Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ

The Unexpected Lever

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Young and Profiting with Hala Taha (Entrepreneurship, Sales, Marketing)

1
Dave Ramsey: 5 Stages to Build and Scale a Business That Lasts | Entrepreneurship | E344 1:03:38

26 วันที่แล้ว1:03:38

ลิสต์เล่นในภายหลัง

ลิสต์

ถูกใจ

ที่ถูกใจแล้ว

1:03:38

Too many entrepreneurs get stuck on the business treadmill, hustling nonstop, unable to scale, and unknowingly stalling their growth. That’s where Dave Ramsey began. After crashing into $3 million in debt, he rebuilt from scratch, turning a small radio program into a national show with millions of listeners. With over three decades of experience in entrepreneurship, business growth, and content creation, he knows what it takes to build a lasting business. In this episode, Dave reveals the six drivers of long-term success, the five key stages of startup growth, and how he balances life as an entrepreneur and a content creator. In this episode, Hala and Dave will discuss: (00:00) Introduction (00:23) The Core Principles of Financial Freedom (05:42) Adapting to Change as a Content Creator (09:22) Balancing Content Creation and Entrepreneurship (12:34) How to Create a Clear Path in Business (15:19) The Truth About Starting a Business Today (18:22) The Six Drivers of Business Success (26:20) Shifting From Tactical to Strategic Thinking (29:44) The Five Stages of Business Growth (41:10) Leading with Care, Clarity, and Accountability (47:10) Identifying the Right Leadership Skills (48:35) Starting a Media Business as an Entrepreneur Dave Ramsey is a personal finance expert, radio personality, bestselling author, and the founder and CEO of Ramsey Solutions. Over the past three decades, he has built a legacy of helping millions achieve financial freedom. As the host of The Ramsey Show , Dave reaches more than 18 million listeners each week. He is the author of eight national bestselling books. His latest, Build a Business You Love , helps entrepreneurs navigate growth and overcome challenges at every stage. Sponsored By: Shopify - Sign up for a one-dollar-per-month trial period at youngandprofiting.co/shopify OpenPhone: Streamline and scale your customer communications with OpenPhone. Get 20% off your first 6 months at openphone.com/profiting Airbnb - Find yourself a co-host at airbnb.com/host Indeed - Get a $75 sponsored job credit at indeed.com/profiting RobinHood - Receive your 3% boost on annual IRA contributions, sign up at robinhood.com/gold Factor - Get 50% off your first box plus free shipping at factormeals.com/factorpodcast Rakuten - Save while shopping at rakuten.com Microsoft Teams - Stop paying for tools. Get everything you need, for free at aka.ms/profiting LinkedIn Marketing Solutions - Get a $100 credit on your next campaign at linkedin.com/profiting Resources Mentioned: Dave’s Book, Build a Business You Love: bit.ly/BuildaBusinessYouLove Dave’s Website: ramseysolutions.com Active Deals - youngandprofiting.com/deals Key YAP Links Reviews - ratethispodcast.com/yap Youtube - youtube.com/c/YoungandProfiting LinkedIn - linkedin.com/in/htaha/ Instagram - instagram.com/yapwithhala/ Social + Podcast Services: yapmedia.com Transcripts - youngandprofiting.com/episodes-new Entrepreneurship, Entrepreneurship Podcast, Business, Business Podcast, Self Improvement, Self-Improvement, Personal Development, Starting a Business, Strategy, Investing, Sales, Selling, Psychology, Productivity, Entrepreneurs, AI, Artificial Intelligence, Technology, Marketing, Negotiation, Money, Finance, Side Hustle, Mental Health, Career, Leadership, Mindset, Health, Growth Mindset, Side Hustle, Passive Income, Online Business, Solopreneur, Networking.…

ประมาณหนึ่งปีที่แล้ว 6:22

MP3•หน้าโฮมของตอน

Is the role of the Sales Engineer or Solution Consultant evolving faster than we can keep up with?

In this episode, Jarod Greene sits down with Dave Schultz, Head of Solution Consulting at Employ, to explore how flexibility and adaptability are transforming the SE role. From navigating unpredictable buyer behavior to leading with empathy in new leadership roles, Dave shares his insights on building agile teams and creating impactful strategies that align with the shifting needs of modern B2B sales.

In this episode, you’ll learn:

Evolving the SE Role: The Sales Engineering/Solution Consultant role is shifting. It requires flexibility and adaptability to meet buyers where they are, even if it means stepping outside traditional processes.
Key Skills for Modern SEs: Communication, agility, and handling curveballs are essential traits for SEs navigating unpredictable buyer behavior and complex sales environments.
Leading With Empathy: Dave shares his approach to leadership in new roles, emphasizing thoughtful decision-making, cross-functional collaboration, and building trust within teams.
Adapting to Buyer Behavior: Today’s buyers approach purchasing decisions differently. This means SEs have to stay ahead by tailoring their strategies to address these changing dynamics.

Things to listen for:

(00:00) Introduction

(00:18) The changing landscape of the SE role

(01:10) Dave’s thoughts on disco demos

(02:04) Adapting to unpredictable buyers

(02:50) Essential skills for modern SE

(03:21) Why talk tracks work better than scripts

(04:25) Dave’s first 30-60-90 days and his approach to leadership

(05:13) Preparing for long-term success in 2025

35 ตอน

#Business #Marketing #Vivun #Sales #The Presales #Technology #People #Sales Cycle #Strategic Insights #Revenue

Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ

The Unexpected Lever

published ประมาณหนึ่งปีที่แล้ว

แบ่งปัน

MP3•หน้าโฮมของตอน

Is the role of the Sales Engineer or Solution Consultant evolving faster than we can keep up with?

In this episode, you’ll learn:

Evolving the SE Role: The Sales Engineering/Solution Consultant role is shifting. It requires flexibility and adaptability to meet buyers where they are, even if it means stepping outside traditional processes.
Key Skills for Modern SEs: Communication, agility, and handling curveballs are essential traits for SEs navigating unpredictable buyer behavior and complex sales environments.
Leading With Empathy: Dave shares his approach to leadership in new roles, emphasizing thoughtful decision-making, cross-functional collaboration, and building trust within teams.
Adapting to Buyer Behavior: Today’s buyers approach purchasing decisions differently. This means SEs have to stay ahead by tailoring their strategies to address these changing dynamics.

