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A stalled deal isn't a dead deal. But it does require a different kind of selling to get it moving again.

Yael Morris (buyer psychology expert, Founder of Decode Insights) and Tania Doub (20+ years in enterprise SaaS, CEO of Mindful Quadrant) bring two lenses to the same problem: what reps think is happening in a stalled deal, and what's actually going on with the buyer.

Together, they'll break down how to diagnose the real reason a deal went quiet, re-engage without being ignored, and prevent the next stall before it starts.

Walk away with a clear playbook for turning silent deals into active ones.

Reps don't get stuck at the gatekeeper because of what they say, they get stuck because of how they sound. In the first five seconds, gatekeepers run an automatic screen, and most sales openers trigger it immediately.

Jack Frimston and Zac Thompson built an outsourced sales agency on a phone-first, psychology-led approach, and their whole method is designed to make reps sound nothing like a typical cold caller. They treat the gatekeeper not as an obstacle, but as a puzzle to solve.

In this session, they'll break down the exact language, tone shifts, and pattern interrupts that flip the gatekeeper dynamic, including what to say when you're asked "what's this about?" and how to turn a "they're not available" into useful org intel.

You'll also learn how to navigate past the gatekeeper into the wrong person, and how to use calls, email, and LinkedIn together to eventually reach the right DM.

Sequences fail when every touch feels like a copy-paste template with no connecting thread.

Buyers don't respond to volume, they respond to relevance and a message that feels like it was written for them.

This session teaches a repeatable system for building cadences that match how buyers actually decide today. AI handles the research, variation, and follow-up drafts, you stay in control of the narrative.

You'll walk through the cadence blueprint live, from touch count and channel roles to the frameworks that keep each step distinct. Every touch gets a job: add new value, new proof, or a new angle.

Building a solid SDR process is the easy part. Getting reps to follow it consistently, after onboarding ends and the manager stops watching, is where most programs fall apart.

Ahmed Abdel-Raouf and David Wilkins break down how to design a process that earns adoption instead of just demanding it, and how to reinforce it through coaching without micromanaging.

You'll learn how to identify where your current process is breaking down, which habits to install first, and how to use data and activity metrics to coach behavior rather than just outcomes.

If your team knows the process but isn't following it, this is the session that changes that.

Running the same discovery call regardless of who's in the room is one of the most common reasons deals stall. When the CFO wants ROI and the end user wants ease of use, a one-size-fits-all approach leaves someone feeling unheard and momentum quietly dies.

Richard Smith and Mor Assouline will go over the real breakdowns in multi-stakeholder discovery: misaligned questioning, feature dumping, and rushing to demo before you actually know who has authority versus influence.

You'll learn how to map the room before you ever get on the call, including how to use your champion to understand each stakeholder's priorities and what "winning" looks like for them individually.

Then you'll see how to run a discovery that rotates naturally between stakeholders, connects individual pain points to a shared business outcome, and sets up a value narrative that lands for everyone.

Low connect rates aren't a dialing problem, they're a trust problem, and the prospect is making a decision about your call before their phone even rings.

Chris Stalnaker, Senior Sales Executive, has spent his career inside the cold call infrastructure most reps never see. He will break down what's actually broken about today's answer rates and the moves that pull them back in the right direction.

We'll cover what a healthy connect rate looks like in 2026, why prospects ignore unknown numbers (spam labels, the trust gap, timing myths), and the tactical fixes that work, from number hygiene to openers that earn the next 30 seconds.

Walk away with a playbook for getting more calls answered, plus the openers that turn those connects into real conversations.

AI is already part of the workflow for a lot of reps, the problem is the outputs are generic, surface-level, and not usable in real deals. The issue is not the tool. It is the prompt.

Vague inputs produce vague outputs. If you are not giving AI the right context, structure, and specificity, you are leaving real pipeline-building capability on the table.

In this session, you will learn how to build prompts that produce high-quality outputs for account research, call prep, follow-ups, and deal strategy. The goal is not to use AI more. It is to use it better.

You’ll walk away with a simple, repeatable framework that fits into your daily workflow and turns AI into a tool that actually moves deals forward.

Outbound problems usually trace back to three things: weak messaging, bad targeting, and inconsistent execution. Fix those, and the pipeline shows up.

Will Aitken will break down what a working outbound motion looks like and how to build one from scratch. This isn't about sending more emails or adding more tasks, it's about running outbound with better timing, better relevance, and a clearer process.

You'll get a framework for building messaging around real buyer problems, a method for using buying signals and intent data to sharpen your targeting, and the execution habits that turn a prospect list into booked meetings across calls, emails, and social.

Walk away with a clear framework to build, audit, or improve your outbound system so it generates more pipeline every month.

Discovery isn't a formality. It's where the deal gets built, or where it quietly falls apart.

Top performers run that same call differently. They ask questions that surface what happens to the business if nothing changes, find out who else is involved before the deal gets messy, and leave with a real next step instead of a "sounds good, I'll think about it."

This session covers how to surface real urgency over surface-level pain, how to map the full buying committee in a single call, and how to use discovery to position yourself before you ever pitch.

You'll leave knowing how to use the first call to build the case for buying before the proposal hits their inbox.