Agenda

New Research: Essential Selling Skills for a Buyer-Driven Market

Skill gaps may be holding your sales team back from achieving their full potential. New research from The Brooks Group reveals the critical skills your sales professionals need to thrive in today's highly competitive, buyer-driven market.

In this session, you'll discover the essential selling competencies your team requires to uncover customer needs, position solutions more effectively, and create long-term customer relationships. You'll get actionable insights from the latest research on how to deploy sales training that drives tangible business results.

Speakers: Michelle Richardson, VP of Sales Performance Research, The Brooks Group
Spencer Wixom, President and CEO, The Brooks Group

Fireside Chat: Give to Grow – Transform Relationships into Revenue

Everyone knows relationships are the foundation of long-term business success.

But few people are taught how to focus on the right people, stay in touch when they're busy, and deepen relationships given the time they have.

It's time to eliminate random acts of lunch.

Join us to learn the science and steps to:

• Accelerate your relationship development, internally and externally
• Convert trust to revenue in ways everyone wins
• Take your career – and your team's careers – to new heights

When you implement what you'll learn in this session, relationships won't be random, they'll be strategic.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Mo Bunnell, CEO and Founder, Bunnell Idea Group

Just-in-Time Enablement: Transform Sales with GenAI Role-Playing and Coaching

Join Elay Cohen, CEO of SalesHood, for a forward-thinking keynote on the future of sales enablement. Discover how just-in-time GenAI coaching and immersive role-playing are reimagining sales training, driving team readiness, and elevating sales execution. Elay will share the latest trends and showcase a live demonstration of an agile, responsive enablement program, giving your sales teams the skills to win every conversation. Don't miss this chance to unlock the power of GenAI and real-time enablement for impactful, consistent sales execution.

Speaker: Elay Cohen, CEO and Co-Founder, SalesHood

Stars In Every Position: The Fuel Your Team Needs to Dominate

This keynote by Alex Kutsishin, CEO of Fuel Inc will help you master the top three areas every sales leader wants to improve: boosting productivity, sharpening sales skills, and building unshakable confidence. By the end of this session, you'll walk away with actionable insights and practical tools to: Boost your sales team's confidence and happiness. Drive measurable improvements in sales performance. Create a thriving work environment that attracts and retains top talent.

Speaker: Alex Kutsishin, Co-Founder and CEO, FUEL !nc.

AI and The Future of Revenue Enablement

In today's fast-paced market, AI is transforming how sales and enablement teams drive growth. But how can you leverage AI effectively to boost revenue and empower teams? Join Meagan Davis (Hunters), Teri Long (MindTickle), Sandy Robinson (Quavo Fraud and Disputes), and Roderick Jefferson (RJ&A) as they share practical strategies for using AI to enhance sales processes, personalize customer engagement, and drive scalable growth.

Upon completion of this session, attendees will be able to:

• Understand how AI is shaping modern revenue enablement and what it means for your team.
• Learn actionable AI-driven techniques to optimize sales productivity and customer insights.
• Gain insights into overcoming common AI adoption challenges in revenue-focused teams.

Moderator: Roderick Jefferson, Professional Speaker and Author of Sales Enablement 3.0
Panelists: Sandy Robinson, VP of Revenue Operations and Client Growth, Quavo Fraud and Disputes
Meagan Davis, Director of Sales Enablement, Hunters
Teri Long, VP of Global Revenue Enablement, Mindtickle

The End of Sales as We Know It: Is Your Team Ready for 2025 & Beyond?

Join us as we cover the seismic shifts reshaping the sales landscape. This session dives into how the convergence of several major disruptors are creating an entirely new playbook to achieve sales success. Leaders face an era defined by unparalleled technological and workforce changes – demanding new strategies and tools. We will cover how you can use the solutions and data your company already has to excel in 2025 and beyond.

Speaker: Jack Siney, Co-Founder and Chief Revenue Officer, FrontRace

From Mundane to Memorable: Develop and Retain a Top-Performing Sales Team

Maximizing employee performance is no easy task. It takes time and dedication from the learner, the manager and even the wider team. Traditional training methods focus heavily on the first few weeks in the sales role. Companies dedicate time, resources and budget to onboarding new hires, only for them to forget what was learned in those first few weeks, lose motivation and struggle to come to grips with their role. There is a better way to ramp your employees at speed, retain the talent you’ve developed, maintain motivation within your team and, most importantly, stop wasting money on traditional training methods that just don’t work.

In this session, you'll learn:

• Ways to modernize your traditional training approach.
• Strategies for embedding ongoing coaching and development.
• The impact of AI on motivating your sales team.

Speaker: David Ashe, Director of Sales Development, Allego

From Overwhelmed to Future-Ready: Mastering AI to Lead the Next Era of B2B Sales

In a landscape where only 28% of sales executives feel prepared for an AI-driven future, this workshop provides a practical roadmap to move from overwhelm to readiness. Discover strategies to double selling time from 10 to 20+ hours per week, we'll explore actionable AI practices that empower sales teams to streamline workflows, elevate client engagement, and cultivate future-ready skills.

Learning objectives and outcomes:

• Clarify AI's Role in Sales: Identify one immediate AI application to boost productivity.
• Build AI-Driven Skills: Create a plan for AI-enhanced training that reinforces key skills, like negotiation and empathy.
• Implement Proven AI Best Practices: Establish a team-wide AI experiment to measure and refine success.
• Foster a Future-Ready Team: Develop a blueprint to align AI tools and training with evolving buyer needs.

This workshop is your path to confidently lead the next era of B2B sales by transforming AI complexities into a competitive advantage.

Speaker: Cherilynn Castleman, Managing Partner and Executive Coach, CGI

Maximizing Value: 4 Negotiation Strategies

If you're looking to sharpen your negotiation game and ensure every deal counts, join Jeff Cochran for an interactive session that's all about maximizing outcomes. Jeff will A live negotiation in front of the participants. This exercise will demonstrate to all, the common examples of areas in a negotiation that we often miss. Jeff will point out where value is often left on the table and show us how to avoid the kind of concessions that don't get anything in return.

Through a hands-on exercises, you'll get a chance to see firsthand a few ways to structure offers, navigate trade-offs, and keep the balance in your favor.

This is what we'll cover:

• Crafting a strong opening offer that sets the right tone for productive negotiations.
• Using creative solutions options and strategic ranges to keep conversations flexible and flowing.
• Proven techniques for increasing value so that both sides are satisfied with the outcome of the negotiation.

This session is for anyone who wants a fresh, practical approach to negotiations that truly pays off. It's packed with strategies you can take back to your team, so make sure you grab a seat and let Jeff help you bring more value to the table in every deal.

Speaker: Jeff Cochran, Partner, Shapiro Negotiations Institute

8 Stages for Rolling Out a Social Selling Program

Discover the 8 essential stages to launching a successful social selling program. Learn how to establish measurable goals, engage effectively, and lead with value to start trust-based conversations and drive results.

Key takeaways:

• Set clear goals and KPIs aligned with social selling objectives.
• Map and understand all stakeholders in the buyer's journey.
• Select the right tool stack to streamline engagement.
• Develop a content strategy that aligns with buyer needs.
• Build a value-centric profile that attracts and engages.
• Customize playbooks for daily and scalable activities.
• Enable teams with training, resources, and on-demand learning.
• Measure and coach for continuous improvement in social selling success.

Speakers: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link
Roderick Jefferson, Professional Speaker and Author of Sales Enablement 3.0

Executive Health: The Foundation of Your Success

Josh Hotsenpiller shares his story to highlight why your story matters. Many face conflicts in achieving goals, feeling valuable, and maintaining health. Through a focus on Executive Health, Josh emphasizes the importance of aligning personal identity, health, relationships, work, and purpose. When these elements are in harmony, you thrive, attract others, and are driven by purpose. Josh addresses the concept of enmeshment, where blurred boundaries hinder self-development. By setting boundaries, cultivating relationships, and managing responsibilities, you can reclaim your identity and thrive in every aspect of life. Join Josh on a mission to help you achieve holistic success and personal growth.

Speaker: Josh Hotsenpiller, President, CEO LIFE

From Chaos to Clarity: Bridge the Gap Between Your Sellers and Today's Buyers

Revenue leaders are under immense pressure to hit aggressive targets–often with dwindling pipelines and declining win rates. But as teams double down on refining internal processes and control mechanisms, many find themselves hitting a ceiling.

