Sales & Customer Acquisition speakers

Why organisations work with Tara Renze Twenty years inside CareerBuilder and Stella & Dot give her a sales-floor credibility that few EQ speakers carry. She has run the number, trained the new hires, and built a multi-million-dollar book of business before stepping onto the stage. She works in the practical intersection of Shirzad Chamine’s Positive Intelligence and applied emotional intelligence, translating both into language that revenue teams and women’s networks will sit through, take notes on, and act on. Her core framework, “Be Who You Came To Be”, is a trademarked through-line across keynote, workshop and book, which gives client teams a shared vocabulary that survives past the event. Repeat work from operationally serious clients including T-Mobile, Pfizer, Aflac, Amazon, Shaw Industries and Women’s Foodservice Forum, not only inspiration-circuit buyers. Biography highlights Author, Be Who You Came To Be, published by Amplify Publishing Group (second edition). Host, Be Who You Came To Be podcast. Certified practitioner in Emotional Intelligence and Shirzad Chamine’s Positive Intelligence methodology. Former Sales Leader of the Year at CareerBuilder.com; led the company’s national new hire sales training programme. Founder of a multi-million-dollar nationwide social selling business with Stella & Dot. Degree from the University of Kansas; executive leadership studies at the Wharton School and the Kellogg Graduate School of Management. Biography A sales floor is one of the more honest places in a corporation. The number is the number, the pipeline is the pipeline, and the people carrying the quota tell you quickly whether the culture, the leadership and the personal motivation are real. That environment is where Tara Renze spent two decades before she ever called herself a speaker, first as Sales Leader of the Year at CareerBuilder.com, then as the founder of a multi-million-dollar national social selling business with Stella & Dot. She moved into the emotional intelligence and positive intelligence space with that operating background still attached. Her practitioner work draws on the EQ tradition and on Shirzad Chamine’s Positive Intelligence methodology, which she applies to the specific tensions she watched up close for twenty years: high performers who lose their edge, women leaders who hide their ambition, sales teams whose self-talk eats their pipeline. The frame she has built around this work, “Be Who You Came To Be”, anchors a book published by Amplify Publishing Group, a podcast of the same name, and the keynote and workshop programme she takes into clients including T-Mobile, Pfizer, Aflac, Amazon, Shaw Industries and Women’s Foodservice Forum. The through-line is consistent. Authenticity is treated as a performance variable, not a wellness slogan, and mental fitness is taught as a learnable discipline with practical tools that a sales manager or a CHRO can actually deploy on Monday morning. What clients tend to book her for is the combination buyers struggle to assemble otherwise: a speaker who can hold the room on confidence, self-leadership and EQ, who has also personally carried a quota, run a sales training programme and built a national business. Key speaking topics Emotional intelligence in commercial environments Positive intelligence and mental fitness Authentic leadership for women Sales leadership and seller mindset Self-sabotage and saboteur patterns at work Culture, engagement and team performance Ideal for Chief Revenue Officers and sales leadership teams running enterprise sales kick-offs. CHROs and L&D leaders designing manager development and women’s leadership programming. Direct-selling and field-force organisations where individual mindset determines revenue. Industry associations and women’s networks (Women’s Foodservice Forum profile) seeking a keynote that holds an executive room. Audience outcomes A working vocabulary for the internal patterns (self-doubt, saboteur voices, performance anxiety) that quietly degrade individual and team results. Specific Positive Intelligence techniques for interrupting those patterns in real working conditions. A practical reframe of authenticity as a performance discipline, not a personality trait or a wellness extra. A shared language across a team or sales force that survives past the event and can be reinforced by managers.

