Dreamforce 16 Notes & Quotes, by Denise Lee Yohn

10/21/2016 1
© 2016 Denise Lee Yohn, Inc.mail@deniseleeyohn.com
DREAMFORCE 16
Notes & Quotes from
Salesforce Conference
San Francisco, October 2016

10/21/2016 2
170,000 people attended
This is a
wickedly smart
environment.
– Tony Robbins
15 million people
watched online
The most
resourceful,
inspirational
community in
the world today.
– will.i.am
Tony Robbins
Concerts in the Dream Park
Mark Benioff

10/21/2016 3

10/21/2016 4
You have the ability to do
things…have a more integrated
life…not live in a box…be a leader
for everything.
Marc Benioff, Founder, Chairman, &
CEO, Salesforce

10/21/2016 5
Ask the really hard questions
and be a problem solver in real
time.
Melanie Whelan - CEO, SoulCycle

10/21/2016 6
You can build a business on
mentorship.
Jory Des Jardin,
Co-Founder, Virago
Co-Founder and President, BlogHer

10/21/2016 7
Give your people bite-sized
things to focus on.
Blythe Harris - Co-Creator & Chief
Creative Officer, Stella & Dot

10/21/2016 8
Use commander’s intent –
make it clear, like “We’re going
to take that hill.”
Amy Chang - CEO & Founder,
Accompany

10/21/2016 9
Advice they wish they had
when starting out:
• Say “no” more – Jory Des Jardin, Co-Founder,
Virago, and Co-Founder and President, BlogHer
• Let go of the guilt. -- Amy Chang – CEO &
Founder, Accompany
• Don’t be afraid to fail. -- Blythe Harris - Co-
Creator & Chief Creative Officer, Stella & Dot
• Take the long view. -- Melanie Whelan - CEO,
SoulCycle

10/21/2016 10
The role of the CEO has shifted –
you’re now like a beekeeper,
helping facilitate this incredible
work that is happening.
CEO, Salesforce

10/21/2016 11

10/21/2016 12
We come to Dreamforce to
learn how to get closer to
customers.
CEO, Salesforce

10/21/2016 13
There is nothing more
disruptive than the customer.
Tiffani Bova, Global, Customer
Growth and Innovation Evangelist,
Salesforce

10/21/2016 14
For the customer, your product
is about self-efficacy – what is
it doing for me? How will it
improve my life?
George Colony, CEO, Forrester

10/21/2016 15
The expectation of the
customer is a segment of one,
but we still struggle with
segments of 10 million.
Tom Davenport, President's
Distinguished Professor of
Information Technology and
Management, Babson College

10/21/2016 16
DNA of customer obsessed
companies:
1. From customer aware to customer led
2. From data rich to insights driven
3. From perfect to fast
4. From siloed to connected

10/21/2016 17
If you want to be customer
obsessed, you have to work on
culture.

10/21/2016 18
Death in business comes from
falling in love with your products
instead of your customers.
Tony Robbins

10/21/2016 19
The Age of the Customer
has arrived.

10/21/2016 20

10/21/2016 21
Big data is useless.

10/21/2016 22
The problem with most KPI’s is
they are mostly internal
measurements.
Salesforce

10/21/2016 23
Don’t talk stats and charts.
Attach what you’re doing to a
narrative about a problem
you’re solving.
Chris Sacca, Proprietor,
Lowercase Capital

10/21/2016 24
NPS is good to know but it
isn’t prescriptive.

10/21/2016 25
There are huge gaps in the
data.
Melinda Gates, Co-founder, Bill &
Melinda Gates Foundation

10/21/2016 26
Most of the time spent on big
data and analytics is just
cleaning up the data.
Tom Davenport, President's
Distinguished Professor of Information
Technology and Management,
Babson College

10/21/2016 27
The nightmare is big data
when you need to react fast –
you need small data.
Jean-Pascal Tricoire, Chairman &
CEO, Schneider Electric

10/21/2016 28

10/21/2016 29
We need to redefine what success
means in retail – from sales per
square foot to a destination
marketing experience.
John Evons, VP, Global Digital
Commerce, Fuerst Group

10/21/2016 30
We’ve dropped the term
“omnichannel” and we only use
“customer experience.”
The former is about how a retailer
does business; the latter is how
the customer experiences your
brand.
Roger Kibbe, Sr. Dir. Technology
Strategy and Architecture

10/21/2016 31
In the constantly evolving
retail landscape, organization
design is the biggest
challenge.

10/21/2016 32
Your store is a place for your
values to be communicated and
for people to fall in love with the
character of your brand.

10/21/2016 33
Every consumer expects an
Apple-like experience.
Graeme Grant, VP Store Solutions,
Salesforce

10/21/2016 34

10/21/2016 35
If you want to improve the
sales process, you must think
about the customer first.
Tiffani Bova, Global, Customer Growth
and Innovation Evangelist, Salesforce

10/21/2016 36
If you price your offering just
to scale, you’ll end up running
like a gerbil in a cage.
Mark Cuban

10/21/2016 37
Pipeline management is the means
to an end. We have to stop and
remind ourselves what we are
really trying to accomplish.
Seth Bartlett, Global COO, Sapient
Nitro

10/21/2016 38
Your best salesforce is your
customer advocating on your
behalf.
Salesforce

10/21/2016 39

10/21/2016 40
Enterprise doesn’t have to be
soul-less.
Chris Sacca, Proprietor,
Lowercase Capital

10/21/2016 41
Emotion is energy in motion.
Tony Robbins

10/21/2016 42
Information without emotion is
barely retained.
Tony Robbins

10/21/2016 43

10/21/2016 44
Business is a spiritual game –
innovation is about ways to
make life better.
Tony Robbins

10/21/2016 45
Geeks can change inner cities.
will.i.am

10/21/2016 46
Dream big but focus on the
small things.
Robin Roberts, Anchor, ABC's Good
Morning America

10/21/2016 47
If you want to transform
society, you invest in women.
Melinda Gates, Co-founder, Bill &
Melinda Gates Foundation

10/21/2016 48

10/21/2016 49
Successful people have:
1. Hunger (it’s more important than
intelligence)
2. Massive amount of energy
Tony Robbins

10/21/2016 50
Today, improvement is a
continuous process,
not a big bang.
Bernard J. Tyson, CEO, Kaiser
Permanente

10/21/2016 51
Are you having fun?
Are you making an impact?
Are you learning? If yes, then
stay where you are.
Melanie Whelan - CEO, SoulCycle

10/21/2016 52
Resources are never the
problem. Lack of
resourcefulness is.
Tony Robbins

10/21/2016 53
To get ahead, you need to do
more for others than anyone
else in your industry.
Tony Robbins

10/21/2016 54
The key to success is fortitude
and stamina – these things
take time.
Walter Rogers, CEO, CCI

10/21/2016 55
World’s
largest
software
conference
Salesforce is one of
the most important
technologies today.
– George Colony, CEO,
Forrester
Dream Pitch panel
Melinda Gates

10/21/2016 56
Denise Lee Yohn,
keynote speaker and author of What Great
Brands Do: The Seven Brand-Building Principles
That Separate the Best from the Rest (Jossey-
Bass) and the e- book Extraordinary
Experiences: What Great Retail and Restaurant
Brands Do
http://deniseleeyohn.com
@deniseleeyohn

Dreamforce 16 Notes & Quotes, by Denise Lee Yohn

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Dreamforce 16 Notes & Quotes, by Denise Lee Yohn