Scaling Accessibility Trust: How Enterprise Sales Teams Turn Compliance Questions Into Customer Wins

When a customer asks about accessibility, sales teams often treat it as a legal hurdle to clear rather than a relationship to build. I lead a customer accessibility advisory function that helps account teams find the right ACR or VPAT, frame compliance honestly, and flag risk before it becomes a lost deal, while also monitoring at-risk accounts for accessibility signals before they escalate. I’ll share the operating model, the questions that separate a stalled conversation from a trusted one, and how to build this capability without a large dedicated team. Attendees will leave with a repeatable playbook for equipping customer-facing teams to have accessibility conversations with confidence.