Things to listen for:

(00:00) Introduction

(00:18) The changing landscape of the SE role

(01:10) Dave’s thoughts on disco demos

(02:04) Adapting to unpredictable buyers

(02:50) Essential skills for modern SE

(03:21) Why talk tracks work better than scripts

(04:25) Dave’s first 30-60-90 days and his approach to leadership

(05:13) Preparing for long-term success in 2025

35 ตอน

#Business #Marketing #Vivun #Sales #The Presales #Technology #People #Sales Cycle #Strategic Insights #Revenue

ทุกตอน

1
The Truth About Scaling GTM with AI with Jarod Greene 25:59

4 วันที่แล้ว25:59

25:59

How do you scale a team without scaling headcount? And why are some companies still slow to adopt AI despite clear advantages? In this episode, Vivun CEO Matt Darrow sits down with CMO and fellow podcast host Jarod Greene to discuss how marketing and sales teams can operate at a higher level using AI without losing the human element. They share how a five-person marketing team can outperform teams four times its size, what gets in the way of broader AI adoption, and why the best enablement isn’t more training, but less friction. Human connection still closes deals. But the teams who move fastest with precision are the ones using AI to handle everything else. In this episode, you’ll learn: How AI helps lean teams scale up – Jarod breaks down the AI tools and workflows that power speed without sacrificing quality. Why enablement needs a reset – It’s not about more content. You have to clear the clutter so reps can actually sell. What’s slowing AI adoption – The blockers CMOs face and how teams are finding quick wins without waiting on perfect conditions. Things to listen for: (00:00) Introduction (02:14) Scaling faster without losing quality (03:23) Breaking through the cold start problem (05:00) Why some CMOs still stall on AI (08:26) Rethinking SDRs with fewer tools, more output (13:54) Enablement fails when content becomes noise (19:13) Cutting through buyer fatigue with real value (22:13) AI avatars can’t replace real relationships…

1
The Rise of SEs in Sales with Michelle Afshar 16:30

9 วันที่แล้ว16:30

16:30

Is the traditional sales model evolving with the rise of SEs? In this episode, Jarod Greene sits down with Michelle Afshar , Global Head of Enablement at Darktrace , to unfold the shifting dynamics within B2B sales teams, focusing on the increasing importance of SEs. Michelle explains why the future of sales belongs to sales engineers, emphasizing the need for sellers to be more technical. She argues that aligning SEs and AEs is essential for closing deals in today’s tech-driven landscape. Tune in to learn why modern sales roles are evolving. In this episode, you’ll learn: How sales roles are transforming – Michelle envisions a future where sales engineers are your best sales reps, adapting to the technical needs of modern buyers. The challenges for AEs – Learn about the barriers organizations face in cultivating AEs with the technical prowess of an SE. Redefining enablement – Discover Michelle’s strategy for equipping SEs with necessary sales skills, and AEs with necessary technical skills, emphasizing the importance of unified support across sales teams. Things to listen for: (00:00) Introduction (00:43) Successful sellers will be SEs (02:36) The challenges of aligning AEs and SEs for better sales outcomes (03:38) Understanding the modern buyer's journey and how it affects sales (07:02) The role of enablement in supporting SEs (09:50) The importance of training SEs beyond just product knowledge (14:03) Strategies for structuring sales teams to foster collaboration…

1
Leveraging AI for Meaningful Market Research with Claudia Natasia, Riley AI 6:01

16 วันที่แล้ว6:01

6:01

Are you using AI correctly for market research? In this episode of V5, Jarod Greene sits down with Claudia Natasia , CEO of Riley AI , to discuss the evolving role of AI in customer insights. Claudia breaks down how AI is transforming market research, but she’s quick to caution against a plug-and-play approach. Off-the-shelf tools or LLMs alone won’t cut it if you want a real edge. She shares why blending proprietary data with AI is the key to unlocking insights your competitors will miss. With Riley’s innovative approach, they're helping businesses uncover the kind of golden nuggets that actually move the needle. In this episode, you’ll learn: Why AI alone isn’t enough – To stay ahead, companies will have to use their own data alongside AI models to generate unique insights instead of blending into the field. The value of proprietary data in gaining a competitive edge – Pulling from the same sources leaves you blind to opportunities others are missing. How user research drives business success – Real customer stories not only shape product development but also fuel substantial revenue growth. Things to listen for: (00:00) Introduction (00:52) Using AI as a research tool (02:00) The outdated GTM playbook (01:47) Why AI tools fall short (03:01) Riley AI’s data-driven approach (04:27) User research’s business impact…

1
The Future of CROs in B2B Sales with Kelly Lewis 18:18

23 วันที่แล้ว18:18

18:18

Is the CRO role changing to meet modern sales demands? In this episode, Jarod Greene connects with Kelly Lewis of B2B Go-To-Market Strategy , to discuss the ever-evolving nature of the CRO role and B2B selling teams in general. Kelly explains why today’s CROs need more than just sales skills. They have to master strategy, operations and even AI to lead teams effectively and scale success. She also predicts a rise in CRO educational programs to meet these needs. Listen to learn how sales leaders can evolve into CROs and adapt to the growing expectations of this complex role. In this episode, you’ll learn: How the CRO role is expanding – Beyond sales, the role now includes responsibilities in operations and strategy, making it a more complex leadership position. Why asking “why” matters – Sales leaders aspiring to be CROs must develop a deeper understanding of decision-making processes across their teams. The shift towards a new breed of sellers – With AI transforming the industry, Kelly shares her thoughts on where the next generation of sales talent will come from. Things to listen for: (00:00) Introduction (02:25) Why scaling teams and adopting AI are key CRO challenges (03:54) Balancing marketing, ops, and sales within the CRO role (05:57) Why realistic expectations matter in revenue operations (07:37) The role of behavior change in successful enablement (13:09) How AI is reshaping the next generation of sellers (14:17) The future of sales engineers transitioning to account executives…

1
Software Is a Commodity with Margaret Kelsey, Kodaris 8:44

4 weeksที่แล้ว8:44

8:44

Is brand the last real differentiator? In this episode of V5, Jarod Greene talks with Margaret Kelsey , CMO of Kodaris , about the shifting landscape of B2B marketing. Margaret argues that software has become a commodity—AI has made it easier than ever to build and replicate products. Yet many companies still rely on outdated go-to-market strategies instead of investing in brand and creative distribution. She explains why personal brands, employee advocacy, and strong cultural alignment are the key to standing out in a crowded market. In this episode, you’ll learn: Why traditional GTM playbooks don’t work – Relying on paid demand gen and performance marketing is no longer enough to win. How brand has become the ultimate moat – When technology and distribution look the same, differentiation comes from the values and authenticity behind a company. The power of advocacy at every level – From founders to employees, building trust through personal branding and cultural alignment drives long-term growth. Things to listen for: (00:00) Introduction (00:52) Software is now a commodity (02:00) The outdated GTM playbook (02:37) Why brand is the last competitive moat (03:17) Leveraging podcasts for brand-building (04:16) Personal brands and internal advocacy (05:03) Hiring for cultural and brand alignment (06:07) The flywheel that drives real growth…

