AI-Driven Selling and Enablement 2025
Plan Your Path To The Future of Sales
AI-Driven Sales & Enablement, November 3-5, 2025
International Collegiate Sales Competition, November 4-7, 2025
Speakers & Sessions
AI-Driven Selling and Enablement consists of two tracks. In the Strategy Track, Executives can learn from their peers and understand how to use AI to drive their businesses forward.Â
The practitioner track is a place for Sales and Enablement practitioners to learn from real-world case studies, and get practical with AI to drive more efficient and smarter execution of their day-to-day responsibilities.Â
Strategic Track for Executives
 AI Use in Procurement Organizations
Jonathan Kvarfordt
Head of Growth at Momentum
Founder, GTM AI Academy
Procurement teams are rapidly evolving from cost-focused gatekeepers to strategic partners—powered in no small part by artificial intelligence. In this high-level session, we’ll explore how leading procurement organizations are using AI to streamline supplier evaluation, predict risk, enhance
compliance, and unlock new opportunities for value creation. By the end of this session, you’ll gain a basic understanding of the procurement AI landscape, the key technologies driving change, andpractical insights for aligning sales strategies with the new, AI-augmented buying process.
Human Ingenuity Meets Machine Intelligence:
A Fireside Panel with Sales Leaders at the Forefront of AI
Melanie Fellay
CEO, Spekit
Author of Just-in-Time: The Future of Enablement in a World of AI
Procurement teams are rapidly evolving from cost-focused gatekeepers to strategic partners—powered in no small part by artificial intelligence. In this high-level session, we’ll explore how leading procurement organizations are using AI to streamline supplier evaluation, predict risk, enhance
compliance, and unlock new opportunities for value creation. By the end of this session, you’ll gain a basic understanding of the procurement AI landscape, the key technologies driving change, andpractical insights for aligning sales strategies with the new, AI-augmented buying process.
Leading AI-Enabled Sales Teams
Tom Eacobacci
Executive Advisor, Board Member
Former President, Blackberry
AI is transforming how sales teams operate—automating tasks, surfacing insights, and personalizing outreach at scale. But technology alone doesn’t drive transformation—people and leadership do. This session explores what it truly takes to build, lead, and sustain an AI-ready sales organization, with a sharp focus on the cultural shifts, leadership evolution, and capability-building required in the age of intelligent automation. We’ll also examine how the role of the sales leader is changing. As AI takes on more of the tactical and analytical workload, leaders must become more visionary, more human-centered, and more strategic than ever—focusing on coaching, creativity, ethical decision-making, and navigating ambiguity. Managing adoption is no longer about just deploying tools—it’s about inspiring belief, driving behavior change, and empowering people to thrive alongside machines.
Predictive Selling and Revenue Intelligence: A Deep Dive
Joe Fornabaio
Associate Vice President atÂ
Modernizing Medicine
Stefanie Boyer, PhD
Professor, Bryant University
Co-Founder, RainmakersÂ
Sales organizations are swimming in data—from CRMs and email threads to call recordings and meeting notes—but transforming that data into actionable insight has historically been a challenge. This session takes you inside the world of AI-powered predictive selling and revenue intelligence platforms, which are rapidly becoming essential to modern sales leadership.
We’ll explore how cutting-edge AI systems automatically aggregate and analyze massive volumes of sales activity and engagement data to surface patterns, risk signals, and opportunities before human eyes ever could. From identifying deals likely to stall to forecasting outcomes with unprecedented precision, AI is helping teams become far more proactive than reactive.Â
For senior sales leaders, this session offers an especially valuable lens into how AI can dramatically enhance visibility across the organization. You’ll see how these tools illuminate not just what is happening in the pipeline, but why—revealing under-coached reps, inconsistent deal hygiene, and hidden bottlenecks in real time.
Applying Technology and AI to Build a Mission Driven Sales Organization
Chris Kingman
Associate Vice President atÂ
Modernizing Medicine
Leff Bonney, PhD
Florida State University Sales InstituteÂ
In today’s fast-moving markets, the most successful sales teams operate with a clear mission—and the agility to adapt that mission to each unique customer situation. This session explores how AI can power “mission-based selling,” where sales strategy is dynamically shaped by real-world selling conditions and proven playbooks. We’ll look at how AI can quickly identify the type of sales situation a seller is facing—using factors relevant to your actual industry. By tapping into vast conversational intelligence datasets, AI can surface winning messages, tactics, and talk tracks that have worked in similar contexts, giving sellers both speed and precision in their approach. Playbooks can also be created and leveraged that are situation based versus process or vertical based. We will end the session with table talks about how attendees are achieveing similar results in their businesses.
