Explosion of Genius



Sales Opportunity Management Track

Sales Best Practices Series - Qualifying the Deal

You've done a great job prospecting customers, but now you need to clean up and qualify these leads. Join us to learn best practices from Customers like you on how to efficiently score, nurture and route leads so that your sales reps can spend more time following up on highly qualified leads.

Date: Tuesday, November 19, 2013
Time: 2:00-3:00 PM PST
Venue: San Francisco Marriott Marquis
Room: Golden Gate C1/C2

Speakers:
Christopher Anderson, Schumacher Homes
Simon Green, KONE
Hannele Piipari, salesforce.com
Tad Travis, salesforce.com
Jarl Hansen, SimCorp A/S (Customer)

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Sales Best Practices Series - Growing the Deal

Your deal has been qualified, and you're learning about what your customer needs. What are the right questions you should ask and how do you go about trying to grow the deal?
Join us to learn best practices on how to grow your deals and the tools you can use to help with the process.
Tools like Chatter and Salesforce Communities for Sales allow you to collaborate with people across your company as well as your customers, so that you can stay on top of the deal.

Date: Tuesday, November 19, 2013
Time: 3:30-4:30 PM PST
Venue: San Francisco Marriott Marquis
Room: Golden Gate C1/C2

Speakers:
Ryan Davis - Director, Sales Productivity, Sales Cloud, salesforce.com
Howard Dickel - CEO, BT Conferencing (Customer)
Tim Foster - AVP Sales EMEA, The TAS Group
Eric Solis - Senior Director, Sales Operations, NTT Data
Oleg Kipnis - Senior CRM Business Analyst - NTT Data

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Sales Best Practices Series - Closing the Deal

You've qualified your leads, spent time nurturing and growing the deal, and now it's time to get that signed contract in hand. Join us to learn best practices on how to close your deals and the tools that can help. Hear how our customers have used our forecasting and pipeline management tools, leveraged subject matter experts, created deals desks, and more to help you get that deal closed.

Date: Wednesday, November 20, 2013
Time: 12:00-1:00 PM PST
Venue: San Francisco Marriott Marquis, Golden Gate C1/C2

Speakers:
Brian Mulroy, Nuance
Jim Contardi, FirstData
Kristy Elmore, Johnson Controls, Power Solutions (Customer)

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CEB Sales Summit - Rewriting the Sales Playbook:
Selling the Challenger Way (2):

Join us as CEB walks you through a step-by-step review of the Challenger playbook, including the specific criteria Challengers use to qualify opportunities, and identifies the proper stakeholders to engage the Mobilizer. We'll also outline how organizations are integrating Challenger behaviors directly into their own Salesforce-based account planning.

Date: Thursday, November 21, 2013
Time: 10:30-11:30 PM PST
Venue: Moscone Center West, 3022

Speakers:
Wendy Reed, EVP Solutions, The TAS Group
Brent Adamson, CEB
Doug Hutton, CEB
Ian Walsh, CEB

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Sales Performance Management Track

5 Cool Ways to Customize the New Profile

A rich profile is key in helping both employees and community members discover experts and learn more about their colleagues.
Join us to learn how the new Profile Tabs feature allows you to customize user profile pages to include people-centric apps and content from Work.com, ISVs, external websites such as LinkedIn or Twitter, org charts, and any custom tabs you want to show.

Date: Monday, November 18, 2013
Time: 10:30-11:30 AM PST
Venue: Moscone Center West, 3024

Speakers:
Chet Barnard, Brainshark
Dave Hui, HireVue
Donal Daly, The TAS Group
Joe Ryan, salesforce.com

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Analytics Unleashed:
Putting the New Analytics API to Work for Your Business

We all rely on the right data to help business run better and grow faster. A new account exec needs to know the full picture of the opportunities, activities, and even cases over time, associated with a new customer account. With the Winter '14 release, Salesforce introduces the Analytics API, which opens up the Salesforce Reports engine so that you can build beautiful custom charts for Salesforce data with any analytics package. Join us to hear from early customers and the product team about this exciting new capability.

Date: Tuesday, November 19, 2013
Time: 2:00-3:00 PM PST
Venue: Moscone Center West, 3005 / 3007

Speakers:
Todd Enders, salesforce.com
Arunkumaran Varadharajan - salesforce.com
Canice Lambe, The TAS Group

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Smart Selling in Action Track

AppExchange Fast & Furious:
30 Apps in 30 Minutes

Join us to hear the AppExchange Curator briefly discuss a wide array of innovative apps as fast as possible in this furiously-paced session.
30 of the most mind-blowing apps in 30 minutes; you're sure to hear about one you like!

Date: Monday, November 18, 2013
Time: 1:00-1:30 PM PST
Venue: San Francisco Marriott Marquis, Golden Gate A

Speakers:
Becca Krass, salesforce.com (including Dealmaker)

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Dreamforce | Lunch Time Table Talk

Dealmaker iPad Test Drive:
Sales Methodology + Smart Software, 100% SFDC Native ...

Date: Wednesday, November 20, 2013
Time: 11:30-1:30 PM PST
Venue: Yerba Buena Gardens, Main Tent, Lunch Area

Speakers:
Matt Close, EVP Sales, The TAS Group

Add to Calendar 20-11-2013 11:30:00 20-11-2013 13:30:00 15 Dreamforce | Lunch Time Table Talk
Important Note: This is a calendar placeholder only. To register for this session, please visit https://dreamevent.my.salesforce.com/apex/ActivityList?type=Dreamforce#a093000000XOs6BAAT
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Building the Sales Platform Track

Partner User Groups:
Platform Adoption - Business and Technology Benefits

Come to learn how the TAS Group rearchitected their existing SaaS application on the Salesforce Platform to achieve greater agility, reduction in operating costs and lower their risk profile so that they focus on innovation and customer success.

Date: Wednesday, November 20, 2013
Time: 1:30-2:30 PM PST
Venue: Hilton San Francisco Union Square, Community Success Zone
Room: Theater 2

Speakers:
Canice Lambe, The TAS Group

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Emerging Technology:
Tapping into Work.com to Build Better ISV Apps

Work.com is providing dozens of new platform capabilities to ISVs with the Winter 14 release. ISV app development teams can now use these capabilities to build better apps that motivate specific behaviors and align teams around company priorities.
Join us as we take our partners through a full tour of Work.com, discuss best practices for developing with performance management in mind, and have real discussions with partners that are building on the Work.com platform today.
This session is for architects, product managers, and developers (@partnerforce).

Date: Wednesday, November 20, 2013
Time: 3:30-4:30 PM PST
Venue: Moscone Center West, 3016

Speakers:
Scott Effler, salesforce.com
Ciara Peter, salesforce.com
Canice Lambe, The TAS Group

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"This book is required reading for those of us who want to keep selling and avoid the trap of order-taking."  Matthew Dixon, Executive Director Sales & Service Practice, CEB and co-author of The Challenger Sale


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