1
What Sales Leaders Actually Need to Know About AI with Trevor Jett 22:32

5 weeksที่แล้ว22:32

22:32

What actually is an AI agent vs. a personal productivity tool? And how do you navigate the vast vendor landscape? AI is changing the sales game, but are leaders truly harnessing its potential? In this episode, Vivun CEO Matt Darrow and CRO Trevor Jett break down what sales leaders need to know about AI agents. From cutting through vendor noise to understanding the real impact on sales productivity, they bring clarity to an often-misunderstood topic. With firsthand insights from scaling high-performing teams, they explore how AI can democratize expertise, not replace sales roles. Deal velocity and quality relationships don’t have to be at odds in B2B. Listen in to learn how leading teams are bringing more power to sales with Agentic AI. In this episode, you’ll learn: What makes an AI agent different – Why most sales leaders get the definition wrong and how it impacts decision-making. Avoiding AI tool overload – How to filter out distractions and focus on tech that truly moves the needle. Rethinking enablement – Why top reps don’t rely on traditional training and how AI can level the playing field. Things to listen for: (00:00) Introduction (01:08) How CROs navigate AI vendor pitches (02:45) Defining AI agents: What most sales leaders get wrong (04:13) The real challenge of AI tool sprawl in sales (06:14) The spectrum of AI experiences: three AI categories every sales leader should know (08:47) Too much “AI,” not enough actual intelligence (12:00) Agentic AI’s role in accelerating sales enablement and ramp time (17:19) The myth of AI agents replacing sales teams…

1
Why Discovery Wins Deals with Tom Josephson 18:05

5 weeksที่แล้ว18:05

18:05

Are sales engineers too focused on features instead of what customers really need? In this episode, Jarod Greene connects with Tom Josephson , Senior Director of Solution Consulting at TCP Software , to explore the power of discovery in building solid relationships with buyers. Tom explains why curiosity is a superpower for SEs, how the right questions reveal real customer needs, and why great SEs show less, not more. This episode gets into how SEs can shift their approach from demonstrating technical prowess to being strategic partners who understand the customer's goals. In this episode, you’ll learn: Why curiosity is essential in discovery – the best SEs ask insightful questions to uncover what truly matters to the customer. When less is more in a customer conversation – Saying “yes” and moving on can be more effective than over-explaining, and a well-placed “no” can actually build credibility. How to keep prospects engaged – Letting them feel like they’re driving the conversation creates stronger buy-in and more powerful rapport. Things to listen for: (00:00) – Introduction (00:54) – Why curiosity makes discovery more effective (02:25) – Why SCs should resist the urge to show everything (03:54) – When to say “yes” and move on (and when to ask follow-ups) (05:57) – The power of a well-placed “no” in sales conversations (07:37) – Helping prospects reframe the problem, not just the solution (14:17) – How great SCs shift from demoing features to guiding decisions…

1
What Separates Great Sales Engineers from the Rest with Marjorie Abdelkrime 16:54

6 weeksที่แล้ว16:54

16:54

Are sales engineers relying too much on technical expertise and missing what truly drives customer decisions? In this special V15 episode, Jarod Greene sits down with Marjorie Abdelkrime , Head of US West and Healthcare Solutions at VMware by Broadcom , to explore what separates great SEs from those who get stuck. Marjorie shares why curiosity is the most critical trait for success, how Sales Engineers can build trust by admitting what they don’t know, and why AI-powered demos provide an opportunity to elevate the human element in technical sales. She unpacks the evolution of the SE role, from product expert to strategic advisor, and the mindset shifts required to elevate sales engineering conversations. From leveraging AI to enhance—not replace—SEs to understanding the customer’s customer, this episode explores the nuances of modern solution consulting. In this episode, you’ll learn: Why curiosity is the foundation of SE success - The best SEs go beyond technical expertise by asking deeper questions, uncovering business needs, and connecting solutions to real customer challenges. How admitting “I don’t know” strengthens credibility - SEs who acknowledge knowledge gaps and follow up with thoughtful insights build stronger trust with customers and internal teams. The evolving role of AI in sales engineering - AI-powered demos can enhance efficiency, but SEs need to double down on soft skill development to drive meaningful business conversations and strategic decision-making. Things to listen for: (00:00) Introduction (00:58) Why curiosity determines SE success (02:25) The danger of pretending to know it all (03:54) AI’s role in demos and what it can’t replace (05:57) How SEs can use AI to advance their careers (07:37) Understanding the customer’s customer (14:17) From demo expert to trusted business advisor…

1
Why Sales Teams Struggle to Connect with Customers with Jeff Margolese 6:05

7 weeksที่แล้ว6:05

6:05

Are sales teams too focused on flashy demos and missing what really matters to customers? In this episode of V5, Jarod Greene welcomes Jeff Margolese , SVP of Global Solution Consulting at ServiceNow , to break down one of the biggest challenges in B2B SaaS: showing real customer value. Jeff shares why sales teams often get caught up in showcasing features without connecting them to business impact—and how to fix it. He explains the power of storytelling, why ‘before and after’ framing is crucial, and how differentiation is more important than ever in a crowded AI market. From improving sales conversations to sharpening presales strategy, this episode explores the mindset shifts that drive better outcomes. In this episode, you’ll learn: Value-driven sales methodology changes the game – The best SEs don’t just showcase features; they frame solutions in the context of a buyer’s real challenges, making the “before and after” crystal clear. The qualities of the best SC to ever live – The most effective Solution Consultants embrace curiosity—not just about the tech, but about their buyers as people. From noticing what books are on their desks to asking the right questions, curiosity is the key to differentiation. How to connect features to business outcomes – Buyers want to see the cool tech, but what they really need is to know what’s in it for them. Aligning demos with real-world impact ensures your solution doesn’t just look good—it makes sense. Things to listen for: (00:00) Introduction (00:32) The challenge of showing true customer value (01:15) Balancing demos with customer relevance (02:36) The power of storytelling in sales (03:32) Differentiation in an AI-saturated market (04:30) Curiosity as a key trait in solution consulting…

1
AI Agents & Security: Safeguarding Your Data in an Evolving Threat Landscape 15:01

9 weeksที่แล้ว15:01

15:01

Is AI security keeping up? Agentic AI is poised to transform B2B, but will security concerns block its potential? In this episode of The Unexpected Lever , Vivun CEO Matt Darrow sits down with security leaders Jamie Brown and Jessica Siclari to separate fact from fear in AI Agent security. From navigating the evolving threat and regulatory landscape to designing a framework for AI vendor evaluations, they cut through the hype and provide a practical lens into how businesses can embrace AI Agents without compromising security. In this episode, you’ll learn: The actual risks of AI agents – Beyond the buzzwords, what threats actually matter? From data training risks to AI hallucinations, and which security principles remain unchanged? How to navigate shifting regulations – What global businesses must know about compliance in the U.S., EU, and beyond. Red flags when evaluating AI vendors – The non-negotiables for keeping your data protected. Security and innovation don’t have to be at odds. Listen in to learn how leading security teams are safeguarding data—while still embracing the power of Agentic AI. Things to listen for: (00:00) Introduction (02:15) AI’s impact on security and risk management (04:46) The hidden risks of AI model training (07:15) Data loss: the security team’s worst nightmare (09:22) AI regulations: the U.S. vs. the EU (11:34) Red flags when evaluating AI vendors (13:26) The key to AI security: adaptation, not avoidance…

