Tuesday 29 September 2026

The Second Pivot: Enabling Sellers for the Age of AI

When knowledge was scarce, it was the seller's most valuable asset. AI has made it free and in doing so, moved the ground under sales enablement for the second time in five years. In this session, I will share how the same instinct that got our function through the disruption of 2020 is now reshaping it for AI: a decisive shift away from enabling product knowledge and toward enabling something AI can't replicate, a seller's judgement about how the customer's organisation actually buys. You'll hear how they rebuilt every stage of their enablement model around the customer and the measurable shift it drove in the pipeline. You'll also hear directly from one of our sellers, live and unscripted, on what both pivots have meant from the front line. Expect one clear, portable idea and a concrete first step you can act on within four weeks, whether you lead enablement or carry the number.