Why organisations work with Thomas Erikson A four-colour behavioural vocabulary that a 200-person sales team or a board can adopt in a single session and use in the next meeting, with no consultancy follow-up required. One of the highest-recognition author brands in European business: “Surrounded by Idiots” alone is one of Sweden’s best-selling non-fiction titles ever, with the series at over seven million copies in more than 70 languages. Direct application across the hardest interpersonal terrain leaders actually face: difficult bosses, narcissistic colleagues, manipulative behaviour, conflict in cross-cultural and hybrid teams. More than two decades inside companies such as IKEA, Coca-Cola, Microsoft, Volvo and KIA, with roughly 120 keynotes a year keeping the material tested against live corporate audiences. A communicator first: the material is built for retention by non-specialists, so the language survives the journey from the keynote room into Monday-morning behaviour. Biography highlights Author of the “Surrounded by” series, including Surrounded by Idiots, Surrounded by Psychopaths, Surrounded by Bad Bosses and Lazy Employees, Surrounded by Narcissists, Surrounded by Setbacks, Surrounded by Energy Vampires and Surrounded by Liars. More than 12 million books sold across the series, translated into over 70 languages; one of the most translated living Swedish authors. Delivers approximately 120 keynote lectures per year to executive and corporate audiences across Europe. Has mentored executives and run sessions at companies including IKEA, Coca-Cola, Microsoft, Volvo and KIA Motors. Twenty-plus years specialising in communication, personality dynamics and interpersonal behaviour in professional settings. Built his keynote material on the colour-coded DISC framework (Red, Yellow, Green, Blue), used to map how people decide, communicate and react under pressure. Biography Most workplace tension is not philosophical. It is two competent people reading the same situation in incompatible ways and deciding the other one is the problem. The “Surrounded by Idiots” series turned that observation into a vocabulary that millions of readers now apply at work without having to read a textbook to use it. The series, beginning with Surrounded by Idiots, has sold more than 12 million copies across more than 70 languages, with subsequent titles extending the framework to psychopaths, narcissists, bad bosses, setbacks, energy vampires and liars. The books rest on the colour-coded DISC model, mapping behaviour onto four types (Red, Yellow, Green, Blue) that describe how different people make decisions, give feedback and behave under pressure. The keynote work has run in parallel for over two decades, with roughly 120 corporate lectures a year. Audiences have included IKEA, Coca-Cola, Microsoft, Volvo and KIA Motors. The session is built to leave a room of 50 or 500 with the same shared language, so the colour-coding survives into the next sales call, the next performance review and the next conflict between two senior people who quietly cannot stand each other. What is unusual is the reach. Most communication frameworks live inside training departments. This one has crossed into mass-market reading culture, which means a leadership audience often arrives already half-fluent. The job of the keynote is to turn that recognition into something the organisation can actually use. Key speaking topics Behavioural styles and the DISC colour model Communication across different personality types Difficult colleagues, manipulation and narcissism at work Leadership and how to read your team Sales and the behaviour of the buyer Conflict, feedback and tough conversations Resilience and managing setbacks Ideal for Leadership teams that want a shared language for behaviour and communication Sales and customer-facing organisations whose results depend on reading the other side of the table HR, L&D and culture leads designing development around feedback, conflict and team dynamics Cross-cultural, hybrid and matrix teams where misreads between colleagues compound quickly Audience outcomes A shared four-colour vocabulary the whole audience can use to describe colleagues and clients within the same week A clearer read on their own default style and how it is experienced by people who do not share it Practical adjustments for handling the colleague, boss or client they currently find hardest to deal with A working frame for recognising manipulation, narcissism and other high-cost behaviours before they damage the team A common reference point that survives the keynote and shows up in the next round of meetings, reviews and sales calls