1
AI-Driven Presales: Faster Onboarding, Smarter Selling with Toby Penn 6:51

9 weeksที่แล้ว6:51

6:51

Is an AI Sales Engineer the key to faster presales onboarding and smarter sellers? In this episode of V5, Jarod Greene sits down with Toby Penn , an experienced global presales leader, to explore how AI agents are transforming sales engineering. Toby shares how AI, specifically Vivun’s AI Sales Engineer, Ava, is helping presales teams ramp faster, stay ahead of process changes, and focus on high-value tasks. He discusses the role of AI in simplifying sales enablement, fielding complex technical questions, and even empowering Account Executives with better decision-making. From scaling SE expertise to improving sales rep independence, this conversation highlights how AI agents are reshaping the go-to-market landscape. In this episode, you’ll learn: How an AI SE accelerates onboarding – Cutting PreSales ramp time from months to weeks by providing real-time guidance and training. The difference between knowledge and expertise in AI agents - The best AI solutions don’t just retrieve knowledge. They have the expertise to present information in the context you need for real-world success. How an AI Sales Engineer increases sales efficiency – Freeing up SEs from repetitive tasks and enabling AEs to make smarter, data-driven decisions, without distracting SEs from value-driven work. Things to listen for: (00:00) Introduction (00:22) AI and presales enablement (01:31) Reducing sales onboarding time with AI (02:53) AI’s role in continuous sales enablement (03:41) Extending AI beyond presales (04:45) The importance of domain expertise in AI agents (05:37) AI for sales independence and scale…

1
Marketing Channels are Dead with Mark Kilens, TACK 5:36

10 weeksที่แล้ว5:36

5:36

Are marketing channels dead? In this episode of The Unexpected Lever, Jarod Greene sits down with Mark Kilens , CEO and Co-Founder of TACK , to challenge a long-held belief in B2B marketing. Mark argues that traditional channels—email, paid ads, and SEO—are losing effectiveness while networks are becoming the real drivers of growth. He breaks down the shift from channels to networks and why companies need to rethink their marketing strategy. From building a network map to understanding the power of trust, this conversation explores a new way to connect with buyers. In this episode, you’ll learn: Why traditional channels are losing impact – High costs, crowded spaces, and diminishing returns are making old-school marketing tactics less effective. How networks are shaping modern marketing – People, brands, and places hold more influence than ever, and leveraging them is key to growth. The role of trust in reaching buyers – Aligning with trusted figures, communities, and brands can build credibility faster than any paid campaign. Things to listen for: (00:00) Introduction (00:25) Channels are dead—sort of (00:56) The challenge with traditional channels (01:36) The power of networks over channeling (02:22) Rethinking marketing plans and budgets (03:40) Building a network map (04:37) Trust: the foundation of successful networks…

1
Why the Traditional SaaS Model Is Broken with Bill Balnave, Mezmo 8:37

13 weeksที่แล้ว8:37

8:37

Is the traditional SaaS sales model holding us back? In this episode, Jarod Greene welcomes back Bill Balnave , Vice President of Technical Services of Mezmo , to explore how outdated sales processes are creating unnecessary friction for buyers and sellers alike. Bill shares why software should sell itself and how empowering buyers with the right tools and information can revolutionize the industry. From the evolving role of SDRs to cutting out red tape in SaaS deals, this conversation dives into bold ideas for a frictionless future. In this episode, you’ll learn: The real role of sales reps in a modern world : Traditional SDR and sales rep models are losing relevance. Instead, SEs and customer success teams are becoming the real value drivers. Eliminating friction in SaaS buying : Transparent pricing, simplified contracts, and intuitive onboarding are powerful in creating seamless customer experiences. Why software should sell itself : Enable prospects to explore, test, and understand products independently. It changes the game for vendors and buyers alike when you can let the product speak for itself. Things to listen for: (00:00) Introduction (00:30) Why SaaS sales processes are broken (01:47) Addressing misconceptions about technical buyers (02:20) Simplifying contracts and eliminating redlines (03:17) Transparent pricing and flat rates for customers (04:03) The limitations of SDRs in modern SaaS sales (04:48) The shift to SEs and customer success teams (05:24) How self-service and digital tools empower buyers (05:44) Open-source solutions as a low-friction alternative (06:36) The generational shift required for sales streamlining (07:17) The evolution of the sales rep’s role in SaaS…

1
Designing AI Agents that Work with Humans, with Stephany Cardet 18:10

14 weeksที่แล้ว18:10

18:10

What if your tools worked like your best teammate? In this episode, Vivun CEO Matt Darrow talks with Vivun’s Lead AI Product Designer, Stephany Cardet , about what goes into designing AI Sales Assistants that don’t just follow your lead—they help you stay ahead. Stephany shares how Vivun’s tool Ava takes the guesswork out of the process—anticipating next steps, simplifying complex tasks, and making collaboration natural. Learn how smarter design can help you do your best work, every time. In this episode, you’ll learn: From Buttons to Brilliance: How design is shifting from rigid SaaS interfaces to agentic AI, where conversational design empowers users. Trusting the Unknown: The human barriers to AI adoption—and how proactive, personalized agents like Ava build trust and reduce ambiguity. More Than a Shell: Why AI agents don’t need traditional UIs and how Ava’s intelligence adapts to your unique style, even knowing what she doesn’t know. Things to listen for: (00:00) What agentic AI is and how it’s reshaping work (00:15) Meet Stephany Cardet (00:32) Why human-centered design is key to better sales tools (01:02) How thoughtful design makes tools feel intuitive (04:00) The shift from rigid interfaces to dynamic, conversational tools (06:30) How proactive tools simplify workflows and save time (09:10) Building trust with tools that explain their actions (12:00) Smarter tools that eliminate silos and foster teamwork (15:30) What makes AI feel like a trusted teammate…

