About ten senior commercial and technology leaders met behind closed doors at aiblLIVE London 2026 to ask where AI is really changing how revenue teams sell, forecast and coach. Most of their teams use it. Few can show what it returns.
Their answer was to define the outcome and the workflow first, then put verified data where sellers already work, rather than giving everyone a chatbot and hoping.
Session format as run at aiblLIVE London 2026, under the Chatham House rule
Because they rolled it out before deciding what to measure. Leaders described more activity and happier partners but no metrics. Staff do the same job as before and now spend money on tokens too, and many have never been taught to prompt.
Efficiency, meaning more seller time with customers, and effectiveness, meaning better conversations visible in win rates, average selling price and stage conversion. Together they drive revenue per head. Get visibility of the data first, then automate the action.
Where sellers already spend their day. One revenue operations director surfaces CRM and conversation data inside the team chat tool so nobody switches tabs. The room warned that open access with an instruction to go and play is the surest route to failure.
The full findings report covers what the room said, without attribution:
From a boardroom roundtable at aiblLIVE London 2026, held under the Chatham House rule and hosted by Laura Gracey and Samantha Stephens of Gong. See all the workshops and boardroom roundtables from the day.