Why organisations work with Tim Cortinovis He treats AI in sales as an operating model question, not a tooling question. The conversation shifts from “which platform” to “what does revenue generation look like when the work itself is automated” His “single-handed unicorn” thesis names a specific argument that lands with founders, scale-up CEOs and corporate innovators: the unit economics of building large companies with very small teams have changed, and the strategic implication is concrete He is one of a small number of speakers genuinely fluent in agentic AI for revenue, recognised by Thinkers360 in both the AI and Sales categories, not one or the other He delivers in English, German and Spanish, which makes him commercially useful across European corporate audiences without translation overhead The frame is business-first and pragmatic. Forbes called him a tech visionary, but the room gets actionable economics, not a tour of model capabilities Biography highlights Top 10 Thought Leader in Agentic AI and Top 10 Thought Leader in Sales, Thinkers360 Author of several books on AI in sales and revenue, including Agentic Revenue Systems and The Single-Handed Unicorn Named clients include Siemens, E.ON, ING, MSC Cruises, Edelman and YPO Master of Arts in Spanish and German Linguistics, University of Hamburg Member, Global Speakers Federation and German Speakers Association Keynote languages: English, German, Spanish Biography Most “AI in sales” content is still tooling content. It explains what platforms exist, how a model can draft an email, where automation removes a click. The harder argument, the one buyers are starting to ask for, is what the commercial organisation looks like when an autonomous agent owns the workflow end to end. Tim Cortinovis works in that argument. His ‘single-handed unicorn’ thesis names something specific: the unit economics of building a large business have changed, because agentic systems now do work that once required headcount. For corporate leaders, the implication is a redesign of how revenue and customer operations are staffed. His most recent book, Agentic Revenue Systems, carries that argument into the enterprise. It frames a three-layer model for revenue teams: human judgment, agentic execution, and governance. Thinkers360 places him in the top ten globally for both Agentic AI and Sales. The credentials sit on top of fifteen years of operating experience in international B2B sales and marketing, primarily in IT and automation. That history shows in the room. Named clients include Siemens, E.ON, ING, MSC Cruises and Edelman, and the work is delivered across English, German and Spanish for European audiences who want practical economics rather than a tour of model capabilities. In Forbes, Michael Ashley described him as a ‘tech visionary’. The more useful description is that he gives a sales leadership team a defensible answer to what AI is actually for in their organisation. Key speaking topics The Agentic Revenue Architecture Agentic AI in sales and revenue operations The single-handed unicorn thesis Sales and marketing automation AI-driven business model redesign Future of work in commercial functions Digital transformation in B2B sales Ideal for Chief Revenue Officers and Chief Commercial Officers running AI transformation in sales Founders and scale-up CEOs rethinking headcount under agentic AI Boards and ExCos asking what AI actually changes about commercial operating models Sales leadership offsites and B2B revenue conferences across Europe and the Americas Audience outcomes A clear position on what agentic AI changes about the structure of a revenue organisation, not just its tools A working vocabulary for the single-handed unicorn argument and where it does and does not apply Specific examples of AI-driven commercial models from companies already operating this way A sharper view of where their own sales function is automatable now versus 18 months out

Why organisations work with Tim Sanders He sits inside G2’s data on how millions of business buyers actually evaluate and adopt software, which gives his AI commentary an evidence base most keynote voices do not have. His Harvard Business School Digital Data Design Institute fellowship pairs that operator view with formal research on AI and digital innovation, so the argument lands with both the CIO and the CFO. He has run the playbook before: as Yahoo!’s Chief Solutions Officer through the original platform shift, and at Upwork on digital transformation and talent strategy, he has lived the gap between platform promise and operating reality. Five books, including the New York Times bestsellers “Love Is the Killer App” and “The Likeability Factor,” give him a thirty-year track record of translating shifts in how technology changes commercial behaviour into language operators can use. “Dealstorming” gives sales and revenue audiences a structured method for unsticking high-value deals, named in case studies at Yahoo!, CareerBuilder, Regus, and Conde Nast. Biography highlights Chief Innovation Officer at G2, the world’s largest software marketplace Executive Fellow, Digital Data Design Institute at Harvard Business School Former Chief Solutions Officer at Yahoo! and head of Yahoo’s in-house think tank Former Vice President of Client Strategy at Upwork Author of five business books, including New York Times bestsellers “Love Is the Killer App” and “The Likeability Factor” Author of “Dealstorming,” with referenced sales work at Yahoo!, CareerBuilder, Regus, and Conde Nast Biography The hard problem inside most AI programmes is no longer the model. It is the operating decision: which workflows to rebuild, which software to back, which vendors are quietly underdelivering. Tim Sanders works on exactly that question, with two unusual vantage points behind him. The first is G2, where he is Chief Innovation Officer. G2 holds the largest first-party dataset on how business buyers evaluate software, which gives him a live read on what is actually being bought, abandoned, and renewed across the SaaS and AI stack. The second is Harvard Business School’s Digital Data Design Institute, where he is an Executive Fellow translating research on AI and digital innovation into material business leaders can act on. Earlier in his career, he was Chief Solutions Officer at Yahoo! during the original web platform shift and led its internal think tank. He went on to serve as Vice President of Client Strategy at Upwork, working with enterprises on digital transformation and the talent side of technology change. That sequence of operator roles is what gives his keynote work its bite: he has been the executive on the receiving end of the slide that says “AI will change everything.” He has also written through every one of these shifts. “Love Is the Killer App” and “The Likeability Factor” became New York Times bestsellers and remain mainstays of corporate reading lists. “Dealstorming” is used by sales organisations as a structured method for breaking through high-value deal blockers, with named work at companies including CareerBuilder, Regus, and Conde Nast. Key speaking topics AI adoption and return on AI for the enterprise Software buying behaviour and the SaaS market Sales strategy and revenue collaboration Customer experience and modern buyer behaviour Digital transformation and the future of work Leadership in technology-driven organisations Ideal for CEOs, CIOs, CDOs, and Chief AI Officers running enterprise AI programmes CROs, CCOs, and sales leadership teams under pressure on revenue productivity Boards and ExCo sessions weighing AI capital allocation and software portfolio decisions SaaS, technology, and professional services organisations rethinking go-to-market in an AI buyer environment Audience outcomes A clear read on where enterprise AI adoption actually is, based on first-party SaaS buyer data rather than vendor narrative A sharper view of which AI use cases are creating measurable operating advantage and which are stuck in pilot Practical moves for sales and revenue teams to work with, not against, an AI-augmented buyer A repeatable method for breaking through stalled high-value deals through cross-functional collaboration Renewed confidence at the leadership level that AI strategy is a decision domain, not a technology domain

Why organisations work with Tom Flatau He brings formal NeuroLeadership Institute accreditation into client rooms, so the brain science behind his coaching is grounded in a recognised body of research rather than self-styled commentary. His firm’s programmes are quality-assured by the Institute of Leadership and Management, which gives L and D buyers a credentialed delivery standard alongside the keynote. Two decades of repeat work with HSBC, Unilever, Siemens, Louis Vuitton, Emirates and the BBC means the material has been pressure-tested across regulated finance, consumer goods, engineering, luxury retail and broadcast. He translates neuroplasticity, threat response and bias research into specific leadership practice on negotiation, change communication and team collaboration, so audiences leave with mechanism, not metaphor. Biography highlights CEO and founder of Teamworking International, with custom leadership programmes quality-assured by the Institute of Leadership and Management. Accredited brain and behaviour specialist trained by the NeuroLeadership Institute. Master’s in Business Analysis and Systems Design; Fellow of the Institute of Leadership and Management. Long-standing client roster including HSBC, Unilever, Siemens, Louis Vuitton, Emirates, American Express, Qatar Airways, British American Tobacco and the BBC. Conference speaker for bodies including the Chartered Institute of Building and the Institute of Directors. Signature keynote portfolio covering the inner game of leadership, the neuroscience of unconscious bias, leading through change, team collaboration, sales mastery and black belt negotiation. Biography Most behaviour change in organisations fails because it stops at the conscious mind. Leaders are taught new frameworks and new vocabulary, then return to the same threat responses, biases and habits the moment a quarter goes sideways. Tom Flatau built Teamworking International around a different premise: that leadership behaviour shifts when the brain underneath it shifts. The credentials matter here. Flatau is an accredited brain and behaviour specialist trained by the NeuroLeadership Institute, holds a Master’s in Business Analysis and Systems Design, and is a Fellow of the Institute of Leadership and Management. His firm’s programmes are quality-assured by the ILM, which is unusual in a market crowded with self-styled neuroscience commentators. For more than two decades, the work has been delivered into HSBC, Unilever, Siemens, Louis Vuitton, Emirates, American Express, Qatar Airways, British American Tobacco and the BBC. Across regulated