Scaling Revenue Enablement with AI, Sales Best Practice, and Real Behaviour Change

In this Selling Power interview, Richard Barkey, CEO of Imparta, talks with Gerhard Gschwandtner about what’s really needed to improve sales performance at scale.

They explore how AI can go beyond surface-level insights to actually shift behaviour and why embedding sales best practice, accessing real-time data, and integrating everything through a single point of entry is key.

Whether you’re just starting your AI journey or trying to unify a fragmented enablement strategy, this is a practical look at what works, what to avoid, and how to drive real impact.

Key takeaways:

• Clients want more than training: Smaller firms look for solid sales foundations, while large enterprises want AI-powered, personalized enablement across functions, not just sales.
• AI needs to influence, not just inform: Bullet points aren’t enough. To change behaviour, AI must be built on proven methods of coaching and motivation.
• Best practice and data must be built in: AI needs access to your company’s knowledge, resources, and real-time data, from competitor intel to LinkedIn signals.
• One entry point, many agents: Salespeople need simple access. Behind the scenes, different AI agents should handle different tasks, seamlessly.
• Creating momentum for change: From identifying the need to managing risk and driving adoption, Richard outlines how to move from dysfunction to a working system.
• It’s not a one-person sell: Aligning multiple stakeholders with different priorities takes real sales skill and the right champions on your side.
• Enterprise example: Cisco is leading the way with a unified, AI-enabled approach, supported by Imparta and others, that’s already in motion.