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Elay
Cohen
CEO and Co-founder
Saleshood
Elay Cohen is a successful entrepreneur and recognized leader in B2B software sales. He is the CEO and Co-founder of SalesHood, an agentic AI Sales Enablement Platform transforming how companies scale revenue and productivity. Elay is on a mission to boost the performance of salespeople by making selling more efficient, data-driven and effective. A seasoned executive, Elay held key leadership roles at Salesforce and Oracle. As Salesforce’s SVP of Sales Productivity, he helped scale revenue from $300M to $3B and partnered with Marc Benioff to pioneer the field of sales enablement. In recognition of his impact, Elay was named Executive of the Year in 2011. A best-selling author, Elay wrote Enablement Mastery, the definitive guide for sales and marketing leaders building high-performing teams. Elay regularly partners with companies, agencies, and educational institutions to elevate the sales profession through innovative, game-changing sales technology and enablement practices.
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03 June 2026 13:30 - 14:00
The signals behind winning deals: What modern buying behavior means for enablement leaders
Modern B2B buying has changed dramatically, but many sales and enablement strategies have not kept up. Today’s deals are driven by buying committees, internal consensus-building, asynchronous evaluation, and digital buyer engagement that happens long after sales calls end. Yet most revenue teams still measure seller activity more closely than buyer behavior. In this session, Elay Cohen shares new benchmark research and field observations on the buyer engagement patterns behind winning deals. From repeat Digital Sales Room engagement and multi-threaded buying committees to Mutual Action Plans, personalized video, and high-performing content strategies, enablement leaders will learn how top revenue teams are operationalizing these behaviors across their organizations. Attendees will leave with a modern framework for understanding buyer engagement, identifying stronger deal signals, and helping sales teams drive alignment across increasingly complex buying committees.