Speakers
Abe leads Deloitte's Sales Transformation Offering and helps the world's largest and fastest growing companies deliver better experiences for customers, partners, and sellers to drive profitable, Read full bio
Abe leads Deloitte's Sales Transformation Offering and helps the world's largest and fastest growing companies deliver better experiences for customers, partners, and sellers to drive profitable, sustainable growth. He helps address today's vital business and go-to-market challenges: (1) targeting new sources of profitable growth, (2) orchestrating omni-channel buying journeys and selling motions while transitioning to new business models, (3) delivering next-gen customer and seller experiences, and (4) implementing AI-powered solutions. Abe designs and develops commercial strategies, selling motions, customer and seller experiences, operating models, and digital capabilities. He leads large transformation initiatives from concept through execution, and implements digital platforms for lead to order, channel and sales enablement, and commercial planning and business management capabilities with best-of-breed cloud vendors. Prior to his thirteen years at Deloitte Digital, Abe owned and operated two successful small businesses, managed a retail and commercial-focused wireless telco sales team, and managed finance engagements as a licensed CPA. Close
Session: 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.
Richard is the Founder and CEO of Imparta, a global leader in performance improvement for customer-facing teams. Richard is the creator of the 3D Advantage® methodology, and a recognized thought Read full bio
Richard is the Founder and CEO of Imparta, a global leader in performance improvement for customer-facing teams. Richard is the creator of the 3D Advantage® methodology, and a recognized thought leader in a range of topics, from sales leadership, strategy and coaching, to new business sales, account management, negotiation, and customer success. Richard holds a first-class degree in engineering from Cambridge university in the UK, and an MBA with distinction from the Harvard Business School. Close
Session: Beyond Copilots, Coaching and Call Insights: Expert AI That Closes the Loop Between Sales Performance and Learning
Your sellers have more AI-generated insight than ever – and they're still discounting too early, losing on differentiation, and missing expansion signals in accounts they already own. The problem isn't information. It's knowing what good looks like before the event, and doing it in a live customer conversation.
Copilots give answers, conversation intelligence gives diagnosis, coaching platforms give practice, but each sits in its own tab, none understand your methodology, and not one closes the loop between what a seller just did and what they need to do differently next time.
Richard Barkey will show why this gap is where most organizations are leaking revenue, margin and cash, and how i-Coach.AI's orchestrated, agentic system closes that gap. Drawing on validated data from eight enterprise clients tracking 350 sellers over two years, he'll demonstrate what connected-loop AI enablement looks like when it's built on a genuine understanding of how buyers decide and how to change seller behavior.
You will learn:
- Why your AI stack isn't changing behavior – and why adding more point solutions makes the problem worse.
- What connected-loop enablement looks like – where every call assessment triggers the right learning, every learning moment feeds the next live deal, and managers see exactly who to coach on what.
- Where to start – how to diagnose the gaps in your current stack, and how the right orchestration allows you to close them.
- How i-Coach.AI delivered a validated $143,000 in additional revenue per seller per year, and drove behavior change in 4-6 weeks.
As a top leadership development CEO, Tricia Benn has a proven track record of driving double-digit growth year after year, transforming businesses through innovation, strategic partnerships, and Read full bio
As a top leadership development CEO, Tricia Benn has a proven track record of driving double-digit growth year after year, transforming businesses through innovation, strategic partnerships, and cutting-edge leadership strategies. A trusted advisor and mentor, Tricia guides top executives, founders, and investors in scaling their businesses, optimizing leadership, and navigating high-stakes decision-making with clarity and confidence. With unparalleled access to a global network of business leaders, Tricia fosters high-value connections that drive business acceleration, collaboration, and long-term success. As CEO of C-SUITE NETWORK™ and General Manager of The Hero Club, she has created a powerful ecosystem of executives, industry leaders, and investors focused on integrity, transparency, and meaningful business success. Close
Session: TBA
Cherilynn Castleman is a keynote speaker, Harvard instructor, and executive sales coach with 30+ years of Fortune 500 leadership experience. Known for her high energy and practical insights, she Read full bio
Cherilynn Castleman is a keynote speaker, Harvard instructor, and executive sales coach with 30+ years of Fortune 500 leadership experience. Known for her high energy and practical insights, she helps sales leaders build trust, embrace AI, and close bigger deals faster. She is the author of What's in the C.A.R.D.S.? and creator of the Udemy course Smart Tips: Sales, Master Relationship-Driven Selling via AI. Close
Session: 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.
