Customer expectations and behaviors are rapidly evolving, outpacing the adaptation speed of many sales organizations. As B2B buyers consider purchases, they now spend merely 17% of their time meeting with potential suppliers, and this figure drops to 5% when they are comparing multiple suppliers. This significant change necessitates a fundamental shift in go-to-market strategies and a radical evolution in seller skills and competencies. Sales teams must now not only earn customer access through expertise but also adopt a value-based, deeply customized approach to foster customer partnerships that sustain future growth. Ryan Estis, a former Fortune 500 Chief Revenue Officer and sales transformation expert, teaches sales teams to use this transformational moment as a catalyst for differentiation in the customer decision journey to capture more market share.

Ryan’s teachings enable sellers to gain greater customer access and position value over price, boosting customer confidence through expert positioning and driving decisions to close. His approach is enriched with compelling stories and actionable insights, equipping each participant to humanize the sales process and build high-trust, high-value relationships that create lifelong partnerships. Audience outcomes from Ryan’s sessions include adapting to a complex world, understanding customer psychology, and learning the intricacies of value-based selling. These skills are crucial for not only competing but excelling in today’s intricate business landscape, where understanding the evolving psychology of customers and the characteristics of top-performing sales professionals is essential.

The program also focuses on mastering the art of presentation, developing comprehensive sales strategies, and leveraging technology effectively. Participants learn to create presentations that not only resonate with customers but also help them envision a compelling future with their solutions. Further, they are taught to conduct “growth audits” of their sales approaches, evolve their “value stacks” to meet customer needs, and use technology to enhance decision-making and efficiency. Effective time and territory management are emphasized, with action planning aimed at optimizing resources to maximize impact on customer relationships and sales outcomes. This holistic approach prepares sales professionals to meet the challenges of today’s competitive environment and forge successful, enduring customer relationships.

We are witnessing the largest evolution in our relationship to work in the last century. Changes in the workplace have significantly altered the expectations employees hold, particularly among knowledge workers who now expect their managers to be supportive and enhance both their work and life experiences. However, a Gartner survey reveals that only 47% of managers feel prepared for these expanded roles. In response, Ryan Estis teaches leaders how to use this defining moment of change as an opportunity to improve performance and empower their teams through human-centered leadership. His approach blends surprising truths with actionable insights and inspiring stories, preparing leaders to manage agile, collaborative, and digitally enabled teams effectively in a rapidly changing environment.

Ryan’s interactive sessions focus on essential outcomes for today’s leaders, emphasizing the need to embrace change, unleash human potential, and transition to human-centered leadership. These sessions are designed to help leaders develop a heightened awareness of the evolving workplace landscape and cultivate a growth mindset. They also provide strategies for enabling team members to tap into their full potential, thereby driving greater results. Additionally, leaders learn to identify the necessary shifts in their approach to meet the changing expectations of employees, influence organizational culture, and foster emotional commitment to a compelling future vision.

The training also covers fostering safety, trust, and collaboration within teams, empowering individuals towards a shared purpose, and creating a personal leadership vision and action plan. These elements are crucial for ensuring readiness and competitiveness in a dynamic environment. Leaders are taught how to galvanize their teams around a common mission, inspiring commitment and driving momentum through harmony between people’s needs and organizational goals. This comprehensive approach not only aims to make the workplace better for all stakeholders—including customers, employees, suppliers, investors, and communities—but also equips leaders with the tools to lead with purpose and impact.

The need to effectively lead change is more critical than ever, yet our collective capability to manage it appears to be diminishing. According to surveys, 7 out of 10 CEOs believe their current growth strategies are obsolete. The World Economic Forum predicts that 1 in 4 jobs will undergo significant changes in the next five years due to factors like artificial intelligence, digitization, the transition to green energy, and supply chain reshoring. This landscape of unprecedented transformation underscores the vital role of leaders in guiding their teams through necessary mindset shifts and reskilling to adopt new behaviors essential for thriving in change. Yet, it is notable that 70% of change initiatives fail, often not due to poor strategy, but because of human factors like psychology and resistance to change.

In response to the evolving challenges of leadership and change management, the traditional models are proving inadequate for today’s radically transformed world. A new, human-centered model is emerging as the blueprint for navigating transformation and fostering growth within organizations. In his dynamic and interactive keynote presentations, Ryan Estis teaches entrepreneurs and executives how to seize this moment of change as an opportunity to enhance performance and empower their teams. By integrating surprising truths with actionable insights and inspiring stories, Ryan equips leaders to cultivate organizations that are primed for high growth and ready for change, ensuring that their teams find both meaning and fulfillment in their work.

The outcomes of Ryan’s sessions are designed to elevate organizational and personal change readiness. Participants develop strategies to navigate resistance and align their organizations during transformative periods effectively. They learn to reframe their relationship with fear, overcome limiting beliefs, and embrace change with resilience and confidence. Moreover, the shift to human-centered leadership involves adopting a leadership style that emphasizes empathy, authenticity, and prioritizes the well-being and development of team members. Leaders are also encouraged to create a personal leadership vision and action plan, continually reinvent themselves, and cultivate resilience as they aspire to harmonize professional success with personal fulfillment, creating a sustainable momentum for growth and change.