Agenda

Master Now, Lead Now, Watch Now: A Sales Leader's Playbook for the AI Era

Most sales leaders are trying to learn every AI technology at once. That's the wrong strategy. In this conversation, Cherilynn Castleman shares the Three Rings framework she built. A clear playbook for what to teach your team now, what to lead on now, and what to simply watch. Drawing on current research the changing Sales Technology Landscape, she gives sales leaders a way to cut through the noise and decide where to invest in 2026.

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

Build the Human Sales Competencies That Drive Seller Performance in an AI-Driven Market

As AI reshapes B2B sales, buyers place even greater value on human expertise, trust, and credibility in complex deals. In fact, while buyers once appeared to prefer rep-free experiences, recent data shows many now want sales experiences that prioritize human interaction over AI—especially at critical decision points in complex, high-stakes transactions.

In this session, Tim Riesterer, Chief Strategy Officer of Corporate Visions, will show sales and revenue leaders how to identify the seller competencies and buyer interactions that most influence decisions, use AI and performance data to pinpoint skill gaps and coaching priorities, and scale the human moments that improve seller performance in the conversations that matter most.

Speaker: Tim Riesterer, Chief Strategy Officer, Corporate Visions

When Decisions Multiply: The New Shape of Revenue Acceleration

Every revenue leader is running the same play: more AI for sellers, faster outreach, smarter forecasts. Cycles keep stretching anyway. Today's enterprise deal involves ten to thirteen stakeholders, each with their own questions, risks, and approval rights. Data accelerates information, but uncertainty multiplies decision-makers, and decisions slow. Acceleration in this environment isn't faster sellers running the same motion. It's a different operating model, designed for how decisions actually get made now. Drawing on Deloitte's 2026 Future of Sales research, this session lays out what's changed, what leaders are doing differently, and how to treat consensus speed as a measurable revenue lever.

Speaker: Abe Awasthi, Sales Transformation Offering Leader, Deloitte Digital

The 7 Levers of Influence: What Every Revenue Leader Must Master in the Age of AI

After 35 years studying why people say yes, Dr. Robert Cialdini has one surprising conclusion: human psychology hasn't changed – but almost everything else has. In this rare fireside chat, the world's foremost authority on influence reveals how the seven principles of persuasion – including Unity, his newest and most powerful discovery – apply directly to today's AI-driven, buyer-controlled sales environment. Learn why asking for advice beats asking for opinion every time, why admitting a weakness early builds more trust than any strength claim, and why the words "we" and "us" outperform "I" and "you" in every high-stakes conversation. Practical, research-backed, and immediately actionable.

Speaker: Dr. Robert Cialdini, Regents' Professor Emeritus of Psychology and Marketing, Arizona State University