AI in B2B Sales: Where It Works, Where It Doesn’t, and What You Can Deploy Today

The 70 minutes

1. 0–10 min

   Introductions and networking

   The session starts with the people, not Sellton. Everyone gets about a minute: your name and company, what you're responsible for, what your sales or GTM function looks like today, and one thing you're trying to figure out about AI in sales. You'll know who's in the room, and the discussion runs on real examples instead of a generic presentation.

2. 10–20 min

   Where AI actually works today

   The use cases already mature enough to create measurable value. The question: how much of the work before a salesperson needs to speak to a buyer can AI now handle? Not whether AI replaces sales, but where expensive human time still goes on work machines can increasingly do.

   • Market and account research
   • Prospect identification
   • ICP matching
   • Pre-qualification
   • Account and prospect prioritisation
   • Context gathering
   • Campaign creation
   • Personalisation
   • Outreach orchestration
   • Follow-ups
   • Response handling
   • CRM and pipeline administration
3. 20–30 min

   Where AI should not replace humans

   Then the flip side: where people still create far more value. If AI takes over more of the operating work, what should salespeople spend their time on instead? The emerging model: AI handles the operational layer, people focus on conversations, relationships, judgment and closing.

   • Discovery
   • Building trust
   • Nuance and internal politics
   • Complex commercial conversations
   • Negotiation
   • Strategic relationships
   • Closing
4. 30–40 min

   The GTM infrastructure question

   From single tasks to the economics of the whole revenue operation. Most teams combine data providers, prospecting tools, enrichment, sequencing, a CRM, workflow tools, SDRs, RevOps and a lot of manual coordination. If AI can research, qualify, prioritise, engage and orchestrate, how much of that is still necessary? An open discussion: challenge the idea and bring what you're seeing in your own organisation. No forced consensus; the value is in comparing experiences.

5. 40–45 min

   From discussion to reality

   Rather than a polished demo, we test everything we've discussed against real businesses in the room.

6. 45–60 min

   Live Sellton deployment

   A few participants are nominated to deploy Sellton live, from onboarding to a first campaign, on their own company: their offer, market, ICP and commercial context. No dummy data, no controlled demo environment. The aim is about 15 minutes from onboarding to an operational setup.

7. 60–67 min

   Review the campaigns

   Together we open what Sellton built: how it understood each business, its ICP interpretation, the accounts and prospects it chose, its qualification and reasoning, the campaign strategy and the messaging. Challenge the output and judge whether the reasoning holds up.

8. 67–70 min

   What happens next

   How everyone in the room can deploy Sellton for their own company, shared in the session. No obligation.