AI revenue strategies: Insights from Gong's latest report

Gong, the foremost authority in Revenue AI, has unveiled its second annual State of Revenue AI report. This publication highlights the critical role AI plays in contemporary revenue organisations, with a notable seven in ten leaders now trusting AI for key business decisions. This marks a transition of AI from an efficiency accelerator to a central component of the revenue structure.

Data gleaned from the study shows that embedding AI into go-to-market (GTM) strategies yields impressive results, with organisations implementing AI demonstrating a 65% higher likelihood of increased win rates, outperforming their peers.

The research, based on the analysis of 7.1 million sales opportunities across more than 3,600 companies and inputs from over 3,000 global revenue leaders, offers fresh perspectives on adapting to economic shifts, embracing AI, and redefining growth strategies.

Amit Bendov, CEO and co-founder of Gong, explains, "It's [AI] no longer a helpful sidekick, but now a strategic partner. Revenue teams that embrace AI aren't just seeing better revenue outcomes, they're reshaping entire GTM functions." Such revelations indicate that the future of sales is a collaborative engagement between humans and AI.

The report also debunks the notion of AI as a potential job eradicator. Instead, AI is seen as a transformative force for jobs. In the survey, 43% of respondents anticipate that AI will transform roles without reducing headcounts, with just 8% predicting minimal impact.

As professionals integrate AI into daily activities, productivity and efficiency have become forefront strategies. By 2026, productivity is expected to be the top growth strategy. Key changes include:

• Reduced administrative burdens like data entry and CRM updates.
• Increased customer-facing opportunities, enhancing calls, meetings, and outreach.
• Enhanced strategic focus on account planning and deal strategy.
• Improved data-driven decision-making, driving revenue engagement.

AI's evolution, from experimental technology to an expectation, is underscored by the fact that seven in ten enterprise leaders now rely on AI. By 2025, US utilisation of AI for strategic success has risen by 50% year over year.

Revenue-focused AI solutions have doubled their effectiveness compared to general tools, achieving:

• 13% greater revenue growth.
• 85% higher commercial impact.

Organisations that courageously embrace AI in core use cases report a significant boost in revenue generation. Teams leveraging AI deeply report a 77% increase in revenue per representative.

While US AI adoption continues at a rapid pace, seen with 87% of companies using AI, the UK trails by approximately 12-18 months. Currently, 70% of UK companies are utilising AI.