by Michael Idinopulos
on October 9, 2014

3 Social Selling Sessions You Want to See at Dreamforce '14 #DF14

For anyone interested in sales and selling techniques, Dreamforce is an embarrassment of riches. There’s so much–too much, really–to attend, absorb, and digest. I wouldn’t presume to advise you on the top 10 sessions you can or can’t miss. It all depends on who you are, why you’re there, and what you care about.

Personally, I care about social selling and I bet I’m not the only one. So here’s one man’s opinion on the 3 social selling you should catch at Dreamforce ’14. Go, enjoy, and tell us what you think!

Inside Sales and Social Selling for Extreme Results

Ken Krogue (; Monday, 3:30 PM at The Westin St. Francis

When I was in college, some kids chose courses for the topic and others for the professor. I quickly realized that choosing my professor was the way to go.

If you’re interested in the science of selling, Ken Krogue is the professor you should choose. As President and co-founder of, Ken’s been a tireless supporter of inside sales reps, the unsung heroes of sales, providing them with tools, frameworks, and encouragement to bang the phones day after day, eliminating drudgery and driving better results from an activity that would drive most of us to drink. As a Forbes contributor, he’s also an eloquent and vigorous proponent of the art of social selling.

Ken eats, sleeps, and breathes this stuff, and he’s a very results-oriented guy. You should definitely attend this one if you’re looking for practical advice: tips, tricks, techniques on how to incorporate social into your personal selling process.

Note: This session conflicts with “Social Selling Starts with CRM”, so make sure you come to ours 😉

Social Selling: A Live Conversation

Jill Rowley (#SocialSelling) and Koka Sexton (LinkedIn); Tuesday, 4:00 PM at the Marriott Marquis Yerba Buena

Jill Rowley and Koka Sexton are establishing themselves as the Lucy and Desi of social selling. Wise and witty, they’re compelling evangelists for social selling as a practice. Now they’re bringing their social selling road show to Dreamforce.

If you caught their act at LinkedIn SalesConnect, you’ve probably got the gist of this one, too. If you didn’t, I would recommend this session for anyone who still wonders what social selling is, or why they should care. This session will answer those questions in spades. It will be more manifesto than masterclass. The session description opens with the bold claim that “Your sales team is on the brink of EXTINCTION”, and that gives you a good sense of the intensity you’re in for. It will be fun, thought-provoking, and inspiring.

Social Selling Starts with CRM

Philip Grosch (PwC), Lisa Natalicchio (State Street), Mark Waxman (CBIZ), Christopher Milas (Qlik), and yours truly; Monday, 3:30 p.m. at the Palace Hotel

Well what did you expect? Of course I’m excited about this one. We’ll be talking about how social integrates into the selling process and CRM.

The premise of the panel is simple: that in order to deploy social selling effectively to an enterprise sales team, you need to integrate with CRM. Short of that, social selling is just an afterthought. Some reps will social consistently, some occasionally, some never. Managers won’t know who’s doing it, when they’re doing it, or what results they’re getting. That’s not exactly a recipe for success.

We’ve put together an awesome panelist lineup: CBIZ’s CMO, the leader of PwC Canada’s tech consulting practice, and senior social media folks at State Street Bank and Qlik. I know all these folks well and they’re not just talking heads. They’re walking the walk. They’re making this stuff real.

The panel also represents a diverse set of industries: banking, technology, professional services. In some ways their experiences couldn’t be more different and yet some core themes that are inescapable: the difficulty of change, the importance of process, and the inevitability of social for selling.

If you’re a sales manager, this is the strongest session in the lineup. Whereas the other sessions are geared to the individual rep, we’ll be taking the organizational perspective. (Note that this session conflicts with “Inside Sales and Social Selling for Extreme Results”, above.)

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