In this webinar on The Future of Enterprise B2B Sales, Skwill founder and CEO, Anoop George Speaker1 unpacked why today’s sales system feels broken—and what leaders can practically do about it. Drawing on three decades in tech and services sales, plus Skwill’s proprietary research, he challenged the “more tools, more activity” mindset and offered a new way to think about sellers, AI, and performance.
The session begins with a candid look at the current state of sales: falling quota attainment, shrinking tenures, buyers who are more informed than ever, and sales teams using 10+ tools a week while spending less than one-third of their time with customers. Skwill’s research, based on 40–60 weekly seller tasks and 120+ micro-tasks, showed how scattered workflows and tech clutter are draining energy and eroding trust.
From there, Anoop introduces the Human Agency Framework—a simple but powerful way to map work across what is easy/hard for humans vs. easy/hard for AI. The framework helps organisations decide what to automate, where AI should assist, and where humans must lead to create real impact in complex deals and multi-stakeholder environments. Used well, it can free up to 25 hours per seller per week, boost productivity, and meaningfully lift quota achievement.
The webinar then moved to the 7 Shifts that high-performing organisations are already making to unlock the next wave of sales performance. These shifts span three dimensions:
- Skills & Behaviour – moving from rigid, repeatable scripts to adaptive selling; using behavioural science to tailor conversations; and coaching sellers to curate, not just create, content.
- Systems & Coaching – shifting from after-the-fact reviews to real-time, in-the-flow coaching; segmenting sellers and matching them to the right deal and buyer profiles; and integrating AI seamlessly into the seller’s journey rather than as disconnected tools.
- Trust & Credibility – elevating responsiveness, consistency, and follow-through as core differentiators when everyone has access to the same information and AI capabilities.
Throughout the session, Anoop reframed AI not as a threat, but as a teammate: the future is seller with AI, not seller versus AI. He closed with specific next steps for CEOs, sales leaders, enablement teams, and individual sellers to start applying the Human Agency Framework and the 7 Shifts in their own organisations.
For those who want to go deeper, the webinar recording is accompanied by the full Future of Enterprise B2B Sales report and additional resources:
