Leading AI Change in Presales: Culture, Behavior, and Buy-In

Most presales teams aren’t struggling with access to AI tools — they’re struggling with adoption. Inconsistent usage, uneven confidence, unclear guardrails, and resistance to change are far more common challenges than picking the “right” technology. This session focuses on the human and organizational side of AI change in presales. We’ll explore how leaders and senior ICs are guiding teams through behavior change, setting expectations, creating trust, and aligning AI use with how presales actually works. This is not a tools session. It’s a conversation about leadership, systems, and what it takes to make new ways of working stick.