The Operations Room: A Podcast for COO’s 92. How to Really Use AI in Your GTM Team
In this episode we discuss: How to really use AI in your GTM team. We are joined by Donna McCurley, Creator of the AI Sales Operating System™ (AiSOS).
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We chat about the following with Donna McCurley:
- Who should actually “own” AI inside your GTM function — and what happens if nobody does?
- What does real AI governance look like in practice — beyond policies and buzzwords?
- Are AI agents creating hidden shadow systems inside your organisation?
- Why are most AI rollouts in sales failing to drive measurable revenue impact?
- How do you move from AI experimentation to a true AI sales operating system?
References
- https://www.linkedin.com/in/donnamccurley/
Biography
Donna McCurley is the creator of the **AI Sales Operating System™ (AiSOS)** and a go-to advisor for SaaS revenue teams who want to turn AI from “extra noise” into a real growth engine. She leads Global Sales Enablement teams and has helped 100s of sellers cut out busywork, triple their pipeline coverage, and adopt AI workflows that actually stick.
With a background that spans classroom teaching, Fortune 500 enablement leadership, and consulting with companies like McAfee and HPe, Donna has built a reputation for stripping away complexity and focusing on what truly drives revenue. Her work blends proven sales methodologies with practical AI deployment—think Microsoft Copilot, ChatGPT, Gong, and SalesLoft stitched together into one coherent system sellers can actually use.
At her core, Donna is obsessed with solving a simple but critical problem: too many sales teams are drowning in admin work, bloated tech stacks, and outdated playbooks. Through AiSOS, she’s building a future where sellers spend less time clicking around and more time closing deals.
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Summary
07:05 – Turning Copilot into a Revenue Engine
07:15 – AI Governance in Practice
07:18 – Avoiding “Shadow AI” Systems
09:27 – Change Management & Behaviour Shift
13:19 – The Biggest Mistakes in AI Rollout
14:16 – Enablement Over Experimentation
22:00 – The Role of RevOps as AI Overseer
38:00 – Moving from AI Tools to an AI Operating System
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