Agenda

Your buyers have already researched you with AI, and many are drowning in data. What they need now is a seller they can trust. In this fireside chat, legendary sales trainer Linda Richardson joins Gerhard Gschwandtner to discuss her new book, Humanizing Selling in an AI World. Linda explains why emotional intelligence is the one competitive advantage AI cannot copy, and how sellers can learn to choose between empathy and assertiveness in every customer moment. Enablement and sales leaders will leave with practical ideas for coaching, training, and reinvesting AI-saved time into the human skills that win business.

Dr. Diane Hamilton has spent her career studying what makes people curious, and what quietly shuts that curiosity down. In this fireside chat, she joins Gerhard Gschwandtner to explore her new book, Adaptive Curiosity, and the research behind it: eighty percent of working people tie their identity directly to their job, which means AI absorbing parts of that job threatens more than just tasks, it threatens meaning. Diane shares the four pathways that actually sustain purpose at work and the four hidden factors that block curiosity in the first place. A candid, unscripted conversation for anyone rethinking what their role becomes next.

Why do buyers hesitate even when they believe in your solution? The answer often lies in trust. In this neuroscience-backed session, Jeff Bloomfield explores the hidden trust decisions that influence buyer behavior, why traditional selling approaches can unintentionally create resistance, and how sellers can build the confidence buyers need to move forward. Attendees will discover how to close the trust gap, reduce buyer hesitation, and turn stronger relationships into measurable sales performance.

Your personality shapes every sales conversation, from building trust to responding to objections. In Selling Beyond Your Style, Merrick Rosenberg brings the Eagle, Parrot, Dove, and Owl personalities to life, showing salespeople how to recognize a buyer's style, adapt their approach, and use their own strengths more effectively. Through entertaining stories and practical strategies, Merrick reveals how to spot behavioral clues before and during a sales call, work more effectively with subject matter experts, and integrate personality insights into any existing sales process. Most importantly, participants discover how to move beyond their natural tendencies and tap into all four styles to connect with more customers, build stronger relationships, and win more sales.

Sellers can learn how to use an AI tool. The tougher skill is knowing when to question what it recommends.

New research from Corporate Visions found that sellers followed flawed AI-generated plans nearly as often as sound ones. They also felt just as confident heading into the meeting. When sellers followed flawed AI guidance, they performed worse than reps who never opened the tool.

As AI becomes part of how sellers prepare for calls, forecast deals, and get coached, leaders need to test its recommendations, catch missing deal context, and keep sellers thinking for themselves.

In this session with Tim Riesterer, Chief Strategy Officer at Corporate Visions, you'll get practical guidance for building teams that know how to use AI and evaluate its output.

You'll discover:

• Why skilled sellers defer to flawed guidance
• What should govern AI recommendations across the sales tech stack
• How leaders can keep seller judgment sharp as AI becomes part of daily selling

AI agents are joining the sales org chart, and the playbook can't keep up. In this unscripted fireside chat, Dagmar Eisenbach, Director of AI Create Enablement at Salesforce Germany, joins Gerhard Gschwandtner to think out loud about where B2B selling is headed. They explore how seller roles shift when agents take on real work, what happens when buyers send their own agents to research and negotiate, why the future may splinter differently across industries, and what leadership means when part of the team isn't human. No slides, no pitch — just a conversation about leading agents well, knowing they aren't people.

Your LinkedIn account keeps a record of every connection you've made, every message you've exchanged in the last 5 years+, and every endorsement and recommendation that has passed between you and the people you know, yet very few sellers ever download it. In this 30-minute session, Brynne Tillman, CEO of Social Sales Link and co-author of The LinkedIn Edge, shows you how to turn that archive into a scored list of prospects and networking partners you can reach out to this week, each with a reason to connect that's grounded in a relationship you already have.

