Whether you're experimenting with AI adoption or already rolling out new tooling, this is the practical playbook you didn’t know you needed.
Matthew kicks things off by making a case that’s becoming harder to ignore: Revenue Operations sits at the intersection of people, process and technology — and AI does too.
If your job is to drive repeatable revenue, AI might just be the most powerful tool available today. But that also means RevOps teams are on the hook for helping their organizations implement it responsibly.
“RevOps is the proving ground for scalable AI impact.” – Matthew Volm, CEO at RevOps Co-op
To help ground this in reality, Jacob and Jeremy walk through three key areas where AI is transforming sales execution today:
Check out this related blog post on How an AI Sales Manager Transformed Our $30M Sales Operation.
It’s no secret that sales reps have been drowning in admin work — logging CRM fields, writing follow-up emails, digging through call recordings to prep for meetings. AI tools are starting to take that burden off their plate.
Jacob Fleisher explains how Attention uses AI to automate:
Jeremy echoes this, noting that the value of AI starts with automating the unglamorous but critical work that often drains rep energy.
“Reps don’t want more tools. They want less friction.” – Jeremy von Halle, Abridge
When implemented well, AI becomes a silent teammate. One Attention AE runs an agent that scans all his daily meetings and auto-generates his to-do list each morning. No context switching, no manual effort. Just pure sales motion acceleration.
Check out this related blog post on How to Reduce Your Sales Team’s Ramp Up Time.
What if you didn’t need to guess what makes a top-performing rep different? What if you could actually quantify it — and then teach it?
That’s exactly what Jeremy’s team is doing.
Using Attention, Abridge has completely revamped their onboarding and certification program. Every new rep goes through mock call simulations, scored by AI across the same metrics used in live calls. This creates:
Jacob takes it one step further. Using AI to automatically score reps across specific MEDDIC criteria (like economic buyer identification), his managers can now pinpoint skill gaps with real evidence, not gut feel.
“I used to spend hours trying to find a call worth coaching. Now the AI flags them for me.” – Jacob Fleisher, Attention
Instead of “What calls should I review?” the question becomes “Where can I coach most effectively today?”
Check out this related blog post on How to Coach Revenue Teams: 12 Strategies For Success.
Both speakers agreed: CRM hygiene is no longer a nice-to-have — it’s table stakes. And AI is finally making it achievable.
Jeremy shared how Abridge uses Attention to auto-log:
They also implemented a scoring layer that assesses the strength of those MEDDIC components — not just if a rep filled it in, but whether it’s been validated or changed over time.
Jacob mentioned they’ve extended their implementation to include win/loss reasoning. After a deal closes, an AI agent analyzes the full thread of conversations and emails, and logs the win or loss reason into Salesforce.
“The data is cleaner. The reps are happier. And leadership actually trusts what they’re seeing in the CRM.” – Jacob Fleisher
If you’re still waiting for reps to manually fill out 15 custom fields in your CRM, AI might be your best shot at making those fields usable — and accurate.
Check out this related post on why Sales Teams Hate CRM Data Entry and How to Make it Effortless.
Sales managers are under pressure to coach, forecast, run 1:1s, and hit number — all while parsing through dozens (or hundreds) of deals. AI isn’t replacing them, but it is giving them superpowers.
Jacob shared how Attention scores each opportunity using a blend of company-specific criteria and sales methodology inputs (like MEDDIC). That score:
Instead of spending 20 minutes per rep per forecast call just getting context, managers now show up with a ready-to-review list of deals that matter most.
“My one-on-ones are now 30 minutes of execution, not 20 minutes of detective work.” – Jacob Fleisher
Jeremy took it a step further — his team is building an AI-generated 1:1 agenda that includes pipeline pacing, goal attainment, manager notes, and flagged risks for each AE.
The result? Better coaching, faster course correction, and a more strategic frontline.
Check out this related post on the 9 Best Sales Forecasting Methods for Realistic Predictions.
One of the most powerful — and overlooked — use cases for AI in RevOps? Leadership enablement.
Jeremy explained how they use AI to:
This isn’t just anecdotal feedback — it’s quantified, tracked and categorized across thousands of data points.
Jacob emphasized how Attention is changing the way they capture Voice of Customer.
“We’re not relying on the loudest AE anymore. We’re relying on all our calls.” – Jacob Fleisher
It’s not just helping product and marketing — it’s helping executive leadership make better decisions.
Let’s not get ahead of ourselves. Both speakers were quick to say that full automation is not the goal — thoughtful implementation is.
Here are their shared guidelines for rolling out AI-powered workflows:
One particularly interesting example: Abridge tracks both human-entered and AI-generated next steps, and uses discrepancies as a QA mechanism. This gives leadership visibility into potential pipeline quality issues without forcing reps to do double entry.
“You don’t need to automate everything. You need to automate enough to drive change.” – Jeremy von Halle
Matthew closed the session with a simple question: If you had to give up every AI workflow except one, which would you keep?
Jacob’s answer: His AI assistant that lets him query CRM and conversation data like a chat bot. He uses it to ask questions like:
Jeremy’s answer: AI-powered meeting recaps and exec prep workflows. These pull context, sentiment, action items and blockers into a single view — enabling faster, more confident decision-making across the team.
“That kind of AI saves me hours and makes every meeting more productive.” – Jeremy von Halle
This isn’t hype. It’s not theory. These are workflows delivering tangible results — today.
AI is fundamentally changing how sales teams operate. But it’s RevOps that holds the keys to implementation, measurement and scale.
If you’re in RevOps, you’re not a bystander. You’re the architect of how your org will — or won’t — use AI to drive revenue.
Let’s not waste that opportunity.
Check out our blog and join the RevOps Co-op community. You’ll find more operator-led insights, frameworks and practical advice on building the future of revenue operations — with or without AI.
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