September 17th, 2018 | by

One of you. 171,000 other people. 27,000+ sessions. 150 after-parties. Free swag for days.

The cultural phenomenon that is Dreamforce – the Burning Man of the sales world – is a testament to the influence wielded by today’s sales and marketing professionals.

And with a smorgasbord of activities, you’re going to have to make some tough choices!

Get off the beaten trail. If you’re a B2B sales, marketing, or business development, we’ve got a hand-picked don’t-miss Dreamforce session for you.

Best Dreamforce sessions for Marketing

Don’t worry, there’s something for everyone.

“How to Leverage Prospect Insights for Lead Generation”

Thursday 9/27 – 8:00 AM (Marriott Marquis, Yerba Buena Salon 10-12)

“Actionable” is the operative word for this session.

That means having all your B2B marketing data in one place, alongside some metrics. We’re looking forward to this ops-focused time with Pardot, learning how to automate and analyze lead data, and then use that data to tell a story about personalization, engagement, and lead quality.

“The ABCs of ABM (Account Based Marketing)”

Thursday, 9/27 – 1:00 PM (Marriott Marquis, Yerba Buena Salon 8)

Our B2B customers expect personalization, and that means Account-Based Marketing (ABM). If you answer “yes” to these 4 questions, this Dreamforce session is for you:

  1. Have a long and complex sales cycle
  2. Have a relatively small target market
  3. Rely on a few key wins to hit your revenue goals
  4. Have lots of decision-makers involved in sales cycle

Is your product or service a good candidate for ABM?

Our Chief Growth Officer, Katie Bullard, can put a number on it:

“Mad Men to Math Zen: Take Marketing from Art to Science”

Wednesday, 9/26, 10:30 AM (Marriott Marquis, Yerba Buena Salon 4-6)

It’s the reason we love marketing, right? The chance to be creative, and get paid for it. Most of us hail from creative backgrounds. But a lot of marketers are still not completing the feedback loop by analyzing all the data they’re collecting, and translating those numbers to smart decisions going forward.

If metrics have been harshing your mellow, find your Zen in this Dreamforce session.

“Full-Funnel ABM: Aligning Across Your Tech Stack”

Tuesday, 9/25, 9:00 AM (Marriott Marquis, Nob Hill A-D)

It’s all about where you are, and where you’re going.

To see results from your account-based strategy, you need three things: strategy, marketing automation, and a CRM to track it all. (We humbly submit a 4th requirement: data itself.)

In this session, DemandBase, Pardot, and Salesforce tag-team to walk you through the basic tech stack for your account-based marketing initiative.

“The Secrets to Driving Growth Through Aligning Sales & Marketing”

Wednesday, 9/26 – 2:45 PM (Marriott Marquis, Golden Gate – Expedition Theater)

Sales and marketing alignment. SIGH. But without agreement on how leads are qualified, systems in place for speedy lead transfer, and a few other key ingredients – you WILL NOT meet your goals. This is serious business.

This session uses research gathered from 500+ B2B professionals to show what you need to do. (Here’s a little background knowledge to get you up to speed before this session.)

Best Dreamforce sessions for Sales

“Sales Summit: Salesforce on Salesforce Inside Sales”

Thursday, 9/27 – 4:00 PM (Hotel Nikko, Nikko Ballroom I-II)

Meet Salesforce’s own inside sales team, and see how they use … Salesforce. Hey, they single-handedly created the Burning Man of sales events, so it’s fair to say they’ve seen results.

DO NOT miss this session (and NO NEED to bring your rainbow sparkle-feather Playa shoes). This Dreamforce session is focused on the inside sales tech stack – specifically, Salesforce High Velocity Sales, Lightning Dialer and Einstein – as taught by the masters themselves.

“Driving Growth Through Smarter Account Management”

Thursday, 9/27 – 2:00 PM (Hotel Nikko, Nikko Ballroom I-II)

If Gartner said the sky is yellow and the sun is blue, we would believe them. At this session, Gartner is saying that they found NO correlation between customer satisfaction and business growth, when they studied the growth drivers of their own existing customers.


But they found something else that does correlate to high growth. You’ll have to attend this sales session to find out.

“The Era of the Trailblazing Woman”

Wednesday, 9/26 – 12:30 PM (Marriott Marquis, Yerba Buena Salon 8)

Hear from a panel of Founders, CEOs, Entrepreneurs, Activists – and, oh yeah, and they’re all women.

This panel of powerful, visionary female movers and makers will discuss tips and secrets to success (because somehow, in 2018, they are still the exception to the rule).

“How BT Global Services Achieved Sales Excellence around the Buyer Journey”

Thursday, 9/27, 9:00 AM (Metreon AMC Theatres, Level 3, Theater 14)

Here’s the case study you’ve been looking for, up close and personal.

See how BT Global Services improved engagement, account management, and customer relationships.

If a company that operates in 180 countries can do it, you can too!

Breakout: “$100M from Outbound in the GDPR Era”

Wednesday, 9/26 – 1:00 PM (Marriott Marquis)

That’s a bold claim, That’s a lot of money. You know GDPR slowed business development for a lot of outbound companies, right? You’re really going to get up on the stage – knowing there’s a fine of €20 million, or 4% of annual global turnover, for violating GDPR – and tell us what you did?

Cool. We’re listening.

(Dear reader, you’ll get more out of this session if you first read up on what GDPR means for cold email.)

Dreamforce-adjacent events

Meet you there!

Salesforce Enablement Soiree

Thursday, 9/27 – 9:00 AM – 5:00 PM (Four Seasons)

A stylin’ soiree with networking, demos galore, and heavy-weight speakers from SiriusDecisions, Forrester, Salesforce?

We’re looking forward to Nancy Nardin’s panel on “The Digital Transformation of Sales.” Register in advance, as this one is likely to sell out.

Where’s the party?

Cocktails, Conversations, and Conversions

Thursday, 9/27 – 6:00 PM (InterContinental San Francisco, Bar888)

Come sit with the cool kids. DiscoverOrg and our friends Marketo and, for Cocktails, Conversations, and Conversions. (Pre-register for this one, too.)

Come network with marketing and sales leaders while enjoying FREE drinks and appetizers. Discuss some of your favorite sessions from the event and other tips and tricks you use to get ahead of the game!

P.S.: The first 50 people in the door get a sweet free swag bag!

Modern Sales Pro & Modern SaaS Dreamforce Happy Hour!

Tuesday, 9/25 – 5:30 PM (Raven Bar and Bloodhound)

If you’re a member of Modern Sales Pros or Modern SaaS, come meet and greet in person in person! We’re hosting an open bar and lots of hearty appetizers, with a little help from our friends Bravado, Chili Piper, Chorus, DocSend, Growlabs, Guru, LinkedIn, Rainmakers, SalesLoft, Skaled, and Troops.

You’ll want to register for this one in advance, too.

See you there, Dreamsters!

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Charity Heller
About the author

Charity Heller

Content Strategist, DiscoverOrg

Charity Heller is DiscoverOrg's content strategy manager. She has 15+ years' experience developing and creating content in range of B2B, B2C, and creative industries; previously she founded and operated a book editing company. Charity earned a B.A. in English, Project Management certification, and Professional Editing Certification from U.C. Berkeley.