Dr. Robert Cialdini
Regents' Professor Emeritus of Psychology and Marketing, Arizona State University
Dr. Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from the University of North Carolina and postdoctoral training Read full bio
Dr. Cialdini is Regents' Professor Emeritus of Psychology and Marketing at Arizona State University. Dr. Cialdini received his PhD from the University of North Carolina and postdoctoral training from Columbia University. He holds honorary doctoral degrees (Doctor Honoris Causa) from Georgetown University, University of Social Sciences and Humanities in Wroclaw, Poland and University of Basil in Switzerland.
He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and Stanford University's Graduate School of Business.
In recognition of his outstanding research achievements and contributions to behavioral science, Dr. Cialdini was elected to the American Academy of Arts & Sciences in 2018 and to the National Academy of Sciences in 2019.
Robert Cialdini is the author of the highly acclaimed and groundbreaking book, Influence: Psychology of Persuasion. The book is a New York Times Business bestseller. Fortune Magazine lists Influence in their "75 Smartest Business Books." CEO Read lists Influence in their "100 Best Business Books of All Time." His books, including Influence and Pre-Suasion, have sold more than 7 million copies in 44 different languages. Close
He has held Visiting Scholar appointments at Ohio State University, the University of California, the Annenberg School of Communications, and Stanford University's Graduate School of Business.
In recognition of his outstanding research achievements and contributions to behavioral science, Dr. Cialdini was elected to the American Academy of Arts & Sciences in 2018 and to the National Academy of Sciences in 2019.
Robert Cialdini is the author of the highly acclaimed and groundbreaking book, Influence: Psychology of Persuasion. The book is a New York Times Business bestseller. Fortune Magazine lists Influence in their "75 Smartest Business Books." CEO Read lists Influence in their "100 Best Business Books of All Time." His books, including Influence and Pre-Suasion, have sold more than 7 million copies in 44 different languages. Close
Session: Fireside Chat: 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.
Michael Eaton is a seasoned sales executive, entrepreneur, and innovator with more than three decades of experience leading national sales organizations and scaling startups into thriving Read full bio
Michael Eaton is a seasoned sales executive, entrepreneur, and innovator with more than three decades of experience leading national sales organizations and scaling startups into thriving enterprises. As the founder of Virtual Instinct, Michael has reimagined sales training through Virtual Sales Practice (VSP) immersive, experiential learning sessions where professional actors play customer personas, enabling sales teams to rehearse, refine, and strengthen their conversations. He also leads Improv for Sales programs, drawing on his 13+ years of improv and on-camera acting training to bring lessons into the sales arena, developing agility, confidence, and emotional intelligence in professionals. Previously, Michael served as Vice President of Sales at ERISAPros, where he built lasting partnerships with many of the nation's largest insurance brokers. Previously, he served as President of PowerTrade, where he helped transform the startup into a recognized industry leader. His career achievements include top-performer awards at Nextel and Intellivoice, as well as a 10-Year Growth & Leadership Award at ERISAPros. Michael is known for his ability to combine entrepreneurial thinking with a team-player attitude, excelling in strategic planning, leadership development, and building high-performing teams. His work continues to help organizations improve win rates, customer experience, and long-term growth through the power of practice. Topics of Expertise:
- Virtual Sales Practice & AI-assisted enablement
- Sales leadership & startup growth
- Improv and acting as tools for communication, influence, and presence
- Building resilient, high-performing teams
Session: Beyond the Script: Mastering High-Stakes Sales with AI Role-Play
Virtual Instinct, the only sales practice platform that combines AI-powered buyers with professional actors to build elite teams.
Dagmar is a leader in the field of agentic Human + AI co-creation and adoption — helping organizations move from experimenting with AI to using it responsibly and effectively in everyday work. Read full bio
Dagmar is a leader in the field of agentic Human + AI co-creation and adoption — helping organizations move from experimenting with AI to using it responsibly and effectively in everyday work. With 25+ years across Salesforce, HPE, and Unilever, she works at the intersection of Enablement, Leadership, and agentic systems, supporting leaders and boards in turning innovation into sustained impact. Dagmar's focus: making complexity navigable – and growth both measurable and humane. Close
Session: TBA
Dave is a vice president and research director serving B2B leaders focused on customer retention, growth, and advocacy and content strategy and operations. His analyst teams help clients succeed at Read full bio
Dave is a vice president and research director serving B2B leaders focused on customer retention, growth, and advocacy and content strategy and operations. His analyst teams help clients succeed at customer marketing, customer success, and customer advocacy, as well as content and communications innovation, strategy, and development.
