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.

  • “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

Join 1200+ High Growth sales leaders & practitioners

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Conference Talk Tracks

SALES LEADERSHIP 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
    Sam Lee - Global Head of Sales Strategy & Operations at WeWork

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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

    Frontline Fixes: 5 Sales Strategies + Step-by-step Instructions to Spike Sales Revenue

    Lauren Bailey - CEO at Factor8

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    Factor 8 President Lauren “LB” Bailey will share some uncommon tips from the trenches of over 100 inside sales floors that actually work to spike revenue. We'll go through real life examples and how to approach them in the future so you and your frontline sales team will walk away with actionable tactics they can implement today.

  • 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 & DEMO JAMS!

  • 12:55 PM

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

    Trish Bertuzzi - President & Chief Strategist 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 Playbook to Successful Sales Leadership

    David Rudnitsky - EVP of Enterprise Sales at Yext

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    David Rudnitsky shares his wisdom from over 35 years of leading technology sales at growth companies including Ariba, NetScape, Oracle, Salesforce, and now Yext. He literally wrote “The Sales Playbook” in Salesforce founder & CEO Marc Benioff’s best-seller, Behind the Cloud, on enterprise sales, and now he'll share with you the playbook and principles of successful sales leadership that deliver results.

  • 1:55 PM

    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.

  • 2:25 PM

    Break

  • 2:55 PM

    This Is How We Do It: The Salesforce Sales Playbook

    Stephanie Glenn - VP of Commercial Sales 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

    AI for Sales – How CA Technologies Uses Predictive Analytics

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

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    For the last two years B2B Marketers have enjoyed the benefits of harnessing big data with predictive analytics solutions. Marketing has seen lead quality improve by orders of magnitude and gained valuable intelligence improving their ability to engage leads. Sales, however, has remained skeptical about the quality of leads and has lacked the digital intelligence to effectively engage those leads and accounts. In this session, we’ll discuss how CA Technologies has transformed their worldwide sales with actionable insight from Predictive Analytics.

  • 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

    Evolve or Die: Refine Your Sales Motion for the Digital World

    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 of innovation.

  • 5:00 PM

    Happy Hour & DEMO JAMS!

SALES EXECUTION 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

    Peace, Love & Dashboards: A Lesson in Stakeholder Harmony

    Jeremy Wiggett - Senior Director of Sales Development at Salesforce
    Marc Jacobs - SVP Sales at CB Insights

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    It's too easy for sales development to get stuck holding the bag in between marketing and sales when there's no alignment on the metrics that matter. Learn how to measure the health of your business and manage the brand of your development team when both sales and marketing wants answers and results.

  • 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 - VP of 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 of The Harris Consulting Group
    Will Hunt - VP of Enterprise Sales East at Apttus
    Brad Martin - AVP of Enterprise Sales for Adobe

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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

    Chris Morgan - Chief Revenue Officer at Moat
    Tyler Lessard - VP of Marketing at Vidyard
    Mike Burton - Co-Founder & SVP Data Sales at Bombora
    Roy Ranaani - CEO & Co-founder at Chorus

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    Keeping your team aligned across the buyer's journey and through the funnel is critical to building a successful sales process. Learn from this panel how to develop an unfair advantage by building measurable, repeatable, and scalable sales processes to drive success across your business.

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