Voice of theRevenue Creator
Revenue teams aren't debating AI adoption anymore. They've moved on to harder, more practical questions about AI efficacy and what humans should actually own. RevGenius partnered with Boundless Markets to capture what 150+ revenue leaders believe will separate high performing GTM teams from the rest.
Featuring Senior Leaders From Companies Like
The Revenue Shift Is Structural, Not Tactical
AI is compressing execution cycles, but speed without signal clarity just creates noise. Teams that treat AI as a productivity tool will get a productivity bump. The real advantage comes from knowing which signals actually matter.
AI as Co-Pilot
Nearly 3/4 of revenue leaders expect AI to act as a co-pilot by end of 2026, not fully autonomous.
Buyer Signals Rule
Leaders want signals based on buyer voice—their interests, challenges, and priorities in their own words.
Signal-Based Selling
Signal-based selling and automated buying-stage detection rated as the top AI capability for 2026.
Events Still Critical
Online events and webinars rated very or extremely important for engagement, defying digital fatigue.
Human Strategy First
The majority believe humans should maintain control over strategy, creativity, and relationship-building.
AI Tools Fragmented
Over half use Claude alongside ChatGPT, signaling tool fragmentation as teams search for the right fit.
Explore the data behind these insights
AI makes teams faster, but not smarter
Revenue leaders see AI as a co-pilot that amplifies human judgment, enabling critical and strategic thinking.
say AI will be
a Co-Pilot
Most Impactful AI Capabilities
The functionality revenue leaders value most
RevGenius Insights
Speed without judgment
AI has dramatically improved speed, volume, and execution. But it has not automatically improved judgment, prioritization, or deal strategy.
Amplifies broken processes
AI often amplifies broken processes instead of fixing them. Teams go 'AI-first' without clarifying decision logic or ownership.
Faster than thinking
AI is accelerating GTM motion faster than organizations are evolving their thinking. The gap creates risk and missed opportunity.
What's The Right Mix?
Leaders agree that AI shouldn't determine workflows alone and humans will continue to drive creativity, relationships and decisions.
workflows
How Leaders See the Ideal Human to AI Balance for 2026
The Relationship Between Data and Intuition in Revenue Strategy
Data as foundation, intuition accelerates
AI provides context, humans decide
take a balanced, hybrid approach
let AI lead with data-first, with human overrides if needed
We're going to constantly look for those HIL, human-in-the-loop moments, where you need someone to be creative and you need someone to interpret context quickly.
Malcolm J. Smith
Head of Global Business Development, Centrical
Going forward, data will tell you what is happening and why it is happening, but intuition will decide what to do next. The best revenue leaders will treat data as the foundation and intuition as the accelerator.
D'Andre Crump
VP, Revenue Enablement & Client Strategy, revlogic
More Signals Don't Always Mean More Clarity
The most powerful signals are the actual problems and priorities buyers express themselves.
Most Valuable Signals for Sales Teams
What types of signals would be most valuable if you could get reliable data?
What Leaders Agree On
- Signals are everywhere - intent data, engagement metrics, tech stack data
- More signals do not automatically create advantage
- Activity is often mistaken for understanding
Where The Gap Exists
- No shared definition of a 'real' buying signal
- Unclear thresholds for when signals change behavior
- Signals collected but rarely translated into decision logic
The Opportunity
- Build systems that convert signals into interpretable patterns
- Create shared context across teams
- Enable better decisions through signal clarity
Events Drive Human Connection
Despite heavy reliance on AI, live interactions with prospects and customers remain crucial. 62% say in-person and online events will be very or extremely important in 2026.
There is a major opportunity to gain insights directly from attendees so sales teams can prioritize and tailor their follow-up, without guessing what resonates or relying on generic personalization.
RevGenius Insights
What Separates High Performers
Defined by how well systems and teams work together, not number of tools used.
AI Integration Across the GTM Stack
28%Embedding AI agents into workflows that directly drive measurable growth.
Signal-Driven Personalization
24%Messaging based on buyer behavior, not predetermined sequence triggers.
Real-Time Buyer Intent
22%Traditional lead scoring being replaced by in-product behavior and search engagement.
Precision Over Volume
18%Less spray and pray. More relevant engagement driven by fewer, higher quality touches.
What High-Performing Teams Do Differently
Competitive advantage is shifting from heroics to infrastructure. Teams with mediocre reps + great systems may outperform teams with great reps + weak systems.
What Leaders Rely On
Functional tech stacks that reduce friction and accelerate clear decision-making.
Favorite AI & GTM Tools
% of respondents who mentioned each tool as a favorite
Tools That Provide Clarity
The most preferred AI tools provide clarity and reduce noise, not just increase productivity.
Consolidation Coming
Leaders believe the explosion of AI tools will lead to consolidation and streamlining in 2026.
CRMs Need Evolution
Traditional CRMs with rigid structures are becoming outdated, but switching costs remain high.
The tools I value most reduce friction across revenue, CX, and operations—making decisions clearer, not noisier.
Vivian Toledo Augusto
Tools on the Radar for 2026
Emerging tools revenue leaders are watching closely
Lead Data & Enrichment
Prospect intelligence and data enrichment
Revenue Intelligence
Buyer signals and revenue insights
Sales Engagement
Outbound automation, workflows, and sequencing
Content & Marketing
Generative assets, creative, and personalized content
Wisdom From the Trenches
Direct perspectives and expert insights
The big shift will be the end of sloppy, hype-driven AI and the rise of disciplined, data-governed AI engines.
Ashleigh Bilodeaux
GTM AI Engineer, Zoom
Looking Ahead
When asked for one word to define their outlook for 2026, here's what we heard most.
Anticipate fundamental shifts in how revenue teams operate
Key Themes and Takeaways
AI is a Co-Pilot, Not a Replacement
The future is AI-augmented, with humans responsible for judgment, context, and relationships.
Signal Quality Matters Most
Advantage comes from knowing which signals actually matter and translating them into coordinated action.
Systems Over ICs
Revenue performance is becoming a systems problem. Great infrastructure will outweigh individual talent.
Better Insights for Better Personalization
Personalization requires understanding buyer priorities, problems, and timing, not just better copy.
The next phase of revenue performance will be defined less by tool adoption and more by how teams redesign their workflows and decision systems around AI.
RevGenius Insights