Dave has over 25 years of marketing and customer engagement experience. Before rejoining Forrester, Dave was a principal analyst and desk lead at Insider Intelligence, where he led a team of analysts covering B2C and B2B marketing, CX, and demographics.
Dave is the coauthor of Marketing to the Entitled Consumer (Mascot Books, October 2018), has spoken at industry events around the world, and is widely quoted in marketing, business, and technology publications and national broadcast outlets.
Forrester's Research Director Dave Frankland reveals why go-to-market models built for the last decade are collapsing under the weight of AI, economic volatility, and a buyer who is invisible until the decision is nearly made. Forrester data shows that 55% of B2B deals are decided before a seller ever enters the conversation. Dave unpacks what Forrester calls the GTM Singularity – and introduces the ARC framework (Augmented, Resilient, Collaborative) that separates the companies headed for a black hole from those about to become supernovas. Close
Dave has over 25 years of marketing and customer engagement experience. Before rejoining Forrester, Dave was a principal analyst and desk lead at Insider Intelligence, where he led a team of analysts covering B2C and B2B marketing, CX, and demographics.
Dave is the coauthor of Marketing to the Entitled Consumer (Mascot Books, October 2018), has spoken at industry events around the world, and is widely quoted in marketing, business, and technology publications and national broadcast outlets.
Forrester's Research Director Dave Frankland reveals why go-to-market models built for the last decade are collapsing under the weight of AI, economic volatility, and a buyer who is invisible until the decision is nearly made. Forrester data shows that 55% of B2B deals are decided before a seller ever enters the conversation. Dave unpacks what Forrester calls the GTM Singularity – and introduces the ARC framework (Augmented, Resilient, Collaborative) that separates the companies headed for a black hole from those about to become supernovas. Close
Session: Fireside Chat: The GTM Singularity: Why the Old Rules Are Collapsing – and What Comes Next
In this candid conversation, customer intelligence expert Dave Frankland explores the evolving dynamics of buyer behavior, trust, and decision-making in the age of AI. He breaks down what today's revenue leaders must understand about customer expectations, data responsibility, and the shifting balance between human judgment and machine-driven insight.
Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on Read full bio
Gerhard Gschwandtner is the founder and CEO of Selling Power, a media company that produces the award-winning Selling Power magazine and Selling Power TV, a daily video interview series on sales success. He developed and hosts the Sales 3.0 Conference, which helps sales leaders integrate sales technologies into their sales organizations to create improved sales effectiveness and greater customer value. Over the course of three decades, he has interviewed some of the most successful leaders and experts in sales, business, sports, entertainment, and politics, including Mary Kay Ash, Marc Benioff, Michael Dell, George Foreman, Larry Ellison, Richard Branson, Jay Leno, Meg Whitman, and many more. Gerhard has studied the lives of hundreds of peak performers and worked with world-leading coaches and psychologists to create the unique, new Peak Performance Mindset training program. He is the author of 17 books on the subject of sales, management, and motivation and received the Sales & Marketing Executives International, Inc. 2010 Ambassador of Free Enterprise Award. Follow him on x at @gerhard20. Close
Session: Fireside Chat: 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.
Session: Fireside Chat: The GTM Singularity: Why the Old Rules Are Collapsing – and What Comes Next
In this candid conversation, customer intelligence expert Dave Frankland explores the evolving dynamics of buyer behavior, trust, and decision-making in the age of AI. He breaks down what today's revenue leaders must understand about customer expectations, data responsibility, and the shifting balance between human judgment and machine-driven insight.
