Sales, Success and everything in between
Two sessions, two speakers, one challenge.
Part One: Lirone Glikman
In highly competitive ecosystems like the U.S. and New York, networking is not a soft skill – it is a core growth tool for finding clients, advancing initiatives, and driving organizational growth.
Lirone, who is now on her USA Book Tour, moved to NYC before, with zero connections, got a job in 3 weeks through a new network she created, secured an O‑1 visa within 2 months and lost it after 6 months. This first‑hand experience shapes her career in many ways.
Opportunities do not come only from a strong product, but from people who trust you, understand your value, and think of you at the right moment. This practical and interactive session is based on The Human Factor Method – a field‑tested methodology developed and refined over a decade. It connects networking, personal branding, and AI to show how to build a network that works for you, your business, and your organization, and turns relationships into real business results.
What We’ll Cover
The Human Factor Method – achieving goals through networking
How to plan a strategic network for clients, growth, and influence
Why personal brand directly impacts networking success
Turning small talk into meaningful business opportunities
Managing relationships over time and leverage for results
About Lirone Glikman
Lirone Glikman is a globally recognized expert, keynote speaker, and best-selling author specializing in business relationships, personal branding, and global business development. She’s the founder of The Human Factor by Lirone Glikman, a global consulting and training firm. With 20+ years of experience across 28 countries, Lirone has worked with Fortune 500 companies, governments, universities, and startups. She’s the author of The Super Connector’s Playbook and an honorary advisor to the UN’s NGO Committee on Sustainable Development.
Part Two: Raz Vicerabin
Where Deals Go to Die: The Two Sales Pipeline Cemeteries
Most sales teams don’t lose deals at the end of the funnel. They lose them much earlier - often without realizing it.
In this practical and direct session, Raz Vicerabin breaks down the two most dangerous stages in the B2B sales pipeline where opportunities quietly stall, decay, or disappear altogether: after the demo and after the proof of value (POV)
Drawing from real-world founder and enterprise sales experience, the session will explore:
Why so many opportunities die right after “a great demo”
The most common discovery and demo mistakes that kill momentum
How missing champions and unclear next steps sabotage deals
Why POVs often drag on endlessly — or fail to convert at all
How to run disciplined demos and POVs that actually move deals forward
Participants will leave with clear mental models, practical frameworks, and concrete actions they can apply immediately to protect their pipeline, improve conversion rates, and run sales like a profession - not a guessing game.
This session is especially relevant for founders, sales leaders, and anyone involved in complex B2B deals who wants to stop losing opportunities for avoidable reasons.
Speaker Bio – Raz Vicerabin
Raz Vicerabin is a B2B sales advisor, educator, and former VP of Sales who has spent over a decade building and scaling sales organizations in global tech companies. He played a key role in taking Riskified public on the NASDAQ and has led sales teams from early-stage growth through enterprise-scale execution.
Today, Raz is the founder of WINGS – Sales Program for Founders, a hands-on sales program designed specifically for early-stage B2B founders in the founder-led sales stage. Over the past year, more than 130 founders from 100+ startups have gone through his programs in Tel Aviv, New York, and internationally.
In parallel, Raz teaches B2B sales at universities and entrepreneurship programs, working closely with founders, CEOs, and first sales hires on discovery, deal strategy, pipeline management, and negotiations. His work focuses on turning sales from intuition-driven activity into a structured, repeatable profession.