2025 GTM Predictions: What We Got Right, What Surprised Us, and What Comes Next

This episode is the highly anticipated season finale of the Revenue Insiders podcast, hosted by Tiffany Jones and Kelly Lewis. As they wrap up the first season, they provide an insightful and comprehensive recap of the key trends and predictions in the revenue and go-to-market space for 2025 so far. The hosts reflect on the accuracy of their earlier predictions made six months ago, discussing which trends have materialized, which are still pending, and what new developments are emerging as the year progresses.

Tiffany and Kelly dive into the impact of the economy on revenue strategy roles, noting that while some predicted shifts—such as strategy leaders moving into Chief Revenue Officer roles—have been slower to occur, there are signs of gradual change among Fortune 500 companies. They also analyze the much-discussed "Great Resignation 2.0," concluding that while turnover in tech is present, it has not yet reached the expected peak, leaving room for developments in the latter half of 2025.

A major focus of the episode is the rapid evolution of AI and its profound influence on sales, enablement, and customer success. The hosts highlight the explosive growth of product enablement specialist roles, driven by the need to keep pace with AI-enhanced products, with LinkedIn data showing a 58% increase in these roles primarily in tech. They also discuss the balance between AI innovation and non-AI product investments, noting a 22% rise in funding for non-AI tools in Q1 2025, signaling a diversified approach to technology adoption.

Tiffany and Kelly explore the shift towards bite-sized, TikTok-style enablement content, which has seen a remarkable 200% year-over-year growth. This new learning style reflects the need for agility and personalized consumption in adult learning, with many companies adopting short-form enablement to keep teams up to speed in a fast-changing environment.

The episode also covers AI’s growing role in forecasting and post-sales experiences. They share data from Gartner and Forrester revealing that 42% of boards now track AI KPIs and 67% of B2B buyers prioritize seamless AI-human handoffs, underscoring AI’s integration into strategic decision-making and customer interactions. The hosts predict that transparency around AI-driven forecasting will become a critical expectation, with users demanding clear explanations of AI logic and actionable insights to improve outcomes.

Looking ahead, Tiffany and Kelly offer "spicy" predictions for the second half of 2025, including the rise of hybrid human-AI sales teams as a service. They acknowledge the mixed feelings about AI replacing human roles but emphasize the importance of adapting and differentiating through emotional intelligence and thought leadership. They also discuss the challenges of training new sales talent in an AI-augmented world and the evolving nature of sales roles.

Throughout the episode, the hosts share personal anecdotes and industry insights, making complex topics accessible and engaging. They express gratitude to their listeners for their support during the inaugural season and encourage following the podcast on Spotify, Apple, YouTube, LinkedIn, Instagram, and TikTok for continued updates and insights.

This episode is essential listening for revenue leaders, sales professionals, enablement specialists, and anyone interested in the intersection of AI, sales strategy, and market trends in 2025. It offers a rich blend of data-driven analysis, expert predictions, and practical advice to navigate the fast-paced changes shaping the future of go-to-market strategies.