I never intended to work in the sales industry but when the last name on my birth certificate read "Hunter," a sales career was meant to be. My journey in sales included multiple sales and Read full bio
I never intended to work in the sales industry but when the last name on my birth certificate read "Hunter," a sales career was meant to be. My journey in sales included multiple sales and leadership roles with three Fortune 500 companies. Those experiences provided the foundation for me to create the name, "The Sales Hunter" more than 20 years ago. That is when I began my lifestyle of consulting, speaking and writing about sales. Today, I am humbled by the many faces I meet as I travel the globe. My resumé says I specialize in business development, guiding organizations to find and retain high-quality prospects; however, it really boils down to relationships. I consider it an honor to connect with people each and every day. My passion for helping, training, and leading others has given me an opportunity to travel the globe. When not on the road, my home is in Omaha with my wife, Ann Marie, who believes in me the most. Close
Founder of uptime IT-Technologies GmbH (1994), which served the Austrian IT landscape and was later merged into Pipeliner CRM GmbH. Nikolaus's work there centered on building synergies, taking new Read full bio
Founder of uptime IT-Technologies GmbH (1994), which served the Austrian IT landscape and was later merged into Pipeliner CRM GmbH. Nikolaus's work there centered on building synergies, taking new paths, backing new ideas, and setting new standards. He was also responsible for World-Check, the financial-crime prevention software used today by most of the world's leading banks and later acquired by Thomson Reuters.
Initiator of the independent business platform GO AHEAD!, grounded in the principles of a free and socially responsible market economy. GO AHEAD! connects people with people, strengthens entrepreneurs' confidence in the freedom of values, self-responsibility, and entrepreneurial spirit, and creates the first incentives for healthy dynamism in the economy.
Mastermind behind the CRM platform now known as Coevera — originally launched as Pipeliner CRM. It began in 2011, when Nikolaus and a committed team of programmers set out to empower salespeople in managing their opportunities and to drive a paradigm shift in sales management worldwide. The platform grew into a backbone for sales pipeline management, helping companies of every size see and shape their future business.
CEO of Pipelinersales Corporation, the company behind the platform. In April 2026, the product was renamed from Pipeliner CRM to Coevera to reflect a broader ambition: an AI-native revenue platform built around Voyager AI (sales intelligence plus real-time, agentic sales assistance), the Automatizer no-code workflow engine, and. The company has also built a substantial global presence for SalesPOP!, its online multimedia magazine and podcast — now home to 1,640+ contributors, 21M+ views, and a top-2% global podcast ranking, and a go-to source for new directions in sales, sales management, entrepreneurship, and leadership.
Author of more than 100 eBooks on sales, sales management, entrepreneurship, and leadership, alongside hundreds of articles and blog posts on these and related topics.
Studied Protestant Theology in Los Angeles and Vienna, graduating with a Master's degree.
Based between Los Angeles and Vienna, he has lived in the United States for 14 years. He is married and a father of three. Close
Initiator of the independent business platform GO AHEAD!, grounded in the principles of a free and socially responsible market economy. GO AHEAD! connects people with people, strengthens entrepreneurs' confidence in the freedom of values, self-responsibility, and entrepreneurial spirit, and creates the first incentives for healthy dynamism in the economy.
Mastermind behind the CRM platform now known as Coevera — originally launched as Pipeliner CRM. It began in 2011, when Nikolaus and a committed team of programmers set out to empower salespeople in managing their opportunities and to drive a paradigm shift in sales management worldwide. The platform grew into a backbone for sales pipeline management, helping companies of every size see and shape their future business.
CEO of Pipelinersales Corporation, the company behind the platform. In April 2026, the product was renamed from Pipeliner CRM to Coevera to reflect a broader ambition: an AI-native revenue platform built around Voyager AI (sales intelligence plus real-time, agentic sales assistance), the Automatizer no-code workflow engine, and. The company has also built a substantial global presence for SalesPOP!, its online multimedia magazine and podcast — now home to 1,640+ contributors, 21M+ views, and a top-2% global podcast ranking, and a go-to source for new directions in sales, sales management, entrepreneurship, and leadership.
Author of more than 100 eBooks on sales, sales management, entrepreneurship, and leadership, alongside hundreds of articles and blog posts on these and related topics.
Studied Protestant Theology in Los Angeles and Vienna, graduating with a Master's degree.
Based between Los Angeles and Vienna, he has lived in the United States for 14 years. He is married and a father of three. Close
Session: The Network-Based CRM for the Agentic Era
Revenue lives in networks of relationships — not in records. Join founder Nikolaus Kimla as he explains exactly how Coevera is the system built for that fact.
