Agenda

Integrating the Power of ChatGPT in LinkedIn

We have all heard about ChatGPT and the magic of AI. In this session you will learn how to utilize ChatGPT to improve your LinkedIn profile, content, engagement, and more. You will receive 101 ChatGPT prompts that will insure you are effectively leveraging the power of AI to improve your LinkedIn presence.

Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link

A CEOs Perspective: AI as a Business Strategy

When Bill McDermott joined Service Now in 2019, the market cap of the company was $39 billion. Under his leadership, the value of this innovative software company has grown to $138 billion. Bill's mission is to help companies transform digital workflows and create a frictionless work experience. He believes that AI is going to accelerate how we create new customers and deliver enhanced customer experiences. Service Now is currently working on 11 AI pilots and Bill believes that AI technology plays a vital role in driving sales and in the creation of a better future.

Speaker: Bill McDermott, President and CEO, ServiceNow

The Truth About ChatGPT: 10 Things Sales & Enablement Leaders Need to Know & Try

Everyone is talking about it, but studies show more than half of leaders aren't actually using tools like ChatGPT regularly – but your teams likely are. This means exposure to some risks you need to understand – quickly. It also means you could be saving some serious time (and possibly budget?) for 2024. It's time to get your arms around how you and your team will use AI tools next year and your policies about them. If you don't have a task force, team training, or a roadmap yet, this session is for you. Buzzwords and hype will be broken down into simple terms, suggested use cases, and tactical suggestions you can try immediately (without feeling like the only person who isn't getting it). Special focus on things that work (and things that don't) for busy sales leaders and enablement teams for prospecting, new hire training, and team management. No theory. No hype. Just road-tested suggestions for the sales and enablement audience from a sales enablement tactician and moderate ChatGPT user.

Speaker: Lauren Bailey, Founder, Factor 8 and #GirlsClub

Fireside Chat: The Organizational Development Work Required to Be AI-Ready

While a number of companies are actively experimenting with AI to transform their business top-down, most sales leaders are currently 'testing' AI-powered solutions as a path to greater effectiveness and efficiencies within specific parts of their sales process. However, as more disruptive options become available, the race to adopt will become fierce. One critical question we must all answer now is: How AI-ready would you rate your revenue function?

Join Gerhard Gschwandtner and Dayna Williams for a discussion on the 4 fundamentals we need to tighten up today in our sales organizations so that we will be ready to execute a complex hybrid AI-powered + Human-centered sale sooner than we may expect.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Dayna Williams, Author of The Diligence Fix

Reclaim Your Time – Unlock Sales Productivity Through AI

Generative AI's most immediate impact will be in increasing productivity for marketing, enablement, and sales teams – flipping the frightening statistic that at least a third of employees’ time is spent on work that doesn’t contribute to company goals on its head. Join this session to learn what you can automate today and then explore the horizon line of where AI will take sales in the years to come.

Speakers: Lucas Welch, VP of Global Corporate Marketing, Highspot
Kurt Berglund, VP of Science, Highspot

The Human Side of Selling in the Age of Digital Transformation

MariAnne Vanella will explore the synergy between tech-driven engagement and human-centric relationship-building in sales. She'll highlight how digital tools can identify early-stage interest but emphasize that technology is most effective when it sets the stage for genuine human interaction. MariAnne aims to pinpoint the early stages in the sales cycle where the human touch becomes vital, advocating for a balanced approach to meet the challenges of today's competitive marketplace.

Speaker: MariAnne Vanella, Founder and CEO, The Vanella Group

Fireside Chat: Artificial Assistive Technology—You Greatest Partner

We are on the brink of an Artificial Intelligence revolution, but what does that mean for our Sales Teams? The savvy business leader should be pondering all of the ways AI will augment and assist their workforce. In this discussion we will explore a variety of ways AI will help empower sales teams by reducing training timelines, improving and democratizing access to data, and eliminating route tasks that bog sales people down. The result is more time focused on developing strategies and strengthening economic relationships with your customers.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Chris Courneen, Vice President and Global Head of HR, MS International

Navigating the New Normal: AI and Its Impact on the Customer Experience

In this session, Jeff Seeley, CEO of Carew International, will talk about Artificial Intelligence (AI) and its profound impact on the customer experience. AI is not just a technological advancement but a shift in how businesses connect, engage, understand, and serve their customers. Jeff will focus on real-world applications showcasing how AI is being leveraged to provide today's customers with positive and negative experiences. He will also provide business leaders with practical strategies to leverage AI and insights into emerging trends, potential ethical considerations, and how to stay ahead in the AI game to ultimately enhance customer experience within their organization.

Speaker: Jeff Seeley, President and CEO, Carew International

AI in Revenue Enablement: What You Should Already Know

Did AI write this keynote abstract? How would you know? Do you care?

Pundits and prognosticators all around us are yelling non-stop about AI, making it hard to filter out what matters for each of us personally. This is primarily due to the sudden influx of AI capabilities revealed by ChatGPT, but AI has long been quietly, effectively migrating into our daily experiences. What's different now is how little expertise is required to independently leverage it.

In this keynote, Forrester VP/Principal Analyst Peter Ostrow will separate the noise from the valuable around artificial intelligence. B2B revenue enablement leaders will learn how AI can support their productivity, deals, and customer outcomes – as well as how to minimize the likelihood of losing their job to a machine.