1
Boosting Sales Alignment Through SE Quotas with Nicole Kawamoto, ServiceTitan 5:32

14 weeksที่แล้ว5:32

5:32

Are individual quotas the secret to SE-Sales team synergy?? In this episode, Jarod Greene sits down with Nicole Kawamoto , Director of Solutions Engineering from ServiceTitan , to explore how a shift in quota strategy can transform team dynamics and drive performance. Nicole shares why she moved her Solutions Engineering team to a hybrid quota model, the surprising impact it had on morale, and how it aligns SEs and AEs to crush sales goals together. In this episode, you’ll learn: Why individual quotas matter for SE teams : Introducing a hybrid quota model boosts performance, aligns SEs and AEs, and keeps everyone striving toward shared sales goals. The impact of team alignment on morale and results : Blending individual and team-based metrics fosters collaboration without sacrificing motivation or financial incentives. How quotas drive career satisfaction : Hear Nicole's approach to using quotas as a tool for retaining top talent and creating long-term career satisfaction within the Solutions Engineering role. Resources: Job openings at ServiceTitan: https://www.servicetitan.com/job-openings Things to listen for: (00:00) Introduction (01:06) The initial team-based quota model and its benefits (01:53) Challenges with team-based quotas and the need for change (02:38) Transitioning to a hybrid quota model (03:36) Improved morale, financial gain, and team alignment (04:11) Maintaining a collaborative team culture with individual accountability (05:05) The value of the hybrid quota model…

The Unexpected Lever

1
Scaling PreSales' Number One Commodity with David Yockelson, Gartner 7:14

29 weeksที่แล้ว7:14

7:14

Time is the most valuable commodity for pre-sales teams. In this episode, Jarod Greene sits down with David Yockelson , Distinguished Vice President and Gartner Fellow, as he shares his insights on how driving efficiency in collaborative efforts with account executives can lead to more effective business cases and stronger customer relationships. In this episode, you’ll learn: The Importance of Time in PreSales: David highlights how presales teams often struggle with managing their time effectively. Streamlining processes like demo automation and interactive demos can give them valuable hours to focus on higher-level tasks. Collaborative Business Case Development: Learn how presales professionals can work more closely with account executives to build compelling, personalized business cases that resonate with customers and help drive sales. Understanding Customer Needs: Discover how sales engineering teams can better understand and address individual customer needs, ensuring that solutions are relevant, impactful, and aligned with the customer’s unique goals. Things to listen for: (00:00) The most valuable commodity for pre-sales teams (00:56) The challenges with time management (02:13) How to effectively move prospects through the funnel (03:13) The role of pre-sales in developing business cases (04:23) The impact of demo automation on pre-sales efficiency (05:51) Why ROI stories need to be personalized to the customer…

The Unexpected Lever

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Prioritize Discovery Over Demos with Tom Josephson, TCP Software 6:07

30 weeksที่แล้ว6:07

6:07

Is discovery or demos the secret weapon in sales? In this episode of V5, host Jarod Greene chats with Tom Josephson , Director of Solution Consulting at TCP Software , about a controversial take: demos aren’t as crucial as everyone believes. Find out how mastering discovery can lead to deeper customer connections and more successful deals. In this episode, you’ll learn: The Power of Discovery: Tom explains why understanding your buyer’s needs through effective discovery can give you an edge over competitors, even when pricing becomes a factor. Shifting the Focus: Setting clear expectations for demos ensures they are laser-focused on what matters most to the customer. Value-Based Selling: Tom shares insights on how to sell capabilities during discovery, getting buyers excited and showing alignment long before the demo. Things to listen for: (00:00) Demos don’t matter, discovery does (00:45) Lessons Tom learned from the deals he lost and won (02:07) Why strong discovery sets up the demo for success (03:02) What to do when a prospective client requests early demos (03:53) Steps to secure buy-in on the importance of discovery…

The Unexpected Lever

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Have Multiple Sales Engineers on One Deal with Deirdre Sommerkamp, Skillibrium 6:03

31 weeksที่แล้ว6:03

6:03

How can tapping into your team's strengths transform sales engineering, boost win rates, and forge stronger customer connections? In this episode, Jarod Greene , host of V5, and Deirdre Sommerkamp , Chief Solutions Officer at Skillibrium , discuss the benefits of assigning SEs based on their specific skills for different stages of the sales cycle. In this episode, you’ll learn: The Power of Strengths-Based Sales Engineering : Deirdre introduces the concept of assigning multiple SEs to opportunities based on their unique strengths, leading to a more effective sales process. The Importance of Collaboration and Continuity : Detailed note-taking and pre-call strategies are essential for maintaining seamless transitions and ensuring that every team member is aligned, regardless of who takes the lead in different stages of the sales cycle. Adapting to Customer Preferences : Tailoring your sales engineering approach to fit the specific needs of your buyers is crucial, and flexibility in SE assignments can significantly impact customer satisfaction and sales success. Things to listen for: (00:00) Strengths-based approach to sales engineering (01:51) How to balance continuity and specialization (02:39) Importance of collaboration and note-taking (03:43) “We-first” vs. “Me-first” mentality (04:40) When using a strengths-based approach…

The Unexpected Lever

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The Impact of AI on Sales Engineering 29:51

32 weeksที่แล้ว29:51

29:51

How is AI transforming the role of sales engineers, and what does this mean for the future of B2B revenue streams? In this episode, Matt Darrow , CEO and Co-founder of Vivun , and Joseph Miller , Co-founder and Chief Data Scientist at Vivun, share how AI will affect sales engineering teams. They explore concepts like the integration of top-down and bottom-up approaches and how AI technologies are fundamentally altering the nature of labor in B2B sales. You’ll also learn the critical skills sales engineers need to have to stay competitive in an increasingly AI-driven market. In this episode, you’ll learn: The Evolution of AI: Joe takes us back to the fundamentals, explaining the top-down and bottom-up strategies that have helped AI evolve over the decades. The Impact on Labor and Productivity : GenAI disruption is different from previous technological advancements, meaning they can’t be mitigated by retraining alone. The Future of Sales Engineering : Sales Engineers will have to adapt to new AI tools, leveraging them for automation and strategic advantage. Things to listen for: (00:00) The evolution of AI (01:14) Merging top-down and bottom-up approaches (04:22) We underestimate the advancements in AI technology (06:51) AI's impact on the future of work and labor disruption (13:55) How partial automation is shaping the future workforce (18:42) Usability challenges in the early stages of AI integration (20:08) Revolutionizing sales engineering with AI in solution design (22:27) Essential skills for sales engineers to adapt to AI (25:48) Automating tactical work with AI to free up time for innovation…

The Unexpected Lever

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This Is The Unexpected Lever 0:53

33 weeksที่แล้ว0:53

0:53

What’s the real secret to sales success? It’s all in the pre-sale. On The Unexpected Lever, we’re diving deep into what happens before the deal closes and why it’s more than just demo automation. It’s about understanding real problems and providing meaningful solutions. Brought to you by Vivun, this show celebrates the unsung heroes—sales engineers—who drive revenue growth by connecting with clients, solving challenges, and delivering results. Whether you're aiming for stronger revenue, higher retention, or shorter sales cycles, remember: the pre-work makes the dream work. Tune in to learn how these strategies can transform your sales approach.…