Israel is an executive data-led growth strategist with a proven ability to lead GenAI-powered revenue enablement across both startups and global enterprises. With deep experience in SaaS, Read full bio
Israel is an executive data-led growth strategist with a proven ability to lead GenAI-powered revenue enablement across both startups and global enterprises. With deep experience in SaaS, manufacturing, and analytics consulting, he specializes in building predictive models, unifying fragmented data systems, and translating behavioral trends into scalable growth strategies. He helps companies modernize revenue operations, improve pipeline visibility, and deliver real-time insights that drive marketing, sales, and operational alignment. Israel's expertise helps organizations turn disjointed data into intelligent systems, accelerate strategic decisions, and unlock revenue performance through automation and executive reporting. Close
Session: 4-Alarm Buying Intent
In this quick-hit session, a BlueChimp Founder, Israel Kloss reveals the intent signals that should set your pipeline on fire. Learn how to spot real buying momentum, map the warmest path into an account, and act in the narrow timing window when trust, intent, and opportunity finally align.
As an established GTM and sales enablement leader, Jaren works alongside VPs and managers of sales, operations, marketing up to CXO level to drive revenue by rolling-out and reinforcing programs, Read full bio
As an established GTM and sales enablement leader, Jaren works alongside VPs and managers of sales, operations, marketing up to CXO level to drive revenue by rolling-out and reinforcing programs, tools and sales methods to enhance the efficiency and effectiveness of their global sales. With a background in sales excellence, communications, marketing and sales he has gained a unique skill set that allows him to manage cross departmental teams to create successful initiatives that elevate sales to the next level. Close
Session: The Agentic Enterprise: Driving Growth Through Human-AI Partnership
In today's dynamic market, sales leaders face the dual challenge of achieving ambitious growth targets while maximizing team efficiency. The conversation has shifted from if AI will impact sales to how to strategically integrate it to solve real business problems and elevate performance.
This panel brings together global enablement leaders to share proven strategies for building a future-ready sales force. We will explore how advanced AI tools, working hand-in-hand with human expertise, are transforming the sales pipeline—from lead qualification and consistent customer engagement to empowering sellers with actionable insights.
Join us to learn how to:
- Implement AI for Tangible Business Impact: Move beyond the hype to focus on practical, globally scalable use cases that drive measurable results.
- Empower Your Sales Team: Discover how AI can offload repetitive tasks, freeing sellers to focus on genuine customer relationships and strategic decision-making.
- Establish Strong Governance and Guardrails: Learn to implement a "human-in-the-loop" framework that ensures data quality, maintains trust, and provides clear guidelines for responsible AI use.
With over 15 years of experience in sales enablement, I focus on developing and executing practical strategies that improve sales team performance globally. At Mirakl, I lead initiatives that Read full bio
With over 15 years of experience in sales enablement, I focus on developing and executing practical strategies that improve sales team performance globally. At Mirakl, I lead initiatives that deliver measurable results, from equipping sales managers with actionable tools to enhancing reps' skills through targeted training programs. My work is centered on aligning sales enablement with business goals, ensuring teams are prepared to meet and exceed targets. Success at Mirakl comes from a straightforward, collaborative approach that values clear communication, cultural understanding, and a commitment to continuous improvement. Close
Session: The Agentic Enterprise: Driving Growth Through Human-AI Partnership
In today's dynamic market, sales leaders face the dual challenge of achieving ambitious growth targets while maximizing team efficiency. The conversation has shifted from if AI will impact sales to how to strategically integrate it to solve real business problems and elevate performance.
This panel brings together global enablement leaders to share proven strategies for building a future-ready sales force. We will explore how advanced AI tools, working hand-in-hand with human expertise, are transforming the sales pipeline—from lead qualification and consistent customer engagement to empowering sellers with actionable insights.
Join us to learn how to:
- Implement AI for Tangible Business Impact: Move beyond the hype to focus on practical, globally scalable use cases that drive measurable results.
- Empower Your Sales Team: Discover how AI can offload repetitive tasks, freeing sellers to focus on genuine customer relationships and strategic decision-making.
- Establish Strong Governance and Guardrails: Learn to implement a "human-in-the-loop" framework that ensures data quality, maintains trust, and provides clear guidelines for responsible AI use.
