Salespeople in B2B environments are being asked to transition from product experts to strategic business partners. AI is supposed to accelerate this shift. But many of us are finding that giving salespeople new AI tools doesn’t change their behavior any more than giving them a CRM did.
Stephen Cadley (SalesXecution, Atlanta) and Kimmo Toivakka (MTI International Consultant, Helsinki) draw on decades of experience in sales transformation across Europe and North America to share what they’ve actually seen make the change stick.
Key Takeaways:
- Knowledge ≠ Behavior:Why AI implementations in sales keep hitting the same roadblock that every sales transformation has encountered before, and what it actually takes to break through.
- CRM déjà vu:The parallels 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 will look like, and the tools and mindset needed to get there.
- Making it stick: Just like CRM before it, most AI implementations in sales lose momentum within the first year. We’ll cover the execution gaps that derail them, and the habits that keep them going beyond the 90-day mark.
Sign up now and discover how AI helps sales teams shift from selling products to having value-focused conversations with customers.
WHEN: May 20, 2026 | START: 3:00 PM (CET) | 30–45 minutes | free
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Kimmo Toivakka is a Helsinki-based sales performance consultant with over 25 years of experience in Finland and the EMEA region. He is a CMC-certified MTI International Consultant and a former Miller Heiman Independent Sales Consultant. His work focuses on sales performance development, change management, and leadership development across a wide range of industries.
Stephen Cadleyis 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.