and passionate people. It was fun too, not your average sales conference.”

      - Koka Sexton, Global Social Sales & Marketing at LinkedIn

    • “Sales Machine is the best conference for learning from, and networking with other practitioners.”
      Steven Broudy Head of Account Development, Americas at Mulesoft
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