The Unexpected Lever

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Multi-Product Generalists Are on Their Way Out with Dave Greene, Gainsight 5:46

15 weeksที่แล้ว5:46

5:46

Are solution consultants the key to bridging the gap between pre-sales and post-sales success? In this episode, Jarod Greene sits down with Dave Greene , Regional Vice President of Solution Consulting at Gainsight , to unpack why the days of multi-product generalists are fading fast. Dave explains why buyers demand deeper expertise from SCs and how specialization is driving better outcomes for both customers and teams. In this episode, you’ll learn: Why specialization is the future of solution consulting: Dave explains why the shift away from multi-product generalists is critical to meeting buyer expectations and delivering deeper, more effective support. How to address burnout in solution consulting teams: Teams managing multiple product lines and geographies can improve performance and morale by prioritizing specialization. The evolving role of SCs in customer success: Solution consultants are uniquely positioned to support customers both pre and post-sale because of their technical training. Things to listen for: (00:00) Introduction (00:21) Why multi-product generalists are becoming obsolete (00:48) The value of specialization in solution consulting (01:27) Addressing SC burnout and challenges with multiple product lines (01:53) Why buyers want deeper expertise and customized solutions (02:31) The critical role of SCs in pre- and post-sales collaboration (03:43) The synergy between SCs and CSMs for customer outcomes…

The Unexpected Lever

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The Future of Human-AI Interactions in SaaS with Russell Witham, Vivun 5:48

17 weeksที่แล้ว5:48

5:48

Is AI about to blur the lines between human and machine interactions? In this episode, Jarod Greene chats with Russell Witham from Vivun , to unpack how AI is reshaping your interactions with vendors and customers. From near-human digital assistants to AI systems that can tackle the unexpected, Russell shares his take on why the next few years could redefine the way we work and communicate. In this episode, you’ll learn: The future of AI-driven customer interactions: Why AI-powered tools are poised to blur the line between human and machine in customer support and beyond, transforming how businesses engage with clients, partners, and vendors. Breaking free from rigid decision trees: Advanced AI agents can handle edge cases and complex scenarios. This will help customer service systems be more agile and will eliminate the frustrations of traditional, structured support systems. AI's growing role in B2B SaaS: We all know the evolution of AI technology is accelerating. This means we have to create solutions that adapt and respond just as fast. Businesses have the opportunity to harness AI tools to improve workflows and customer experiences, and maintain a competitive edge. Things to listen for: (00:00) Introduction (00:21) The rise of AI in B2B SaaS (01:29) The Turing Test and its relevance to modern AI (02:28) How AI is expanding beyond structured decision trees (03:03) Why today’s AI tools are better equipped to handle edge cases (03:25) The evolution of AI capabilities and what’s coming next (04:39) Why now is the time to embrace AI-driven solutions…

The Unexpected Lever

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Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ 6:22

18 weeksที่แล้ว6:22

6:22

Is the role of the Sales Engineer or Solution Consultant evolving faster than we can keep up with? In this episode, Jarod Greene sits down with Dave Schultz , Head of Solution Consulting at Employ , to explore how flexibility and adaptability are transforming the SE role. From navigating unpredictable buyer behavior to leading with empathy in new leadership roles, Dave shares his insights on building agile teams and creating impactful strategies that align with the shifting needs of modern B2B sales. In this episode, you’ll learn: Evolving the SE Role: The Sales Engineering/Solution Consultant role is shifting. It requires flexibility and adaptability to meet buyers where they are, even if it means stepping outside traditional processes. Key Skills for Modern SEs: Communication, agility, and handling curveballs are essential traits for SEs navigating unpredictable buyer behavior and complex sales environments. Leading With Empathy: Dave shares his approach to leadership in new roles, emphasizing thoughtful decision-making, cross-functional collaboration, and building trust within teams. Adapting to Buyer Behavior: Today’s buyers approach purchasing decisions differently. This means SEs have to stay ahead by tailoring their strategies to address these changing dynamics. Things to listen for: (00:00) Introduction (00:18) The changing landscape of the SE role (01:10) Dave’s thoughts on disco demos (02:04) Adapting to unpredictable buyers (02:50) Essential skills for modern SE (03:21) Why talk tracks work better than scripts (04:25) Dave’s first 30-60-90 days and his approach to leadership (05:13) Preparing for long-term success in 2025…

The Unexpected Lever

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Sales Teams Must Plan Purposefully with Julia Lustig, Seismic 5:53

19 weeksที่แล้ว5:53

5:53

Is your team ready to tackle the next year head-on? In this episode, Jarod Greene sits down with Julia Lustig , Head of Sales Engineering for Southern Europe at Seismic , to discuss what sales teams need to be thinking about. With budgets tighter than ever, Julia shares how to make data-informed decisions, foster collaboration, and stay flexible while maintaining focus. You’ll discover why small, intentional changes can drive big results and how aligning your team around a shared mission sets the stage for success. In this episode, you’ll learn: The Power of Purposeful Planning : Being intentional with your strategy can help teams navigate tight budgets, limited resources, and changing markets. Data-Driven Decision Making : Analyzing patterns and structuring feedback from clients and prospects can guide teams toward focused and impactful actions. The Importance of Collaboration : Fostering a collaborative environment helps teams align around a shared mission while avoiding scope creep and chaos. Small Steps, Big Results : Breaking down challenges into manageable actions can lead to meaningful progress and sustainable success. Things to listen for: (00:00) Introduction (00:42) Why businesses must embrace purposeful planning (01:28) Using data to focus on what works and avoid chaos (02:26) Collaboration and structured feedback in decision-making (03:18) How small, intentional changes lead to long-term success (04:06) Balancing flexibility and commitment in team strategies (05:00) Julia’s advice on mental health and speaking up…

The Unexpected Lever

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This Is Gen AI’s Role in Sales Engineering with Taylor Bukowski, Vivun 25:18

