Agenda

AI-Enabled Change at Scale for Sales Teams

AI is transforming sales—but lasting behavior change still requires the right strategy. In this session, learn how to harness AI to turn the complexities of behavior change into explicit, repeatable actions backed by data and behavioral science. You'll discover how AI can identify skill gaps, personalize reinforcement, and deliver coaching at the moment sellers need it most. Walk away with practical strategies for using AI to drive consistent behavior change at scale while giving leaders greater visibility into adoption, progress, and business impact.

Speaker: Kate Lewis, Chief Product Officer, Richardson Sales Performance

Designed for the Moment of Choice – Just in Time, Not Just in Case

A lot of enterprises treat enablement as a candy shop: stock the shelves, hope people grab what they need. It's the "just in case" model – and it's creating a gap between AI ambition and what actually changes on the ground.

Dagmar Eisenbach argues for a different premise: enablement isn't just a program, it's infrastructure – and its challenge is to catch people at their Moment of Choice (MoC) where someone decides to go it alone or bring in help. Get that moment right, and technology adoption compounds. Miss it, and no amount of investment moves the needle.

Drawing on her work governing AI at board level and deploying it inside live enterprise operations, Dagmar makes the case that the real differentiator in the agentic era isn't purely the technology – it's the thinking behind it. Lead your agents well, as if they were people, fully knowing they are not. As she puts it: "If you're curious about your customer's business, everything else follows. The listening. The questions. The judgment an agent can't replicate. That's worth cultivating – in your team, and in yourself."

This session reframes the AI conversation from a technology question to a governance and leadership one – and answers the question every board and every CFO is really asking: is this actually changing the decisions that matter?

Speaker: Dagmar Eisenbach, Director of AI Enablement, Salesforce

Why Buyers Say Yes: The Neuroscience of Trust in Sales

Modern buyers don't make decisions on logic alone. Jeff reveals the neuroscience behind trust, showing how sales professionals can reduce uncertainty, strengthen relationships, and create the conditions that lead to faster, more confident buying decisions.

Speaker: Jeff Bloomfield, Founder and Chairman, Braintrust

Humanizing Selling in an AI World

As AI reshapes every stage of the buying journey, one skill is emerging as the ultimate differentiator: your humanity. Linda Richardson, the pioneer of consultative selling and founder of Richardson, joins Gerhard Gschwandtner for a fireside chat on her provocative new book, Humanizing Selling in an AI World. Linda introduces the Empathy-Assertiveness Framework and the concept of your "Silent Voice" – the emotional intelligence AI can't replicate. Backed by hard data showing empathy-trained sales teams outsell peers by double digits, this conversation reveals why the salespeople who thrive alongside AI will be the ones who lead with heart, not just algorithms.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Linda Richardson, Founder, Richardson & Author of Humanizing Selling in the Age of AI

Building the Agentic Sales Organization

Kris Billmaier, EVP & GM of Agentforce Sales at Salesforce, once corrected an interviewer's guess that reps waste 30-40% of their time on non-selling work – the real number, he said, is 60%. In this fireside chat, Kris joins Gerhard Gschwandtner to unpack what happens when that time comes back: agentified pipelines, headless CRM, and reps freed to do what only humans can. From his path as a Notre Dame team captain to leading Salesforce's largest cloud, Kris shares candid, personal insight into where AI ends and human judgment begins — and what the sales director role looks like five years from now.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Kris Billmaier, EVP & GM, Agentforce Sales & Growth Products, Salesforce

Confident Isn't the Same as Correct: A Look at Governed AI-Assisted Selling

Sixty-four percent of B2B leaders expect AI to reshape digital sales. Only 20 percent feel ready to act on it. That's where most agentic AI strategies stall: somewhere between the strategy deck and the first live deal.

Most AI tools can generate advice that sounds confident. Few can prove that advice is grounded in anything beyond a plausible guess.

In this session with Tim Riesterer, Chief Strategy Officer at Corporate Visions and Sangita Ghosh, AI Product Manager at Corporate Visions, you'll see what a governed AI standard looks like in practice. Not a set of guardrails bolted onto a chatbot, but a validated selling standard that shapes what an AI agent recommends in the context of a live deal.

You'll leave with:

• A clear way to tell confident-sounding AI apart from AI that's actually governed to a standard
• A concrete preview of what governed AI-assisted selling looks like in a real deal, not just a slide about it
• A lens for evaluating whether your own AI stack is coaching to a standard, or just sounding confident, before you commit to a platform

Speakers: Tim Riesterer, Chief Strategy Officer, Corporate Visions
Sangita Ghosh, AI Product Manager, Corporate Visions

Pre-Call Planning Mastery: How to Walk Into Every Sales Conversation Already Trusted

Here's the problem with most discovery calls: the rep shows up with a script instead of a picture of who they're actually talking to. Brynne Tillman's session flips that by pairing AI with LinkedIn and/or Sales Navigator to build real prospect intelligence before the meeting even starts.

You'll get her four-step process for turning a LinkedIn profile, a company website, and Account IQ data into a full pre-call report in minutes, along with the CRISPY™ prompt that runs the whole thing for you. The result is a meeting where your questions actually land because they're built on what's true about this person, not what's generic to their title.

If you're tired of researching prospects the slow way, or not researching them at all, this is the session that fixes it.

Speaker: Brynne Tillman, CEO and LinkedIn Whisperer, Social Sales Link

AI Sales Coaching Solutions: The Ethical Considerations

As the implementation of various AI Coaching Solutions accelerates, we discuss, what's legal, what's ethical and delve into questions like:

• Are you upskilling or actually down skilling your sales team?
• Are you harming your sales team emotionally and/or physically?
• What are your obligations for notifying your prospects of your AI use?
• Who is measuring and how are you measuring bias on sales rep scoring?

