Salespeople in B2B environments are being asked to evolve from product experts to strategic business partners. AI is supposed to accelerate this shift. But a lot of us are finding that giving salespeople new AI tools doesn’t change behavior any more than giving them a CRM did.
Stephen Cadley (SalesXecution, Atlanta) and Kimmo Toivakka (MTI International Consultant, Helsinki) draw on decades of sales transformation work across Europe and North America to share what they’ve actually seen make the shift stick.
Key Takeaways:
- Knowledge ≠ Behavior: Why AI rollouts in sales keep running into the same wall every sales transformation has hit before, and what it actually takes to break through.
- CRM déjà vu: The parallel between CRM adoption failures and today’s AI rollouts, and how to avoid repeating the same mistakes.
- The AI Value Architect: What the salesperson of the next five years looks like, and the tools and mindset that get them there.
- Making it stick: Just like CRM before it, most AI rollouts in sales lose momentum within the first year. We’ll cover the execution gaps that kill them, and the habits that keep them alive past 90 days.
Register now and discover how AI helps sales teams move from product selling to value-focused customer conversations.
WHEN: 20. May 2026 | START: 3:00 PM (CET) | 30-45 Minutes | free
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Kimmo Toivakka is a Helsinki-based sales performance consultant with 25+ years of experience across Finland and EMEA. He is a CMC-certified MTI International Consultant and former Miller Heiman Independent Sales Consultant. His work centers on sales performance development, change management, and leadership development across multiple industries.
Stephen Cadley is the founder of SalesXecution in Atlanta, where he helps enterprise clients use AI to turn sales strategy into consistent execution. He has led sales transformation programs for global industrial companies across North America and Europe.