Speaker: Peter Ostrow, VP and Research Director, Forrester

Mind Over Market: Bringing Order to Sales Chaos

ShadowSellerai's presentation, "Mind Over Market: Bringing Order to Sales Chaos", delves into the parallels between aviation disasters and sales challenges, illustrating the critical need for recognizing and managing cognitive overload. ShadowSellerai keeps sellers better informed and gets them prepared faster, so they can be on top of the game for all of the game.

Speaker: Simon Boardman, CEO & General Manager, Shadow Seller

How to Infuse AI in your E2E Customer and Seller Journey

One of the most powerful applications of GenAI is in managing customer interactions. This presentation explores the integration of AI in enhancing the end-to-end customer and seller journey. It highlights how AI-driven tools can refine sales processes, personalize customer engagement, and increase operational efficiency. The session will cover AI's role in improving forecasting accuracy and decision-making for sales teams. Attendees will gain insights into utilizing AI to optimize customer touchpoints, ultimately leading to heightened sales performance and enriched customer satisfaction.

Speakers: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital
Adam Messer, Principal, Deloitte Digital

Make Territory Planning Your Competitive Advantage

Most forecasts predict 2024 will be a year of challenges. But with sophisticated territory planning, your organization can put itself in a position to grow. Whether it's enhancing workflows with AI, automating operations, or data-driven account allocation, you can ensure high levels of productivity and performance. As you consider key areas to improve in the year ahead, see why smarter territory planning can be the catalyst that empowers your sales force to meet (and exceed) their goals.

Speakers: Jim Rich, General Manager, Board Americas
Jeff Miller, Solutions Architect, Board Americas

Go Beyond the Buzzword: 3 Ways to Drive Revenue with AI in 2024

Generative AI is creeping into all aspects of daily life - from tailoring your Spotify playlists with a personal DJ to helping you craft that perfect follow-up email – but one thing is for certain, it's only getting more powerful and impactful.

Going into 2024, revenue leaders and sellers alike will need to leverage AI to work better, faster, and think smarter. Join Teri Long, Vice President of Revenue Enablement at Mindtickle on Thursday, December 7 at 12:50 pm ET for 3 Ways to Drive Revenue with AI in 2024. Teri will dive into:

1. Why AI is the most critical tool for expert deal execution
2. How AI unlocks self-enablement at scale
3. How AI is turning dashboards and analytics into actions that move the needle

Speaker: Teri Long, VP of Revenue Enablement, Mindtickle

How to Grow Revenues and People with AI

Growing sales in a slowing economy is a challenge that keeps many sales leaders up at night. This expert panel will share actionable ideas to help sales leaders increase revenues by adopting effective strategies for winning on two fronts: improving the sales funnel (identifying the accounts most likely to close) and improving salespeople's performance. Learn how an AI-powered revenue engine can make you the market leader. Also, discover how AI-powered sales enablement will improve onboarding, sales coaching, and conversational intelligence.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Panelists: Guy Mounier, Co-Founder and CEO, Aptivio
David Keane, CEO and Co-Founder, Bigtincan

AI in Sales: 3 Predictions on How AI Will Change Businesses

In 2018, when Victor Antonio published the book Sales Ex Machina: How AI is Changing the World of Selling, he predicted AI would be a disruptive technology. Sales functions will be transformed or, worse yet, obliterated. Virtually every stage of the traditional sales process, from pipeline to proposal, is ripe for disruption as companies enthusiastically invest in AI applications to enhance critical sales functions. In this keynote, Victor will reveal his three predictions for the future of selling and how AI will impact organizations.

Speaker: Victor Antonio, Host of the Sales Influence Podcast and Author of Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling

The Future of Sales: Generative AI in Action

Sales leaders across industries have made significant strides in embracing AI into their sales motion over the last decade. Now, Generative AI has enabled a step change in sales growth and productivity. Last year, Generative AI captured the imagination of consumers and companies. The customer paradigm has changed – with immensely rising expectations on unique & compelling experiences. Today, Generative AI is permeating into the ways of working across many organizations to enable these organizations' ability to meeting rising expectations. Organizations are investing, building, and testing Generative AI applications.

In this session, we'll cover the practical applications of Generative AI and share how it is transforming the way sales team connect with Customers. Richelle Deveau, Partner at McKinsey & Company, will:

• Bring to life real examples of how companies are leveraging the tremendous potential of Generative AI to elevate sales performance
• Reflect on lessons learned while building and scaling Generative AI capabilities
• Share practical next steps on how you can bring the power of Generative AI to your organization – in both transformative ways and ways that you can implement tomorrow

Speaker: Richelle Deveau, Partner, McKinsey & Company

Digital Transformation Trends in Sales Enablement

Doug Winter has been CEO of Seismic for the past 13 years. The company employs over 1,500 people, serving over 2,000 customers worldwide. According to Forbes, Seismic has a market value of over $3 billion. Doug will share how sales organizations can benefit from AI, such as Copilot, which provides content and training recommendations. Another feature helps sellers prepare for meetings and personalize the content they share with prospects. AI drives all these new functions, allowing salespeople to create new, customized content. AI is also deployed to make sales coaching easier, giving sales leaders the information they need to help salespeople get to their next level of performance.

Speaker: Doug Winter, CEO, Seismic