banking, consumer goods, engineering, luxury and broadcast, the same patterns surface: leaders making decisions under threat, teams misreading each other’s intent, salespeople reverting to scripts. His material translates the relevant brain research into practice for each. His keynote portfolio sits along that line. “The inner game of leadership” examines the subconscious behaviours that erode senior credibility. “The neuroscience of unconscious bias” treats bias as a wiring problem with intervention points, not a values lecture. “Black belt negotiation” and “Sales mastery: hello science, goodbye myths” apply the same lens to deal-making. The throughline is mechanism: what is happening in the brain, and what to do about it. Key speaking topics Applied neuroscience for leadership Neuroscience of unconscious bias Leading through change Executive coaching and the inner game of leadership Mindset and team collaboration Negotiation and influence Sales behaviour and buyer psychology Ideal for CEOs, executive committees and senior leadership teams are responsible for behaviour change at the top of the organisation CHROs, L and D directors and heads of leadership development, designing accredited leadership pipelines Sales and commercial leadership teams looking to upgrade negotiation and buyer engagement Diversity and inclusion leads who want a brain-science framing of bias rather than a values framing Audience outcomes A working understanding of how stress, threat and reward responses shape leadership decisions in real time Specific mechanisms for interrupting unconscious bias in hiring, promotion and day-to-day team interactions Practical communication moves for leading people through change without losing trust Sharper read on the neuroscience of negotiation and how buyer brains actually respond to influence attempts

Why organisations work with Tony Perzow Twenty years on the operator side of the table, buying and selling closeouts to Walmart, Amazon, and Costco, before becoming a trainer. The frame is procurement and sales floor, not classroom. Former negotiation trainer at the Karrass Organization and former VP of negotiation training at Strategic Pricing Associates, giving him a structured pedagogical lineage in the most established commercial negotiation methodologies. His “Heart of the Deal” system is built around what happens to skilled negotiators when pressure rewires their judgement, not around tactic lists. Sessions are simulation-led. Teams negotiate, then get critiqued on the specific unconscious moves that cost margin, rather than walking out with a slide deck. Trained more than 20,000 commercial professionals, with a client roster spanning Apple, Red Bull, Rolls Royce, Pfizer, Panasonic, and Daimler Trucks. Biography highlights Former negotiation trainer at the Karrass Organization and former Vice President of negotiation training at Strategic Pricing Associates. Trained more than 20,000 sales, procurement, and commercial leadership professionals. Past corporate audiences include Apple, Red Bull, Rolls Royce, Pfizer, Panasonic, Daimler Trucks, and Starz Network. Built a procurement and sales operator background negotiating closeouts with Walmart, Amazon, and Costco. Creator of the “Heart of the Deal” methodology, structured around decision-making under pressure rather than tactic playbooks. Working on a book titled “You Suck at Negotiating, But You Don’t Have to with a Mindful Negotiation Practice.” Biography Negotiation training has a credibility problem. Most of it is built on tactic lists that hold up in role play and fall apart the moment a real buyer pushes back. Tony Perzow’s work starts where that gap opens: the behavioural moment where a skilled negotiator, under pressure, makes a decision they would not have made on paper. That framing comes from a career on the operator side of the table. Before training, Perzow spent close to two decades as a procurement specialist and sales lead, buying and selling closeouts with Walmart, Amazon, and Costco. The pedagogy came later, first as a trainer at the Karrass Organization, then as Vice President of negotiation training at Strategic Pricing Associates, two of the longest-running commercial negotiation institutions in the United States. His methodology, “Heart of the Deal,” is structured around pressure-triggered decisions rather than tactical repertoire. The training uses simulations followed by critique of the specific unconscious choices that leave margin on the table. The audience is sales, procurement, and commercial leadership; the deliverable is behaviour change in the room where contracts close, not a framework to read on a flight home. More than 20,000 commercial professionals have been through his programmes, with corporate audiences including Apple, Red Bull, Rolls Royce, Pfizer, Panasonic, and Daimler Trucks. His forthcoming book, “You Suck at Negotiating, But You Don’t Have to with a Mindful Negotiation Practice,” extends the same argument: that the failure mode in negotiation is rarely ignorance and almost always the negotiator’s own state under pressure. Key speaking topics High-stakes negotiation Sales negotiation and deal-making Procurement and price negotiation