Moderator: Jeff Campbell, Head of AI Research, Sales 3.0 Labs
Panelists: Vjera Orbanic, Partner, Ethical Intelligence
Dr. Andrea Ruotolo, President, Canada, Global Council for Responsible AI

Rewiring B2B Sales with AI

In this session, Jennifer will explore how B2B sales leaders can move beyond fragmented AI pilots to create measurable growth impact. Drawing on McKinsey's latest insights on how growth champions are rewiring their commercial playbooks with AI, she will discuss how leading organizations use agentic AI, data, and digital tools to identify opportunities, deepen customer relationships, personalize engagement at scale, and improve seller productivity. The session will offer practical guidance on where AI creates the most value across the commercial journey—and what leaders must change in operating models, talent, and adoption to turn experimentation into sustained performance.

Speaker: Jennifer Stanley, Partner, McKinsey & Company

Ahead of the Market: How ADP Put AI Where Deals Get Decided

ADP, a global leader in payroll and HCM, will share how it moved beyond pilots to deploy AI across thousands of sellers in a highly regulated enterprise environment. The session covers what it took to earn seller trust, drive adoption, and make AI useful during live customer conversations. You'll hear how sellers use Hero® by Vivun to prepare, navigate calls, and move bigger deals forward faster. Join Matt Darrow, CEO of Vivun, with ADP's Matt Miller (Sr. DVP, Sales Operations Strategy & Planning) and Luke Shoemaker (Director of Strategic Initiatives, PreSales). Come with questions if you're making the same decision.

Moderator: Matt Darrow, Co-Founder and CEO, Vivun
Speakers: Matt Miller, Sr. DVP, Sales Operations Strategy & Planning, ADP
Luke Shoemaker, Director of Strategic Initiatives, PreSales, ADP

Everyone Bought the Same AI. Why Only Some Are Growing.

Before writing Growth IQ, Tiffani Bova spent years as a Gartner analyst and then as Salesforce's growth and innovation evangelist, watching companies copy one another's playbooks – and watching most of them fail. Her conclusion: growth tactics don't fail because they're wrong. They fail because they're deployed in the wrong sequence and the wrong context. The same move that transforms one company destroys another.

In this fireside chat, Tiffani explains why most AI sales deployments underperform: teams buy the tool everyone else bought, drop it into a broken process, and skip the sequencing question entirely. She unpacks what sequencing means when the thing you're deploying is an agent rather than a campaign, and how to tell whether a process is ready to be automated before you automate it. The uncomfortable premise: your AI isn't underperforming. Your order of operations is.

Moderator: Gerhard Gschwandtner, Founder and CEO, Selling Power
Speaker: Tiffani Bova, Chief Strategy and Research Officer, The Futurum Group & Author of GrowthIQ

The AI That Builds Sellers vs. The AI That Just Keeps Them Busy

Most sales organizations are pouring AI into the same system they've always run – automating outreach, accelerating activity, expecting the numbers to follow. But bolting AI onto a team that never built real proficiency just helps sellers do the wrong things faster. Productivity AI isn't development AI.

In this session, Bob Sanders makes the case for a different use of the technology: not to improve the individual operator, but to improve the operating system that drives sales execution – how sellers learn, practice, and get coached inside the flow of real selling. You'll see the weekly loop that builds skill instead of activity, and a glimpse of that system at work: AI scoring seller proficiency skill by skill, coaching in the moment. You'll leave able to tell the AI that manufactures activity from the AI that actually builds sellers – and with a simple way to measure the difference between them.

Speaker: Bob Sanders, CEO, Axiom Sales Kinetics

From Practice to Performance: The AI Coaching Loop in Action

A rep makes more calls in a week than a manager can coach in months. FunnelX turns every one of those calls into a learning opportunity.

Join FunnelX founder and CEO Steven Rodin to see why coaching has to happen before the call, during it, and after. Reps practice against AI buyers that push back with objections, need deeper discovery, or stall on next steps, and get scored against your sales framework instead of a generic checklist. Coaching cards fire mid-call, while the conversation is still live. Then the rep debriefs with an AI coach, and the manager sees where the skill gap sits.

Part story, part product walkthrough. You'll leave knowing how a continuous coaching loop helps your team ramp faster, hold to your sales framework, and perform in front of customers.

Speaker: Steven Rodin, Founder and CEO, FunnelX.ai

Why AI SDRs Failed, and What It Actually Takes

AI can write 1,000 personalized emails before lunch. That doesn't make it an SDR. If the system cannot decide who qualifies, which personas to reach, why now, ground its claims, pick the right pitch, and iterate with experiments, it isn't autonomous selling – it's AI slop at machine speed. In this session, Mike Wang performs an autopsy on today's AI SDR category and unpacks the seven layers needed for an AI system to turn leads and signals into meetings. You'll see real campaign examples, how to build your sales context "brain", and a practical scorecard for determining whether your outbound motion is ready to automate – or merely ready to scale more noise.

Speaker: Mike Wang, Co-Founder and CTO, Avina

Sell Alongside AI: A Live Walkthrough of Hero

Brett Crane, VP of Sales and Solutions at Vivun, runs Hero® live on a real sales call, start to finish. You'll see the prep a seller walks in with, what appears on screen when a prospect raises pricing or a competitor mid-call, and what the CRM looks like afterward without anyone typing notes. He'll cover discovery, objection handling, and follow-up, and take questions as he goes. Everything on screen is the working product. Come if you want to know what your reps would do differently on Monday.

Speaker: Brett Crane, VP of Sales and Solutions, Vivun