As the Managing Director and principal consultant of the Acelera Group, Lee brings 30+ years of hands-on sales leadership, optimization, engagement and enablement experience, including a decade of Read full bio
As the Managing Director and principal consultant of the Acelera Group, Lee brings 30+ years of hands-on sales leadership, optimization, engagement and enablement experience, including a decade of global sales enablement, sales transformation and new product launch work at Google and Oracle. He has run sales, built GTM and partner programs from scratch at multiple early-stage companies, including Phase Forward, Software.com, BAO, and others. With the primary goal of improving both client and their customer outcomes, Lee provides coaching services for enterprise sales leaders and individual contributors across a range of companies, industries and solutions. Lee specializes in the following areas:
- Building rigor around the use of the business value hypothesis, influence map and relationship back account
- Helping organizations to embrace a value selling mindset and methodology
- Fostering rep curiosity
- Facilitating the development of deep customer intimacy
- Creating team alignment and engaging customers through facilitated account planning
Session: You Are the Methodology: How Sales Leaders Win Together
Forty to sixty percent of B2B deals end in no decision. Not lost to a competitor, lost to inaction. The pipeline looks full. The conversion doesn't follow.
Most sales organizations respond by adding more – more training, more technology, more process. The numbers don't move. Something fundamental is missing.
The missing variable isn't what the seller does. It's how the seller shows up... and whether sales leadership has done the work to make that possible.
Lee Levitt explores that question through a real story: a deal that didn't move forward until the rep understood what was actually at stake for the customer. People could die. He then lays out a formal approach that gives leaders a clear model for developing that same discipline in their teams – without changing methodology, adding technology, or spending budget dollars.
Attendees will leave with a new lens for why deals stall, a conviction that the answer starts with them, and a question to bring back to their teams on Monday morning.
This isn't a mindset adjustment. It's a mindset upgrade – one that leads to significant increases in revenue contribution and customer adoption, retention, and profitability.
Seth brings more than 20 years of experience leading sales operations, service operations, and marketing organizations. He excels at leveraging data, process, and technology to drive growth in Read full bio
Seth brings more than 20 years of experience leading sales operations, service operations, and marketing organizations. He excels at leveraging data, process, and technology to drive growth in organizations of all sizes and in all industries. Before joining Forrester, Seth spent the last five years as a consultant and senior vice president leading sales operations and marketing organizations for multiple private equity-backed companies ranging in size from $200 million to $1 billion, where he was responsible for customer acquisition, sales execution, and compensation. Before going into private equity, Seth led sales operations for Carl Zeiss Meditec in the United States and held multiple executive sales and service roles at GE Healthcare, including leading sales operations for GE Life Sciences EMEA, building and running a global lean organization for the $3 billion life sciences division of GE Healthcare, and leading sales enablement for the US region (which represented $7 billion of GE Healthcare's revenue). Seth received a BA in marketing and a master's in finance from the University of La Verne, an MBA from the University of Oxford, and an MS in data science from Northwestern University. Close
Session: Delivering ROI on your Sales Training Investment
Generating a return on your Sandler investment is something every company feels, yet proving it with a clear ROI calculation is often challenging. Revenue directly tied to Sandler programs can be difficult to isolate, making the value seem intangible. In this session, we will:
- Break down the common challenges companies face when attempting to measure ROI
- Explain why these roadblocks exist and provide practical strategies to overcome them
- Walk through the steps to take to create a reliable ROI measurement framework, to ensure your Sandler investment is seen as both measurable and strategic
Robert M. Peterson, Ph.D., is a Clinical Professor of Sales at the Kelley School of Business, Indiana University. He holds degrees from Indiana University, George Washington University, and the Read full bio
Robert M. Peterson, Ph.D., is a Clinical Professor of Sales at the Kelley School of Business, Indiana University. He holds degrees from Indiana University, George Washington University, and the University of Memphis. Rob has received numerous national teaching awards, was a founding member of the Revenue Enablement Society, and served as editor of the Journal of Selling for 13 years. When he's not teaching or researching, Rob enjoys making wine and is a graduate of the Second City Improv program. Close
Session: TBA
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 Read full bio
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. Close
Session: 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.
