Registration and Morning Coffee
Harnessing AI to Elevate Sales Success
This session explores how sales leaders can leverage AI to drive efficiency, enhance client engagement, and achieve measurable results. Attendees will gain insights into AI's transformative role in sales, from automating repetitive tasks like data entry and follow-ups to harnessing predictive analytics for improved lead prioritization and customer engagement. The discussion will introduce agentic AI—AI systems capable of proactive, goal-directed actions without continuous human intervention—highlighting its potential to revolutionize sales by independently optimizing strategies, adapting to changing market conditions, and personalizing outreach at scale. Real-world use cases from various vendors will demonstrate the practical applications of AI in boosting close rates, streamlining operations, and improving customer satisfaction. The session will also provide actionable guidance on building a compelling business case for AI investments, including identifying pain points, quantifying ROI through metrics like time savings and revenue growth, and aligning AI capabilities with broader business objectives. Attendees will leave with a roadmap to harness AI's potential, including agentic AI, to unlock their teams' full potential and secure management buy-in for transformative initiatives.
Ozge Saritosun Kurtoglu, VP Sales Excellence, Honeywell
AI-Powered Selling: Work Smarter, Not Harder with Transformative Technology
In today’s competitive sales environment, sellers face increasing challenges, from navigating complex decision-making processes to managing vast amounts of data. While technology has streamlined some aspects of selling, it has also added layers of complexity, leaving many sales professionals bogged down by administrative tasks and struggling to personalize outreach effectively. Enter AI-Powered Selling: a transformative approach that leverages Artificial Intelligence to simplify the sales process by automating tedious tasks, enabling teams to focus on building relationships and closing deals. This session will provide actionable insights into how AI can help sales teams work smarter, not harder, by identifying the right tools, pinpointing starting points for adoption, and showcasing real-world use cases. Walk away with a clear understanding of how AI can amplify the human touch in sales, streamline workflows, and drive measurable results.
Jordan Ledwein , The AI Sales Guy, Sandler Trainer & HubSpot Partner
Integrating Technology to Elevate Sales Success
Discover how to transform your sales strategies with cutting-edge technology in this session led by William Keys. Explore actionable approaches to integrating innovative tools into your sales processes to boost efficiency, enhance client engagement, and drive measurable results. Learn how technology can streamline operations and maximize your team's potential to achieve greater success.
William Keys, Senior Director of Digital Sales, JLL Technologies
Lunch for Speakers and Delegates
Selling with Emotional Intelligence
In today’s competitive sales environment, success goes beyond mastering traditional techniques—it requires understanding and leveraging emotional intelligence (EI). Join Kyle from Netflix as he explores how EI can transform your sales approach, enhance client relationships, and drive meaningful results. This session will dive into practical strategies for recognizing and managing emotions, fostering empathy, and building trust with clients. Learn how to navigate complex conversations, create deeper connections, and tailor your messaging to resonate on a personal level. Whether you're leading a team or closing deals, this session will equip you with the tools to sell smarter and more authentically.
Kyle Pickett, Global Sales Enablement, Netflix
Elevating Customer Satisfaction Through Strategic Sales Enablement
Investing in sales enablement is an important step towards increasing customer satisfaction. It's also an area sometimes forgotten.
During this session, we will focus on sharing how to build an effective organizational structure and highlight the objectives of an impactful sales enablement team, sharing what best-in-class looks like and how enablement can drive measurable company results whilst equipping teams to deeply understand buyer needs and strategically align their approach with business objectives. You will leave with concrete steps to focus on as you build or enhance your sales enablement function.
