Buyers’ time has never been more sacred — and they’re guarding it like gold. With only 17% of their buying journey spent talking to vendors, your window to influence is shrinking fast. The rest of their time? They’re researching, comparing, and deciding — on their own. In this session, Doug Johnson, CEO of Consensus, dives into what it takes to win in the 83% you never see. Learn how top revenue teams are rethinking engagement to earn trust before the meeting, deliver value without the pitch, and make every second of buyer attention count. Because in today’s market, the real competition isn’t another vendor — it’s the buyer’s calendar.

AI is no longer a futuristic concept—it's the driver of today's GTM velocity. In this session, Keith Rabkin, President of PandaDoc, will break down the tactical changes transforming how we sell. Discover how the rise of AI agents are granting revenue teams powerful new capabilities. We'll examine how these advancements are impacting deal momentum and how they are changing what customers expect from self-serve experiences. Attend to understand the practical steps for integrating AI to build a faster, more effective GTM motion.

Everyone loves to debate sales methodologies — SPICED vs. MEDDIC vs. Challenger. But, here’s the truth: you don’t lose deals because of your methodology. You lose them because of poor deal management. Sales leaders obsess over how their reps sell — but very few teach them how to manage a deal once it’s in motion. In this session, Kevin “KD” Dorsey breaks down the real levers that move deals across the finish line: how to schedule next steps that actually happen, use value-added and problem-based follow-ups, multi-thread effectively, and keep momentum alive without being pushy. You’ll learn the difference between selling a deal and managing a deal — and why mastering the latter can instantly double your close rates. This isn’t theory. It’s the lost art that separates good reps from elite ones — and the skill most teams have completely forgotten to train.

Join us for a dynamic fireside chat with Bridget Winston, CRO of Chief, and Rex Galbraith, CRO of Consensus, as they tackle the most pressing challenges and opportunities for today's revenue leaders. They'll explore how modern CROs are driving organizational success by strategically adopting AI for change management, leveraging the power of community-led growth, and gaining mastery over the critical financial metrics that define long-term revenue health. Don't miss this opportunity to gain actionable insights on upskilling your teams, balancing short-term pressure with strategic growth, and maintaining the essential "human touch" in an automated world.

We’re entering a new era of go-to-market — one defined by permanent instability. The playbooks that built yesterday’s unicorns no longer apply. AI is reshaping roles, growth expectations are bifurcating, and volatility has become the baseline. In this session, Pavilion CEO Sam Jacobs will explore what it takes to flourish in this new age — the mindset, skills, and systems that define the Future GTM Operator. You’ll learn the emerging criteria for success in an uncertain world, how top operators are adapting to constant change, and how to position yourself and your team for the next decade of disruption.