A Deeper Dive into AI Procurement: How it Affects Your Sales Org
Jonathan Kvarfordt
Head of Growth at MomentumÂ
Founder, GTM AI Academy
Leff Bonney, PhD
Florida State University Sales InstituteÂ
This advanced session goes beyond the overview and dives into how AI is actually reshaping modern procurement—and what that means for sales and revenue enablement teams. We’ll start with fresh findings from the FSU Sales Institute, highlighting how procurement organizations are deploying AI across supplier discovery and scoring, risk sensing, contract intelligence, should-cost/price modeling, and decision governance. Then Jonathan Kvarfordt brings it to the field with real-world use cases, tooling stacks, and “what good looks like” inside AI-enabled buying teams. We’ll connect the dots between procurement’s data-driven motions and the seller behaviors that win (or lose) in an AI-mediated evaluation. You’ll see how to anticipate the buyer’s models, align to value frameworks, and counter common AI-derived objections with evidence, not anecdotes. The session concludes with a facilitated exercise where attendees translate the research and field insights into a concrete to-do list for their own organizations—prioritized actions across messaging, enablement content, deal coaching, and account strategy.
Connected Intelligence: A Buyer-Seller Case Study in AI-Driven Relationship Excellence
Joe Fornabaio
Associate Vice President, Modernizing Medicine
AI isn’t just transforming internal sales processes—it’s redefining how buyers and sellers collaborate, communicate, and co-create value. This session features a groundbreaking case study showcasing how two organizations—a B2B supplier and one of its enterprise customers—are using AI in tandem to improve relationship performance, mutual trust, and strategic alignment.
In a unique dual-perspective format, this session brings together representatives from both the buying and selling companies to share how they’ve leveraged shared AI-driven insights to strengthen their partnership. You’ll hear how data transparency, predictive analytics, and intelligent collaboration tools are being used not just to optimize sales and procurement, but to drive joint planning, risk reduction, and innovation. This session will challenge conventional notions of “us vs. them” in B2B relationships and show what’s possible when both sides embrace a shared intelligence model.
The Evolution of Sales: Transforming Sales Organization DNA with Big Bets on AI and Talent
Scott Collins
Gartner Research
The nature of sales is evolving faster than ever, driven by advancements in technology, shifts in buyer expectations, and the growing role of data-driven decision-making. This session will take a corporate perspective on how leading sales organizations are transforming with big bets on AI and talent. We will explore the DNA needed in sales now and in the future; which includes the type of sales leadership needed in an AI era, building an agentic sales organization and identifying and retaining future-fit sales talent. In this session, attendees will hear from a leader in the Gartner Research and Advisory Sales Practice about the evolving nature of sales and how companies can pivot to the new, AI-enabled model.
Real Talk: AI Implementation Stories from Sales Leaders
Howard Dover, PhD
UT-Dallas and Author of the Sales Innovation ParadoxÂ
Kurt Heusner
Chief Executive Officer, Endpoint Automation SolutionsÂ
AI in sales sounds exciting—until you’re the one responsible for rolling it out, aligning teams, retraining reps, and proving the ROI to your CFO. This no-fluff panel session brings together senior sales executives from multiple industries who’ve lived through the real-world challenges and breakthroughs of integrating AI into their sales organizations. Panelists in this session will discuss:
- What prompted their initial AI investment—and what internal resistance they faced
- How they approached pilot programs, rep training, and tech stack integration
- Early missteps, unexpected wins, and moments where they almost pulled the plug
- Which tools and use cases delivered true ROI (and which didn’t live up to the promise)
- How they measured success and got executive buy-in for scaling up
- Strategies to build trust and engagement among sales teams and frontline managers
This session will end in a workshop where attendees will leave with a “Sales Leader Check-List” for AI and technology implementation.
AI Strategy: Final Thoughts for Sales Leaders Â
Select Panelists
As we wrap up the conference, we’ll bring the big ideas, best practices, and breakthrough insights from the past two days into sharp focus. This closing session will connect the dots between what you’ve learned and how you can apply it to lead high-performing, AI-enabled sales teams in your own organization. We’ll revisit the key themes that emerged—from redefining sales missions in an AI-driven world, to leveraging conversational intelligence for precision selling, to aligning with increasingly AI-savvy buyers. You’ll hear final perspectives from conference leaders on where AI in sales is heading next, the capabilities you’ll need to build now, and how to keep your teams agile, ethical, and customer-centered as the technology evolves. This is also your opportunity to reflect, share takeaways, and commit to concrete actions that will drive impact after you return to your organization. We’ll close with an inspiring call-to-action to lead not just with technology, but with vision and purpose—because the future of AI in sales will be shaped by the leaders willing to put both to work.