20 weeksที่แล้ว25:18

25:18

AI isn’t taking your job—but the SE who knows how to use it, might. In this episode, Vivun CEO Matt Darrow talks to Senior Sales Engineer Taylor Bukowski about the evolving role of AI in sales engineering. As an early adopter of generative AI and Vivun’s AI Sales Engineer in particular, Taylor shares her firsthand experience using it to level up her workflow, career, and customers’ experiences. All without replacing the human touch that makes SEs irreplaceable. Tune in to learn how to use AI not as a replacement but as a partner in your SE success. In this episode, you’ll learn: Leveraging AI for Strategic Advantage : AI tools, like Vivun’s AI SE, Ava, can streamline everyday SE tasks. They boost productivity and allow you to focus on high-impact work like relationship-building. Think About AI Like a Teammate : As AI continues to evolve, stay curious and adapt to new tools that will keep you ahead of the curve. AI isn’t here to replace you. It’s here to enhance your abilities. AI for Efficient Knowledge Sharing : AI helps spread knowledge across teams, giving everyone access to valuable insights and preventing information silos. Things to listen for: (00:00) Why AI is a valuable tool for SEs (03:12) Debunking the myth that SEs only do demos (06:29) How Taylor leverages AI to free up time for relationship-building (09:08) Using AI for demo scripts and tailoring them to personal style (11:25) How AI helps organize complex customer needs (14:33) How AI keeps track of deals and updates in real-time (16:48) The challenges of customer handoffs and how AI ensures continuity (19:01) Spreading tribal knowledge across teams with AI (21:05) How AI provides a self-service model for the sales team (23:10) AI’s role in supporting the sales team (25:01) AI is here to stay—don’t get left behind…

The Unexpected Lever

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Stop Wasting Time on Prompt Engineering with Kyle Coleman, Copy.ai 6:16

20 weeksที่แล้ว6:16

6:16

Is prompt engineering really a skill you need to master? In this episode, Jarod Greene chats with Kyle Coleman , CMO of Copy.ai , to break down the hype around prompt engineering and uncover how AI can deliver real value to sales and marketing teams. Kyle shares why teaching your team to write perfect prompts might be a waste of time and how the best AI solutions simplify the process for seamless integration. In this episode, you’ll learn: Why Prompt Engineering Is Overrated: Kyle explains why expecting your team to master complex prompting skills can lead to disappointment and why the best AI solutions remove the need for it entirely. Smarter AI Adoption: Focus on tools that better integrate into your existing workflows. It will help you achieve sustainable results without overwhelming your team. How to Balance AI and Human Connection: Automating everything isn’t the answer. Instead, use AI with the manual tasks to free up your people to do what they do best and ensure that your buyers still feel connected to your brand. Things to listen for: (00:00) Introduction (00:18) Learning prompt engineering is a waste of time (01:33) The best AI tools eliminate the need for complex prompts (02:10) Common frustrations with AI (02:36) How AI can collapse time to insight and execution in sales (03:20) Practical examples of AI transforming go-to-market strategies (04:00) Balancing AI automation with human connection (04:57) AI SDRs role in lead processing (05:33) Leveraging AI tools effectively…

The Unexpected Lever

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From Help Desk to Sales Engineering Executive with Marjorie Abdelkrime, Broadcom 5:17

22 weeksที่แล้ว5:17

5:17

Is career progression in tech more accessible than we think? In this episode, Jarod Greene chats with Marjorie Abdelkrime , Head of US West and Healthcare Solutions at Broadcom , to unpack the many pathways into the Sales Engineering career. From breaking into the field to thriving in a highly technical industry, Marjorie shares her unconventional journey and offers practical advice for leveling up your SE career. In this episode, you’ll learn: Breaking Industry Stigma: Marjorie challenges the traditional view of SE roles. Varied career experiences—from IT to project management—can be the perfect launchpad for the role. There is no perfect background. Essential Skills for an SE: Everyday tasks like managing stakeholders and positioning projects build critical selling and technical skills necessary for excelling in an SE role. How to Level Up Your SE Career: If you want to grow as an SE, start with understanding your customers’ businesses, mastering the ecosystem around your solutions, and staying sharp with evolving technologies. Things to listen for: (00:00) Introduction (00:27) Why career progression for SEs is top of mind (01:02) Marjorie’s unconventional journey into solution engineering (01:47) How overcoming stigmas opens doors for aspiring SEs (02:37) Why everyday skills are essential (03:15) How to build confidence in transferable skills (03:50) How understanding customer ecosystems enhances your impact (04:09) The key to leveling up: staying sharp and thinking holistically…

The Unexpected Lever

1
How Zach Miller Built a $22M Pipeline in a Year 5:19

23 weeksที่แล้ว5:19

5:19

Building a new sales motion from scratch—where do you start? In this episode, Jarod Greene sits down with Zach Miller, CRO of VanillaSoft , about the real challenges of creating an enterprise sales strategy without disrupting a successful SMB pipeline. Zach shares the hurdles of transitioning to long-cycle, multi-stage deals and the importance of surrounding yourself with the right team. In this episode, you’ll learn: Building an Enterprise Sales Motion from Scratch : Establishing an enterprise sales motion requires careful planning to maintain an existing SMB pipeline, balancing new processes with proven success in smaller markets. The Power of Team Alignment : Having the right people with clear objectives allows for efficient scaling and helps tackle challenges as they arise. Challenges of Long Sales Cycles : Staying focused on core priorities is essential to managing the complexity of multi-stage deals without being overwhelmed by details. Filling Knowledge Gaps as a CRO : Broadening expertise beyond traditional sales, especially in marketing and SDR functions, can be crucial for a CRO stepping into an enterprise role. Things to listen for: (00:00) Zach Miller’s hot take on building an enterprise sales motion (00:28) The challenge of balancing enterprise and SMB sales (01:15) Tackling the hurdles of starting an outbound motion from scratch (02:15) Keeping priorities straight while adapting to a constantly changing sales landscape (02:41) The importance of team alignment and focusing on key outcomes (04:07) Advice for first-time CROs on filling knowledge gaps beyond traditional sales…

The Unexpected Lever

1
Preventing Hallucination in Agentic AI 24:21

24 weeksที่แล้ว24:21

24:21

Most AI knows how to respond—but does it know how to solve real SE problems? In this episode, CEO Matt Darrow sits down with Vivun’s Sr. Machine Learning Engineer, Chen Liang , to explore why most AI just isn’t cut out for sales engineering—yet. While language models like ChatGPT are powerful, they lack the insider knowledge and finesse that make sales engineers irreplaceable. Matt and Chen dive into Vivun’s unique approach to building AI agents that don’t just predict answers but deliver reliable, actionable insights grounded in real-world experience. Discover how structured knowledge framework and top-down procedural graph prevent AI hallucinations and keep AI agents aligned with SE needs. In this episode, you’ll learn: Structured Knowledge for Smarter AI: Crafting a reliable AI system begins with a structured approach to knowledge, ensuring AI agents operate with accuracy and industry insight. Preventing AI Hallucinations: Large language models often generate misleading responses, but with domain-specific guidance, AI can deliver more trustworthy results. Real-Time Improvement Through User Feedback: Tracking user interactions, like the “frustration index,” helps AI continuously evolve and meet real-world demands. AI as a Collaborative Team Player: Rather than just a tool, AI can become a partner in sales engineering, supporting complex decision-making with structured, actionable insights. Things to listen for: (00:00) Why AI alone isn’t enough for sales engineering (05:09) How structured knowledge reduces AI hallucinations (07:44) Using a knowledge graph to keep AI on track (10:28) The importance of evaluation for AI reliability (13:25) Real-world examples of AI’s limitations without domain knowledge (15:23) Quantitative vs. qualitative methods for AI evaluation (16:36) Real-time feedback and the “frustration index” (18:46) Human-in-the-loop and automated quality checks (20:05) Enhancing AI with ongoing data and real-time adjustments…