Aaron Ross is a global speaker, advisor and the author of From Impossible To Inevitable (with Jason Lemkin) the #1 SaaS book according to BookAuthority, and of Predictable Revenue (called the "Sales Read full bio
Aaron Ross is a global speaker, advisor and the author of From Impossible To Inevitable (with Jason Lemkin) the #1 SaaS book according to BookAuthority, and of Predictable Revenue (called the "Sales Bible of Silicon Valley") about sales systems that helped Salesforce.com, Twilio, Zuora and other companies create billions. Aaron is married with 10 children (half through adoption), and lives in Edinburgh, UK. Aaron is on the boards of ValueCore.ai, Administrate and Nuvini. For the latest see his LinkedIn. Close
Session: Create Predictable Revenue In An Unpredictable World
The world is fuller than ever with silver bullet promises. Aaron Ross, author of Predictable Revenue, shares how leaders can cut through fake LinkedIn news to build a clearer path to pipeline. He and his co-author of an upcoming sales book are showing that even in May 2026 cold outreach techniques can create relationships (not just responses) with CEOs of billion dollar companies.
Attendees will learn how to:
- Why sales teams default to handling demand, not creating it.
- Narrow to Win: stop chasing so many customers and focus where growth is most likely.
- Start With Your Base: turn customers, proof, referrals, and relationships into pipeline.
- Add One Layer: build one growth motion before adding another.
- Use AI as a support tool without letting it become another shiny-object distraction.
Avi directs product strategy and AI workflow rollouts. With a background at KoreAI and Salesforce, he focuses on bringing reasoning-grade AI to enterprise revenue teams through deeply embedded Read full bio
Avi directs product strategy and AI workflow rollouts. With a background at KoreAI and Salesforce, he focuses on bringing reasoning-grade AI to enterprise revenue teams through deeply embedded product workflows. Close
Session: TBA
Jeff Seeley is Chief Executive Officer of Carew International, a leading sales training and leadership development provider. Prior to becoming CEO in 2001, Jeff had been affiliated with the Carew Read full bio
Jeff Seeley is Chief Executive Officer of Carew International, a leading sales training and leadership development provider. Prior to becoming CEO in 2001, Jeff had been affiliated with the Carew organization for over 20 years as a customer, board member and executive team member. Seeley came to Carew International from Hillenbrand Industries (NYSE – HI), a Fortune 1000 Company, where he served as Senior Executive Vice President in charge of sales, marketing and corporate development for a $1.4 billion segment. Throughout his 13-year tenure at Hillenbrand, Jeff also held executive leadership positions in strategic planning, mergers and acquisitions, international business and operations. Today, Seeley enjoys a leadership role in the training industry and business community. He is a frequent keynote speaker at industry events, national corporate sales meetings and professional conferences, as well as a widely published author of articles and white papers. Under his leadership, the Carew organization has been consistently named among the best sales training companies by Selling Power Magazine. Seeley is a graduate of Central Michigan University, where Carew International helped establish the nationally recognized CMU Professional Sales Institute. Close
Session: TBA
I am a high energy executive who thrives in fast moving and transforming environments with a proven track record of driving successful sales performance optimization and value creation. Strong Sales Read full bio
I am a high energy executive who thrives in fast moving and transforming environments with a proven track record of driving successful sales performance optimization and value creation. Strong Sales Operations & Sales Development executive with expertise in the cloud and software industry. Authentic and inspiring leader to build and motivate extraordinary team performance by hiring great talents. Passion is on mentoring and empowering young leaders, in particular women in business, paired with a constant observation of innovation and social environment changes. Close
Session: The Agentic Enterprise: Driving Growth Through Human-AI Partnership
In today's dynamic market, sales leaders face the dual challenge of achieving ambitious growth targets while maximizing team efficiency. The conversation has shifted from if AI will impact sales to how to strategically integrate it to solve real business problems and elevate performance.
This panel brings together global enablement leaders to share proven strategies for building a future-ready sales force. We will explore how advanced AI tools, working hand-in-hand with human expertise, are transforming the sales pipeline—from lead qualification and consistent customer engagement to empowering sellers with actionable insights.
Join us to learn how to:
- Implement AI for Tangible Business Impact: Move beyond the hype to focus on practical, globally scalable use cases that drive measurable results.
- Empower Your Sales Team: Discover how AI can offload repetitive tasks, freeing sellers to focus on genuine customer relationships and strategic decision-making.
- Establish Strong Governance and Guardrails: Learn to implement a "human-in-the-loop" framework that ensures data quality, maintains trust, and provides clear guidelines for responsible AI use.