Behavioural decision-making under pressure Commercial leadership and revenue strategy Persuasive communication in client relationships Ideal for Chief revenue officers, sales leaders, and commercial directors briefing teams ahead of major deal cycles Heads of procurement and supply chain managing high-value supplier contracts Account management and key account teams in industries with concentrated buyers Sales kick-offs, commercial leadership offsites, and procurement summits Audience outcomes A working vocabulary for the behavioural moves that compress margin in live negotiations The ability to diagnose, in their own deals, where pressure is driving suboptimal concessions A planning discipline that shifts power before the negotiation begins, not during it Techniques for managing hardball tactics without escalating or capitulating A framework for value creation in deals that would otherwise be priced as zero-sum

Why organisations work with Vinh Giang His communication framework is rooted in the psychology of illusion; specifically, how professional magicians manage audience perception, belief, and attention. This gives organisations access to a model of influence that is empirically grounded in audience psychology, not generic presentation technique. His signature concept: that every professional has a habitual voice, not a natural one, and that this voice can be deliberately rebuilt, gives individuals a concrete, actionable framework rather than general advice about confidence or impact. He built 52Kards, an online magic education platform that reached 800,000 students globally, demonstrating that he has applied the same principles of skill transfer and engagement he teaches to others at commercial scale. The STAGE Academy programme translates his performance methodology into structured organisational training, giving companies a repeatable development pathway, not a one-off motivational event. He was named South Australia’s Young Entrepreneur of the Year in 2013 and has delivered over 80 live events internationally, including a TEDx appearance at Macquarie University: his credibility is practitioner-built, not academic. Biography highlights Co-founder of 52Kards (formerly Encyclopedia of Magic), an online education platform with over 800,000 enrolled students worldwide CEO of Luminary Productions, a training, development, and video production company Creator of the STAGE Academy, a structured public speaking and communication programme for professionals South Australia Young Entrepreneur of the Year Award (2013) Multiple award-winning performer at the Adelaide Fringe Festival: Top Voted Show and Top Reviewed Show, three consecutive years (2012-2014) TEDx speaker, Macquarie University, on communication and professional performance Biography Vinh Giang’s central argument is that most professionals communicate well below the standard their thinking deserves, and that the gap between expertise and expression is a learned problem with a learnable fix. His methodology doesn’t come from corporate training or academic research. It comes from 15 years of studying what professional magicians do: how they control attention, manage belief, and shape the experience of an audience in real time. The insight he took from performance is precise. Robert-Houdin’s principle: that a magician is an actor playing the part of a magician, reframes communication as a discipline of craft, not personality. Applied to business, this means that a leader’s authority in a room is not fixed. It is a set of habits, many of them inherited from childhood, that can be replaced with deliberate ones. That argument is the foundation of the STAGE Academy, his structured communication programme for professionals. Giang is not a theorist. He dropped out of a commerce and law degree at the University of Adelaide to build 52Kards, an online magic education platform that eventually reached over 800,000 students worldwide. That business – built before the term “creator economy” existed – earned him the South Australia Young Entrepreneur of the Year Award in 2013. His performance work at the Adelaide Fringe Festival, where his shows won Top Voted and Top Reviewed for three consecutive years, gave him a practical laboratory for the same principles he now teaches to senior professionals. His clients have included Microsoft, Facebook, and LinkedIn. The organisations that engage him are not looking for motivational uplift; they are investing in a measurable upgrade in how their people present, persuade, and lead under pressure. Key speaking topics Performance-based communication for leaders The psychology of influence and audience perception Vocal presence and professional authority Storytelling and high-stakes persuasion Confidence and mindset in professional communication Communication as a teachable skill set Entrepreneurship and the business of building trust Ideal for Senior leadership teams and C-suite executives seeking to sharpen influence and executive presence Sales and commercial leaders whose teams communicate and persuade in high-stakes environments CHROs and L&D leads commissioning communication capability programmes Conference audiences drawn from professional services, financial services, or technology – where credibility depends on the ability to make complex ideas land clearly Audience outcomes A concrete model for understanding why their current communication habits underperform, and what specifically to change Practical tools for rebuilding vocal presence and delivery authority, drawn from professional performance training A framework for structuring high-stakes communication; presentations, negotiations, and leadership conversations, that moves audiences to action Greater awareness of the gap between how they intend to come across and how they are actually received A shift from treating communication as a soft skill to treating it as a professional discipline with measurable standards