In this session, you'll learn how to:

• Request your LinkedIn data export and find the files that matter most, including Connections.csv, messages.csv, Endorsements.csv, and your Recommendations.
• Read those files together so you can spot the difference between a connection you've messaged and who endorsed you for a skill you sell, and someone who accepted your invite years ago and never spoke to you again.
• Set your own scoring criteria, such as industry, title, company size, relationship strength, and how recently you've been in touch.
• Run a structured AI prompt that scores every contact and sorts them into prospects who fit your ideal buyer and partners who serve the same buyers and could make introductions.
• Build a short outreach list from the results that you can act on before the week is over.

Request your LinkedIn data export at least 24 hours before the session at https://www.linkedin.com/mypreferences/d/download-my-data, and choose the full archive so you receive your messages, endorsements, and recommendations along with your connections, since that version can take up to 24 hours to arrive.

AI is speeding up the clock on every revenue team. Reps use their own tools, content multiplies faster than anyone can govern it, and sellers face more noise than ever. AI doesn't replace your maturity. It amplifies it. In this panel, Noah Koff will facilitate enablement leaders from Stripe, Affirm, and GRW.ai to share what's working on their teams: keeping humans in the loop, governing what reaches the field, and measuring real behavior change, not activity. You'll leave with practical guardrails and first steps to tame the chaos, so your team wins with AI instead of drowning in it.

How 10,836 Matched Assessments Expose the Seller Blind Spot

Customer surveys tell you what buyers say. But do your sellers know what each key buyer would say before they see the results? Across 43 studies and 10,836 matched assessments, where account managers predicted a named buyer's answers before the buyer responded, 71% of account teams had at least one material blind spot. Those gaps hide revenue risk when teams overrate weak relationships, and growth when they underrate strong ones.

Tom Cates shares a patented, buyer-level approach built for high-value B2B relationships and shows how to put the gaps to work. You'll take back:

• Revenue leaders: how to spot where seller assumptions hide retention risk and unclaimed growth.
• Strategic account leaders: how to close the gap between what your team predicts and what each named buyer actually says.
• Enablement leaders: how to turn buyer-level gaps into coaching priorities for each seller.
• Training leaders: how to use recurring gaps across sellers to focus your curriculum.

Everyone leaves with a practical team exercise and five questions to use on Monday.

Dr. Christman teaches you how to read people more effectively and understand the psychology and power of influence. You will be able to grow your business, build better relationships, create a cohesive brand, and create better teams with these proven techniques. Learn to communicate so that your company or brand message engages new prospects and leads to new customers. This is a wonderful program for organizations that want to help their employees to understand and adopt the practices necessary to become better teammates, increase customer relations and improve sales profits.

• Learn simple but effective techniques to improve sales
• Learn how to improve customer relations by reading people
• Learn how to sell yourself and your organization with proven persuasion techniques

Download a complimentary copy of his best-selling book at https://drcarlreadsminds.com/sales/

Your executives want a return on their investment. Your managers need support that holds up in the field. Your sellers need content and coaching they can use in their next customer conversations.

Learn about three frameworks for connecting those needs: ACTS for operational foundations, the INVEST triangle for investments and organizational partnerships, and COACH for leading people and designing programs around your customer.

In your organization, is enablement a cost center or a revenue driver – and what would it take to change that?

With unprecedented investments in AI, automation, and sales technology, why are so many organizations still struggling to achieve predictable revenue growth?

AI is transforming sales at extraordinary speed. Yet technology alone cannot create accountability, build trust, inspire performance, or close the gap between strategy and execution.

The next competitive advantage in sales won't come from simply adopting more technology. It will come from leaders who know how to align people, processes, and AI to create a culture where performance is intentional, accountability is embraced, and revenue growth becomes repeatable.

In this provocative executive discussion, we'll challenge conventional thinking about sales enablement, leadership, and the role of AI in driving business results.

We'll explore why automating broken processes only accelerates failure, why accountability must be built into organizational culture rather than imposed through management, and how the most effective sales organizations are using AI to elevate—not replace—the human relationships that drive meaningful business outcomes.

The enablement technology problem isn't a lack of capability. It's what organizations do with it. Today's platforms offer increasingly powerful AI, coaching, analytics, content, and workflow capabilities, yet technology alone doesn't change seller behavior or improve revenue performance. Drawing on Forrester's latest Wave research, this session looks beyond features and functionality to the organizational practices that turn technology investments into impact, and where enablement leaders should focus next.