David W. Tollen is one of the industry's leading authorities on software licenses and sales of artificial intelligence, cloud computing, and other forms of IT. He is the author of the American Bar Read full bio
David W. Tollen is one of the industry's leading authorities on software licenses and sales of artificial intelligence, cloud computing, and other forms of IT. He is the author of the American Bar Association's bestseller, The Tech Contracts Handbook. And he has served as Vice President of Business Development for a technology company and as General Counsel for a publicly traded software company. David also founded two successful businesses, and he is an attorney, expert witness, and instructor at U.C. Berkeley Law School.
David provides training on IT contract drafting and negotiation through his company, Tech Contracts Academy. His trainings include programs for salespeople, as well as contract managers and lawyers – provided live and on-demand.
David also drafts and negotiates technology-related contracts with Sycamore Legal, P.C., a boutique law firm he founded in the San Francisco Bay Area.
Through Tech Contracts Academy and Sycamore Legal, David has represented and trained some of the largest and most influential companies and agencies in the world. He graduated with honors from Harvard Law School and has degrees from Cambridge University in England and U.C. Berkeley. Close
David provides training on IT contract drafting and negotiation through his company, Tech Contracts Academy. His trainings include programs for salespeople, as well as contract managers and lawyers – provided live and on-demand.
David also drafts and negotiates technology-related contracts with Sycamore Legal, P.C., a boutique law firm he founded in the San Francisco Bay Area.
Through Tech Contracts Academy and Sycamore Legal, David has represented and trained some of the largest and most influential companies and agencies in the world. He graduated with honors from Harvard Law School and has degrees from Cambridge University in England and U.C. Berkeley. Close
Session: Avoiding Contract Sticker-Shock: User-Friendly Tips for Salespeople
Contract sticker-shock blocks a lot of sales and delays many more, so you'd think we'd do anything to prevent it. But only a few salespeople address it proactively. Yet you don't have to become a junior lawyer to explain your side’s tough terms and demands in advance, before the shock sets in – or to collect your customer’s contacting priorities and prepare your own side to address them. You just need some contract basics. That prep gives great salespeople the tools to mediate between Legal and the customer, reducing negotiation delay and saving shaky sales. And that's how we get it done. "Always be closing" really should be "always be contracting."
David L. Varner is the founder of The Millau Group Global and the creator of The Sales Checklist™, an evidence-based sales framework designed to improve sales execution, forecasting accuracy, Read full bio
David L. Varner is the founder of The Millau Group Global and the creator of The Sales Checklist™, an evidence-based sales framework designed to improve sales execution, forecasting accuracy, coaching effectiveness, and AI readiness. With more than 40 years of experience as a business owner, engineer, sales leader, and management consultant, David has helped organizations across a wide range of industries improve sales performance and accelerate growth.
David has trained hundreds of companies and thousands of sales professionals globally, helping them improve sales effectiveness, forecasting accuracy, leadership alignment, and revenue performance. He is the author of The Sales Checklist™ — Get It Right Every Time, a methodology that helps organizations move from opinion-based selling to evidence-based sales execution—the foundation for accurate forecasting, effective coaching, and successful AI adoption. Close
David has trained hundreds of companies and thousands of sales professionals globally, helping them improve sales effectiveness, forecasting accuracy, leadership alignment, and revenue performance. He is the author of The Sales Checklist™ — Get It Right Every Time, a methodology that helps organizations move from opinion-based selling to evidence-based sales execution—the foundation for accurate forecasting, effective coaching, and successful AI adoption. Close
Session: Why Most AI Sales Initiatives Fail – And What Sales Leaders Must Fix First
Everyone talks about why AI sales initiatives fail. This webinar shows sales leaders what must be fixed before AI can succeed—and exactly how to do it.
Attendees will learn why AI can only perform as well as the sales processes, behaviors, and data it learns from, and how inconsistent qualification, coaching, forecasting, and deal evaluation often limit AI effectiveness and business impact.
Participants will also receive access to an AI Readiness Assessment, a Sales Execution Readiness Assessment, and an Evidence-Based Opportunity Assessment. These assessments provide personalized benchmarks, identify critical gaps, prioritize improvement opportunities, and deliver practical recommendations for building the evidence-based sales foundation required for reliable AI outcomes, more accurate forecasting, stronger coaching, and improved sales performance.
Whether your organization is evaluating AI, implementing AI, or struggling to achieve the expected return on AI investments, this webinar will provide a practical roadmap for improving sales execution and creating the conditions necessary for AI success.
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