Why organisations work with Yan Lefort He has done the work commercial teams are usually only theorising about: replacing a category that funded an entire industry, in his case tobacco in Formula 1, with sponsors that pass modern scrutiny. As Commercial & Marketing Director of Sauber Motorsport from 2018 to 2022, he sat on the management board and was directly responsible for landing the long-term Alfa Romeo partnership and the Orlen title sponsorship that anchored the team’s finances. He has run the partner side and the rights-holder side of the same deal. At IWC Schaffhausen he built the Mercedes-AMG Petronas F1 partnership during the Hamilton era; at Sauber he sold the property. Few speakers can credibly describe both seats. His operating context is one of the most commercially exposed environments in business, where every quarter the product performs in public and sponsors decide whether to renew. That discipline transfers to any organisation whose revenue depends on relationship renewals under pressure. Biography highlights Commercial & Marketing Director, Sauber Motorsport AG, 2018 to 2022, and member of the Alfa Romeo Racing F1 management board Global Head of Partnerships, PR and CSR at IWC Schaffhausen, leading the IWC partnership with the Mercedes-AMG Petronas F1 team Global PR Manager for the Lucky Strike F1 programme with BAR Honda Six years at Rothmans managing the sponsorship of the Williams F1 team Ran an independent commercial and sponsorship consultancy serving OEM automotive clients including Toyota’s F1 team, sponsors, rights holders and F1 drivers Speaker, International Sports Convention, Geneva Biography When tobacco sponsorship was banned from Formula 1 in 2005, the sport lost the category that had paid most of its bills for thirty years. Teams, rights holders and agencies had to rebuild their commercial books from scratch. Yan Lefort had spent the previous decade inside that commercial machine, six years at Rothmans on the Williams F1 sponsorship and seven as Global PR Manager of the Lucky Strike F1 programme with BAR Honda. He set up his own consultancy and spent the next five years rewiring sponsorship strategies for OEM clients including Toyota’s F1 team, plus a range of sponsors, rights holders and drivers. In 2011 he joined IWC Schaffhausen as Global Head of Partnerships, PR and CSR, where he ran the luxury watchmaker’s partnership with the Mercedes-AMG Petronas F1 team through the period of Lewis Hamilton’s dominance. That gave him the brand-side view of the most demanding partner relationship in motorsport. At the start of 2018 he moved to Sauber Motorsport as Commercial & Marketing Director and joined the team’s management board. The team had no title sponsor and a weak commercial position. By the time he left in 2022 he had landed the long-term Alfa Romeo partnership that rebranded the team and the title sponsorship from the Polish energy company Orlen. During those years he worked closely with World Champion Kimi Raikkonen and ten-time Grand Prix winner Valtteri Bottas. That sequence, rights-holder to sponsor to rights-holder, agency to brand to team, gives him a practical reading of how partnership revenue is actually built and defended. He speaks to that work directly, drawing on named deals and named counterparts rather than abstractions about engagement or storytelling. Key speaking topics Sponsorship and partnership strategy Commercial leadership in Formula 1 Sports marketing and brand activation Rebuilding revenue after category disruption Luxury brand partnerships in regulated environments High-performance team commercial operations Ideal for CCOs, CMOs and heads of partnerships at sponsors and rights holders Boards of sports properties, federations and motorsport teams Brand and partnership leaders inside luxury, automotive and energy companies Commercial leadership teams whose revenue model relies on long-cycle partner renewals Audience outcomes A working view of how a modern F1 team builds and defends its sponsorship book A specific account of how a banned-category sport rebuilt its commercial model, with lessons for any industry facing regulatory or reputational disruption to its revenue base The brand-side and rights-holder-side perspectives on the same partnership, drawn from IWC’s relationship with Mercedes-AMG F1 and Sauber’s relationship with Alfa Romeo and Orlen A clearer test for whether a partnership is commercial substance or marketing decoration