As AI rapidly transforms sales execution, the question is no longer only what it can automate, but what it cannot replace. Yet even in a highly automated sales motion, critical parts of revenue generation remain fundamentally human. Research from Gartner highlights that the highest-performing organizations are not simply adopting AI for efficiency they are redefining the human role in the buying process, especially in complex, high-value deals. This session explores the “human layer” of a fully AI-enabled sales motion: where sellers still create disproportionate value, and why these areas matter more—not less—as automation increases. While AI excels at data synthesis, prioritization, and next-best-action recommendations, humans remain essential in navigating ambiguity, building trust, shaping consensus across buying groups, and making judgment calls in complex deal dynamics. Attendees will leave with a clear view of where human capability becomes the true differentiator in an AI-driven sales environment and how enablement can intentionally develop and reinforce those strengths to drive better outcomes in increasingly automated revenue motions.

The old adage that “a problem shared is a problem halved” truly applies in sales enablement. This interactive roundtable offers a unique opportunity to share insights, strategies, and collective wisdom on equipping sellers for peak performance in today’s fast-paced, sales environment. How it works: Choose your table: Multiple expert facilitators will lead focused deep-dive discussions on a range of topics, giving you the opportunity to choose the table that best aligns with your interests and challenges. Engage and collaborate: Participate in focused discussions, share real-world experiences, and tackle common challenges. Takeaways you can use: Leave with actionable strategies to immediately boost seller performance. Topics: - Everboarding: Embedding continuous learning in the flow of work - Rafhael Dalto - Beyond Features: Enabling Sellers to Communicate Business Value - Bettina Meurer - Where AI belongs in a frontline sales manager's week - Sonia Pupaza - The future of sales enablement in the age of AI - Doomed or Opportunity? - Ralf Gehrke