About
Tim Riesterer, Chief Strategy Officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and engaging keynotes, he's spent decades testing and refining go-to-market strategies that put buyers squarely at the center. Tim is the author of four insightful books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.
Session
SESSION
SPEAKER
Day 1 · Wednesday, December 2, 2026
1:20 pm - 1:40 pm ET
Is the AI Right? How to Keep Seller Judgment in the Workflow
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:
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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
