Sales Enablement Leaders Conference, UK

Arrival, Check-in & Networking Coffee

The Human Advantage: Why the Future of Sales Enablement Isn't Always More AI - It's Better Human Design

Sales teams have never had more access to AI, training, content, and technology. Yet adoption remains a challenge. Engagement is declining. Behaviour change is harder than ever. In this session, Myrofora Ioannidou, Global Director of Sales Readiness at Darktrace, explores what truly drives performance in an AI-powered world. Drawing on neuroscience, adult learning psychology, and proven enablement programmes, she reveals why sustainable success depends on more than knowledge and technology alone. Through practical examples-including AI-powered role plays, peer-led advisory councils, field-driven learning communities, large-scale playbook adoption initiatives, and sales experiences that generated over $1M in pipeline in one day - attendees will discover how leading organisations are using technology to amplify human motivation, confidence, and connection. Participants will leave with actionable ideas to increase adoption, reduce change fatigue, drive behaviour change, and strengthen the link between enablement and revenue. In an era where AI is increasingly accessible to everyone, this session challenges leaders to focus on the one competitive advantage that technology cannot automate: the human experience.

You Can’t Automate Your Way Out of a Broken Enablement Model - How leaders must rebuild enablement to earn a seat at the strategy table

AI can draft the playbook, summarise the call, recommend the content and personalise the training. So where does that leave enablement? For enterprise leaders, this is the uncomfortable question. If enablement is still defined by content creation, training delivery and reactive requests, AI will not transform the function — it will expose it. But if enablement is rebuilt around GTM intelligence, governance, seller judgement and strategic execution, AI becomes a force multiplier. This session explores why leaders cannot automate their way out of a broken enablement model. We will look at what needs to change across mandate, operating model, content governance, field feedback and measurement — and how enablement teams can move from supporting GTM activity to shaping GTM impact. The future of enablement is not more content, faster. It is trusted intelligence, delivered in context, powered by AI and governed by human judgement.

Presentation

From "Just in Case" to "Just in Time": Rethinking Sales Enablement for Better Decisions, Not More Information

As customer buying processes become increasingly complex and sales conversations shift from product expertise to business value, enablement is evolving from primarily knowledge transfer towards decision support. By combining guided workflows, behavioural reinforcement, and AI-powered insights, organisations can provide the right information, at the right time, in the right context.

Precision Prospecting: Using AI for Warm Outreach and Lead Prioritisation for the Field.

In the fast-paced world of field sales, the biggest waste of time isn’t closing deals, it’s figuring out whose door to knock on next. To empower front-line sales colleagues, organisations must shift from supplying raw data to delivering actionable, high-value intelligence. Part 1: AI-Powered Prospect Prioritisation. Using AI Agents to analyse specific data points—such as industry sector and localised pest risk types—AI can instantly score, prioritise, and even estimate the value of a prospect before a salesperson ever reaches out. Part 2: Trend-Driven Prospect Generation. Using internal data alongside external market indicators to spot emerging regional and sector trends to launch highly targeted, "warm" outbound campaigns, giving field reps the exact context they need to turn cold calls into relevant, timely conversations.

The Great Debate

Presentation

Get the Context Right - The Language Between Everything

Context is the connective tissue of selling the why, what, and how, that a company generates about its own business, and that enablement carries to the field. Get it curated well and everything downstream works better: sellers ramp faster, messaging stays consistent, and the tools now working alongside them have something real to run on. Now the world is changing, AI lets teams generate research, insight, and messaging at real scale, but most of it is ephemeral — tied to one user, uncurated, and gone when the session ends. The same context that has always helped human sellers can now feeds the agents acting on their behalf, which means getting it right pays off twice. Ian Matthews, VP Revenue Strategy at Teradata, brings the Strategy and RevOps view as a complement to the conversation: business context is a shared asset rather than something each person builds. Context is the thing worth owning: it makes real sellers better and makes everything built alongside them better too.

Turning Product Knowledge into Revenue Conversations

Most enablement programmes succeed at sharing product information but struggle to help sellers translate that knowledge into meaningful customer outcomes. This session explores how product sales enablement can bridge the gap between product expertise and commercial impact by equipping teams with buyer-focused messaging, contextual learning, and practical conversation frameworks. Learn how to build enablement experiences that help sellers confidently connect product capabilities to business value, accelerate adoption, and improve revenue performance.