Scott Konkol, Vice President, Sales Enablement, Varonis
Strategies to Outperform the Competition and Win More Deals
Most companies do not have a dedicated Competitive Intelligence function to keep abreast of their competitors. Instead, CI is done off the side of someone’s desk and its output either does not land with sales, or if it does, it’s not in a format suitable for sales conversations. Given the above reality, how can Enablers equip the Sales team to win more deals against key competitors without additional dollars spent on demand and lead generation? This session will provide a framework for enablers to focus on activities that yield the greatest impact when it comes to increasing their sales teams’ share of competitive wins. Key themes of this session include: - Why you need (at least some) competitive enablement - How to gain competitive insights that are valuable for sales - The types of messaging that resonate with prospects - How to ready your sales team to increase win rates
Hermann Handa, Director, Sales Effectiveness, FCT
Networking and Refreshment Break
Building a High-Impact Sales Enablement Team
In this session, Dina will share her expertise on how to successfully build and structure a sales enablement team. She will cover essential strategies for aligning sales enablement initiatives with organizational goals, creating a team framework that drives efficiency, and equipping sales teams with the tools they need to succeed. Whether you're starting from scratch or refining your current approach, Dina's insights will provide actionable steps to enhance your sales enablement efforts.
Dina Berger, Global Sales Enablement Lead for Premium Support, Amazon Web Services
What Your Sales Enablement Team Wished You Knew (but is Probably Too Scared to Tell You)
In this interactive session, we’ll go inside the science of high performing, lightning-fast pace of cybersecurity sales enablement to share enablement insights that will help every sales leader unlock the full potential of their team. Discover neuroscience-backed strategies that help your sellers master skills faster, close deals quicker, and maximize ROI on every second you spend on enablement—and exactly what actions to take to get there.
Sean Earhard, Global Director of Cybersecurity Seller Enablement, Cisco
End of Day One
A Full Day Workshop: Unlocking the Sales Legend Within: Mastering the Art of Relationship-Driven Selling
Are you ready to elevate your sales game and transform your approach to building lasting client relationships? Join us for an inspiring workshop designed to equip you with the powerful tools and strategies of the Sales Legend selling program. This comprehensive course will guide you through the eight essential steps that not only drive sales but also foster deep, meaningful connections with your clients.
In this interactive workshop, you will delve into the psychology of sales, learn to navigate the complexities of client interactions, and master the art of impactful communication. With hands-on activities and real-world scenarios, you’ll gain the confidence to adapt your style to various decision-makers, effectively identify client needs, and articulate your value proposition in a way that resonates.
Key Benefits:
- Build Trust and Credibility: Learn how to position yourself as the advisor of choice, creating a foundation of trust that leads to long-term partnerships.
- Enhance Communication Skills: Discover effective verbal, vocal, and visual communication techniques that engage clients and elevate your presentations.
- Master the Sales Process: Gain a thorough understanding of the eight-step Sales Legend selling process, empowering you to navigate each phase with ease and confidence.
- Develop Investigative Techniques: Learn how to ask the right questions to uncover client motivations and needs, enabling you to tailor your solutions effectively.
- Overcome Objections with Ease: Equip yourself with strategies to handle objections and hesitations, turning potential roadblocks into opportunities for agreement.
- Position for Success: Understand how to differentiate yourself from the competition, ensuring that clients see you as their go-to resource for solutions.
- Foster Long-term Relationships: Learn the importance of follow-up and relationship management to maintain client satisfaction and loyalty.
Join us for this transformative workshop and take your sales skills to the next level. Become the sales legend you aspire to be, and watch your career flourish as you cultivate meaningful relationships and achieve remarkable sales results!
About Your Workshop Leader:
Domenic Presutti is a high-performance sales mentor and coach to successful sales leaders and professionals, bringing over 15 years of experience in sales managerial roles, mentorship, and coaching. He is the author and creator of the 10X10 Sales Legend Growth Scale™ and the 8-Step Sales Legend Journey™, a high-performance sales training program designed to create sales legends.
Domenic is also a partner at Think8 Global Institute, a designated organization with the Canadian federal government, serving as a business incubator and angel investor. In addition, he is the founder of L2L Coaching, a sales leadership and technology organization dedicated to providing sales training and tools to professionals and organizations with a single purpose: helping them “get it!”—delivering increased sales results.
