Episode Summary
In this episode of AI-Powered RevOps, Sandy Robinson sits down with Teri Long, VP of Global GTM and Partner Enablement at GoTo, to break down where AI is actually creating real impact inside revenue teams. From call intelligence and AI role play to manager coaching, partner enablement, and RevOps alignment, Teri shares how leading organizations move beyond shiny objects and use AI to improve execution, win rates, and revenue outcomes. If you're trying to scale enablement, drive adoption, and make AI useful—not just visible—this conversation is packed with practical takeaways.
Key Takeaways
• Start with the highest-friction point in seller or partner workflows—not with AI for AI’s sake
• Call intelligence, coaching insights, and AI role play are some of the fastest paths to measurable impact
• RevOps and Enablement must work together: RevOps owns the data foundation, Enablement drives behavior change
• Test, learn, and validate is the framework for successful AI adoption and continuous improvement
• Real AI ROI shows up in ramp time, win rates, coaching effectiveness, and seller productivity
Chapters
00:22 – Meet Teri Long: GTM Enablement, AI, and Revenue Execution
04:30 – How Teri Started Using AI in Enablement
08:15 – Where AI Creates Real Value vs. Shiny Objects
13:40 – Call Intelligence, Buyer Insights, and Coaching at Scale
20:05 – RevOps + Enablement: Why Alignment Matters
27:10 – Quick Wins: Where Revenue Teams Should Start with AI
33:18 – Driving AI Adoption and Building Internal Champions
40:12 – AI for Partner Enablement and Scaling Through Ecosystems
47:25 – The Future of Enablement Leaders in the Next 12–18 Months
54:10 – Rapid Fire: AI Questions Every RevOps Leader Is Asking
01:02:30 – Final Advice: Start with the Problem, Not the Tool
Links Mentioned
Teri Long LinkedIn: https://www.linkedin.com/in/terilong/
GoTo: https://www.goto.com
ChatGPT: https://chat.openai.com
Mindtickle: https://www.mindtickle.com
Forrester: https://www.forrester.com
Keywords
AI in revenue enablement, AI-powered RevOps, revenue operations, GTM enablement, sales enablement, AI role play, call intelligence, sales coaching, RevOps strategy, partner enablement, manager coaching, sales productivity, AI adoption, revenue execution, GTM teams
Bottom Section
Sandy: https://www.linkedin.com/in/sandyrobinson/
Website: www.SandyElevates.com
www.AI-PoweredRevOps.com
AI-Powered RevOps is a Sandy Elevates production.
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