The Role of AI in Revenue Team Strategies

When I read Tobias Lütke's memo yesterday, it made me reflect on how I personally use AI to run Outreach—and I thought it might be worth sharing with a wider audience. As many of you know, Outreach is an AI-powered sales execution platform, purpose-built to help revenue teams automate and optimize their workflows—from pipeline generation to deal closure. Here’s how I run Outreach using our own AI capabilities: 🔹 Forecasting: In our weekly forecast call, I benchmark our rollups against what Outreach AI predicts. It processes everything—deal updates, customer interactions, notes, and conversation intelligence—providing deep insights at a scale no human could match. 🔹 Deal Execution: I use our Deal AI Assist to stay close to mission-critical opportunities. It tells me which deals are on track and where I can jump in to support the team. 🔹 Account Monitoring: I track our top accounts daily with Account AI Assist, which flags churn or contraction risks based on conversation signals and behavioral data. 🔹 Seller Coaching: I rely on Kaia's (our Conversation Intelligence AI) real-time coaching to help our reps improve on the fly—whether it’s competitive differentiation, pricing strategies, or structuring complex deals. 🔹 Customer Success: Our Reflexive AI alerts CSMs when product usage and adoption drop, so we can proactively re-engage accounts before it's too late. 🔹 Prospecting: Our AI Prospecting Agent continuously runs in the background—scanning signals, evaluating fit, and reaching out autonomously when the time is right. It personalizes content across email, LinkedIn, and call scripts, saving our team an estimated 10x in effort. All of this—powered by the Outreach platform—is how I stay close to the business while letting AI do the heavy lifting. If you’re curious about how you can run your own company with Outreach AI, drop me a message. I’d love to show you. #AI #SalesExecution #Leadership #OutreachAI #FutureOfWork #SalesTech

I've watched organizations rush to implement AI tools across their revenue functions, often with mixed results. Today, I'm sharing a crucial insight: the companies seeing transformative results are not those with the most advanced tech stacks. Instead, they deploy AI with surgical precision at the intersection of efficiency and trust. In my latest piece, I break down specific AI tools reshaping revenue operations and offer strategic guidance on implementing them without eroding the customer trust that underpins sustainable growth. Key takeaways: 🎯 Conversation Intelligence Platforms (Gong, Chorus): Not just for call analysis, but for scaling successful behaviors while maintaining authentic customer interactions 🎯 Predictive Lead Scoring (MadKudu, 6sense): Allowing targeted deployment of human capital against high-probability opportunities (with critical guardrails) 🎯 Personalization Engines (Mutiny, Optimizely): Creating tailored experiences without increasing operational complexity or crossing the "creepy line" 🎯 Content Generation (Jasper.AI, Copy.ai, Claude.ai): Achieving velocity without sacrificing quality (but still requires human oversight to be more, well, human). 🎯 Customer Journey Orchestration (Drift, a Salesloft company, Qualified): Creating guided buying experiences that feel personalized while operating at scale 🎯 AI Assistants (Grok, ChatGPT): Rapid iteration and testing of multiple approaches before committing resources The most successful revenue organizations aren't those using the most AI but those using AI most strategically. There is a competitive advantage in knowing where NOT to automate - in preserving human connection where it creates differentiating value. What AI tools are you implementing in your revenue operations? And more importantly, how are you measuring their impact beyond efficiency metrics? Read more here: https://lnkd.in/e4Ang6Nj __________ For more on growth and building trust, check out my previous posts. Join me on my journey, and let's build a more trustworthy world together. Christine Alemany #Strategy #Trust #Growth

I’ll never forget the first time I used AI to prep for a deal review. It was 6 AM. I had back-to-back calls starting in two hours. And I needed to get smart FAST on a complex deal that had been stalled for weeks. Instead of digging through email, Salesforce and Gong, I dropped the deal history into ChatGPT with a targeted prompt. In minutes, I had: 🔵 a map of the buying committee 🔵 clarity on the real blocker (shocker…it wasn’t budget) 🔵 three specific moves to get it unstuck The deal closed two weeks later. That was the moment it crystalized for me: AI isn’t just a productivity hack. It’s a force multiplier for revenue leaders. But here’s what I’m seeing: Too many teams are still using AI like a glorified spell-check. “Write a follow-up email.” “Summarize this call.” “Give me 10 cold outreach ideas.” Those are all fine places to start. But the real upside? It’s using AI to get ahead of risk, drive smarter strategy, and genuinely accelerate your revenue engine. Here’s just some of what that can look like: ✅ Diagnose stalled pipeline before your reps even flag it ✅ Pressure-test MEDDIC across key deals with minimal lift ✅ Pinpoint why top reps win...and what’s holding others back ✅ Flag expansion and churn risk before QBRs go off the rails ✅ Create coaching plans that actually move the needle ✅ Scrutinize forecasts at every level to spot blind spots ✅ Analyze renewal trends and identify which accounts need exec attention ✅ Build board-ready forecasts and performance narratives in minutes I've been working with the team at Avarra to build a Prompt Library to help revenue leaders turn AI into the true force multiplier that we know it can be. It’s organized by sales stage, use case (coaching, forecasting, deal strategy, customer success), and even which models work best. Want access? Drop a “Prompt Library” in the comments 👇 And connect with me so I can send it over.

Gong just announced 14 AI Agents for revenue teams. I just shared 3 of my favorites with 500+ revenue leaders at the Emblaze Revenue Summit in Denver: 1. Our customers expect everyone in our org to have full context of their needs, account history, and issues they’ve been facing. Being honest, how many of us can claim that our team provides that experience? Now there's an AI Agent that solves that problem. Introducing: AI Briefer. It uses structured templates to standardize and streamline how account, deal, and contact knowledge is shared. It reads through hundreds of emails and call transcripts associated with the account when an SDR hands it over to an AE or once the deal closes and moves over to a CSM. It saves your team a huge amount of time that would have gone into researching the account and briefing each other. Most importantly, it instantly elevates the customer experience. If you’re an executive jumping in to save a deal, you can ask Gong to instantly brief you on everything you need to know, without asking your team to scramble. Think about the implications of doing this at scale, for every deal. 2. Remember when sellers left themselves deal reminders on post-it notes? Get back to John, send Shelly the proposal? 25 years ago that evolved into reps posting those same notes into their CRM. A little bit easier, for sure. But isn’t it time we evolve and free our sellers to do deeper, more meaningful work, while AI takes care of the drudgery? Now there’s an AI Agent that does that. Introducing Gong’s AI Tasker. It suggests AI-generated to-dos so your team can focus on high-impact activities and next best actions. It guides sellers through every step in the sales cycle from pipeline generation to closed-won and beyond. For example, post-meeting, it creates a to-do item to send a follow-up email to a prospect. But it doesn't stop with a nudge. It also generates the email for you. So, with the prospect engaged in a snap, our seller can focus on other opportunities and new pipeline. 3. Training, onboarding, and coaching reps has always been hugely time-consuming. Whether you ride along with them, test them on call scripts, or let them burn through live leads until they get their act together. Then came the LMS systems and manual call reviews. More recently, we created AI-powered call scoring to allow sales manager to focus on coaching instead of manually scoring calls. But soon, all this will be replaced by Gong’s AI Trainer. Gong’s AI Trainer Agent creates realistic role-play scenarios that help reps master conversation techniques for training and coaching. Instead of burning through live leads, sellers now get a personalized AI coach, who’s been trained on your team’s customer conversations, and can simulate buyer objections, buying processes, and different buyer personas, all tailored to your team's needs. How’s that for a revolution in how your leaders spend their time and how quickly your sellers become experts?