Calix CEO Michael Weening once followed a reluctant CFO nine floors down to his car to close a $250,000 deal. Today he channels that same competitive drive into making others successful. In this candid, wide-ranging fireside chat with Selling Power founder Gerhard Gschwandtner, Weening shares how he went from quota carrier to CEO, why tolerating poor performance is unfair to the whole team, and why he tells employees, "Don't let me be wrong." He also explains why companies should buy before they build AI, map the work before automating it, and why human sellers still matter in complex, long-cycle deals.

High Trust. High Touch. High Tech. How to Amplify Human Potential and Accelerate Sales Performance in the Age of AI

The greatest competitive advantage in the age of AI isn't artificial intelligence. It's amplified human intelligence. In this session, Todd Duncan, 3x New York Times bestselling author of High Trust Selling, shares the three forces transforming sales today: High Trust, High Touch, and High Tech. Learn why technology should never replace human connection, but multiply its impact, and discover how to move your team from occasional training to continuous transformation. Walk away with a new model for developing sales talent that turns learning into practice, and practice into performance.

Why customer evidence—not simply more sales activity—is the missing standard for AI-enabled selling.

AI is making salespeople busier than ever. More prospecting emails, more customer research, more proposals, more follow-ups—and an almost unlimited number of new sales tools.

But are we becoming better at selling, or simply more efficient at staying busy?

As organizations embrace AI, are we losing sight of the fundamentals that actually advance a sale? Does the customer have a compelling reason to act? Are we engaging the right decision influencers? Do we understand how decisions are made? And most importantly, what has the customer actually confirmed?

Sales activity is easy to measure. Customer-verified progress is harder. Yet it's that evidence—not salesperson confidence—that should guide opportunity reviews, coaching, and forecasts.

In this provocative session, Dave Varner, author of The Sales Checklist—The End of Opinion-Based Selling™, challenges sales leaders to reconsider whether AI is making their teams more strategic—or simply busier.

Discover how a consistent standard of customer evidence can bring greater discipline to selling, with AI making the fundamentals easier to execute rather than adding complexity.

Three Minutes. One Opportunity. Discover What You May Be Missing.

Take the Three-Minute Sales Checklist Assessment

What Participants Will Gain

• Distinguish busy from strategic: Recognize the difference between sales activity and customer-verified progress.
• Improve opportunity reviews and coaching: Identify missing customer evidence, uncover potential risks, and focus on meaningful next actions.
• Make AI more effective: Apply a consistent evidence standard so AI reinforces the fundamentals of selling rather than adding complexity.
• Put the approach into practice: Use the three-minute Sales Checklist Assessment to evaluate a real opportunity and identify where greater customer understanding is needed.

Based on Mark's newest book, Integrity First Selling: How to Create Better Sales with Better Customers, this keynote addresses the realities of today's sales environment. Customers are more skeptical, trust is harder to earn, and buying decisions take longer than ever. In this new landscape, integrity-first selling is essential. This keynote shows how building genuine, authentic relationships is the most effective sales process for today's customers in an AI driven world.

Attendee Outcomes:

• Learn how to build relationships to generate steady stream of referrals and repeat sales.
• Create long-term success with customers without compromising your ethics.
• Knowing how selling with integrity will increase margins and grow sales.
• Learn how building authentic, trust centered relationships attracts better customers.

Great leaders are defined not by what they get, but by what they give. This session explores the mindset that turns purpose into performance. Discover why a powerful "why" reveals the "how," and how to stay positive and passionate through uncertainty and adversity. Learn to lead with curiosity, challenge your assumptions, and seek the "third right answer." Simplify the complex by thinking "delete" before adding more, master your tools, and stop confusing activity with productivity. Use the Five Whys to solve problems at the root. Shift from "me-opic" to "we-opic," ride the wave of change, and have fun leading. Leave ready to answer one question: What legacy am I leaving?