Why? Because these strategies, while necessary, often leave buyers out of the equation.

In this fast-paced, insight-packed session, Catherine Alexander, VP of Training Services at Corporate Visions, reveals groundbreaking research on the widening 'chaos gap' between sales teams and today's increasingly independent buyers.

You'll learn why relying solely on internal measures isn't enough to connect with modern buyers. Catherine will share a powerful new approach for transforming your commercial strategy—infusing agility, situational fluency, and differentiated messaging into your sales approach.

Speaker: Catherine Alexander, VP of Training Services, Corporate Visions

Mastering Your Sales Playbook Strategy

Gain a high-level understanding of the critical elements of an effective sales playbook. This session provides a concise yet impactful overview designed for sales leaders looking to enhance or develop a strategic playbook that aligns with their organization's unique needs.

Speaker: Vidal Graupera, Founder, Salesably

Mastering Negotiation: The Top 3 Sales Mistakes That Hold Your Team Back

In today's competitive sales landscape, mastering negotiation skills is crucial for driving revenue and building lasting client relationships. Yet even seasoned sales professionals fall into common negotiation traps that can erode value and damage trust. In this engaging session, RED BEAR Negotiation will dive into the top three negotiation mistakes that can derail deals and how to avoid them.

Learn why managing tension proactively is essential for maintaining control, especially in high-stakes negotiations where emotions can run high. Discover how an excessive focus on price can not only diminish your leverage but also risk the value perception of your offering—and what to do instead to keep the conversation centered on broader value. Finally, understand the critical role that concessions and a well-defined negotiation strategy play in avoiding costly compromises and achieving win-win outcomes.

Packed with actionable insights and practical strategies, this session will empower you to approach negotiations with confidence, sidestep common pitfalls, and maximize outcomes for both you and your clients. Join us to learn the skills and strategies that can turn even the toughest negotiations into growth opportunities.

Speaker: Vince Schuessler, Senior Client Advisor, RED BEAR Negotiation

Developing and Coaching Interpersonal Skills that Drive Growth

In today's workplace, technical skills are only half the equation. Success hinges on strong interpersonal skills – communicating effectively, building rapport, and navigating complex social dynamics. In this session, Carew Client Partner Kashina Cusson explores the challenge and importance of developing and coaching your team's essential interpersonal skills. Kashina will teach one of Carew's most dynamic and memorable training models, LAER: The Bonding Process®, which empowers leaders to create genuine connections with team members and enhance overall performance. You will discover practical techniques to improve communication, build trust, and create a more collaborative and positive work environment.

Speaker: Kashina Cusson, Client Partner, Carew International

Strategies for Managing AI Sales Agents

This session explores the issues and potential solutions for managing AI Sales Agents. Should a company own all the agents used by salespeople? How tight should the training guardrails be on the agents? Who owns the IP if an agent is trained on the unique requirements of individual sales reps? What happens to the agent when the salesperson leaves the company? Should Sales Reps be allowed to develop and deploy their own agents? If so, how do they register and protect the Agent IP they've developed? John will be happy to answer your questions during his presentation.

Speaker: John Stopper, Founder, NorthStar8

Using AI to Build Skill in Sales Conversations

Dr. Stefanie Boyer, RNMKRS Chief Science Officer and Bryant University Professor, will share insights from two decades of research on the science of learning and sales. Discover how AI technology and automation enhance conversation practice and feedback, drawing from data pulled from 600,000 role plays. This session offers insights into what research tells us about the future of sales training, improving learning efficiency, and boosting memory retention for sales professionals. Don't miss this game-changing session!

Speaker: Stefanie Boyer, Chief Science Officer, RNMKRS

How Salespeople Learn With AI

Monetizing artificial intelligence by adding actual intelligence. Convert your fear of AI to excitement about AI by understanding the one element missing from your ability to monetize this amazing new sales maker. Jeffrey Gitomer, King of Sales, will bring new insight, define the opportunity, and bring peace of mind to this amazing new opportunity in the world of sales.

Speaker: Jeffrey Gitomer, New York Times Bestselling Author