The Unexpected Lever

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Are AI SDRs the Key to Better Buyer Experiences? with Blue Bowen, G2 4:54

24 weeksที่แล้ว4:54

4:54

Is the future of inbound sales powered by AI SDRs? In this episode, Jarod Greene sits down with Blue Bowen, Research Principal at G2 , to explore the game-changing role of AI SDRs in inbound lead management. AI is reshaping the buyer experience, and if companies shift focus to inbound leads, it can provide immediate wins. Tune in to learn how companies can leverage AI tools to drive more meaningful connections with potential customers. In this episode, you’ll learn: How AI SDRs Can Enhance the Buyer Experience : Using AI-powered SDRs for inbound leads can streamline engagement, providing a timely, tailored experience for buyers, which boosts buyer enablement and ultimately drives success in a competitive market. Balance AI and Human Interaction : For companies hesitant to adopt AI, Blue suggests starting with AI as a supportive tool rather than a replacement. This helps nurture and enrich inbound leads while maintaining a human touch. Speed in Engagement Matters : Prompt responses are key—delays can push prospects toward competitors. AI SDRs can improve the chances of winning deals by responding swiftly and effectively. For additional insights on 2025 Sales Trends, see Blue’s research in this G2 post . Things to listen for: (00:00) Introduction (00:27) Why inbound leads are the key focus for AI SDRs (01:00) Differentiating between autonomous AI and co-piloting in sales (01:31) The importance of nailing the basics for inbound lead management (01:53) How AI SDRs can improve inbound processes (02:36) The rise of AI tools and their impact on sales productivity (03:15) How the buyer experience drives sales success (03:52) Why timely responses and effective communication matters…

The Unexpected Lever

1
Hidden Pricing Hurts Sales with Mark Huber, UserEvidence 5:08

25 weeksที่แล้ว5:08

5:08

Is hiding your pricing costing you more than you realize? In this episode, Jarod Greene sits down with Mark Huber, VP of Marketing at UserEvidence , as he shares his candid thoughts on the frustration of hidden pricing in B2B SaaS. He unpacks why transparent pricing is needed to build trust with buyers and how outdated sales tactics waste time for both teams and customers. In this episode, you’ll learn: The Importance of Price Transparency: Openly sharing your pricing can build trust with buyers and lead to faster decision-making. Avoid Time-Wasting Sales Tactics: Hidden pricing can frustrate potential customers and waste valuable time for both your sales team and prospects. Weed Out the Wrong Leads Early: Transparent pricing helps qualify leads from the start, saving your team from chasing prospects who can’t afford your product. Things to listen for: (00:00) Missing pricing information on pricing pages (01:15) The impact of hidden pricing on the buyer's journey (01:53) Inefficient demo calls without pricing transparency (02:25) Weeding out unqualified leads through transparent pricing (03:49) Why signal-based selling practices are absurd…

The Unexpected Lever

1
Why ChatGPT Isn’t Ready to Be an SE 17:39

26 weeksที่แล้ว17:39

17:39

ChatGPT may excel in conversation, but it’s not equipped to tackle the complex challenges that sales engineers face. In this episode, CEO Matt Darrow speaks with Vivun’s Product & AI Leader, Russell Witham , about the criteria for AI that actually “gets” sales engineering. Most existing models fail to appreciate the complexity and true value of SE work, resulting in outputs that fall short of what great sales engineers produce. Tune in to discover a new, innovative approach to empowering sales engineers with AI that understands them. In this episode, you’ll learn: The Essence of Sales Engineering: The core role of a sales engineer lies in crafting tailored solutions that address customer needs rather than simply answering product questions or filling out RFPs. The Limitations of Current AI Models : While AI and large language models are gaining traction, they often lack the nuanced understanding required for effective sales engineering. Successful integration of AI requires structured data and a top-down approach to fully leverage its potential in sales processes. The Four Core Benefits AI for PreSales: By focusing on the 60% of what SEs do, AI can free SEs from administrative burdens, collapse enablement times, improve agility to pursue new target markets, and increase operational efficiency. Things to listen for: (00:00) How companies are using AI in sales engineering (04:42) The essence of a sales engineer's role (08:48) Why Claude & ChatGPT isn’t good enough (10:03) The importance of structured data for effective solutions in sales engineering (11:53) The need for detailed knowledge representation in AI applications (15:46) Why current AI approaches fall short for sales engineering…

The Unexpected Lever

1
Why Sales Engineers Shouldn't Be Pooled with Kyle Smith, The Bridge Group 5:59

26 weeksที่แล้ว5:59

5:59

Time is a critical factor in B2B sales success. In this episode, Jarod Greene sits down with Kyle Smith , Managing Partner at The Bridge Group, to discuss the impact of direct alignment between sales engineers and account executives on customer experiences. Kyle shares his insights from the Sales perspective on how avoiding pooled resources can lead to smoother interactions and stronger client relationships. In this episode, you’ll learn: The Dangers of Resource Pooling: Kyle explains why pooling sales engineers can create a disconnect in the sales process and how it can lead to a less personalized customer experience. Enhancing AE-SE Collaboration: Fostering effective partnerships between account executives and sales engineers ensures seamless communication and efficiency. The Importance of Customized Demos : Learn how a well-prepared and targeted demo can address customer pain points, ultimately leading to higher conversion rates. Things to listen for: (00:00) The value of direct alignment in sales (00:35) Why pooled resources can create unnecessary challenges (01:50) Best practices for AE-SE collaboration (02:45) The role of preparation in customer interactions (03:30) How personalized demos enhance the buyer's journey (04:15) Navigating organizational complexities in sales…

The Unexpected Lever

1
Letting Buyers Lead in B2B Sales with Natalie Marcotullio, Navattic 4:59

27 weeksที่แล้ว4:59

4:59

Are we truly listening to our buyers? In this episode, Jarod Greene sits down with Natalie Marcotullio , Head of Growth and Operations at Navattic , as she shares about the pitfalls of traditional sales approaches, the importance of empowering buyers with the information they need, and how shifting our mindset can lead to stronger, more effective sales relationships. In this episode, you’ll learn: Trust Your Buyers : Buyers often have a deeper understanding of their own problems than sales representatives do about the product. Respect and leverage buyer insights to your advantage. Rethink Sales Interactions: BDRs should lead meaningful discussions about buyers' challenges and goals, enabling AEs to offer tailored solutions for more productive engagements. Empower Buyers with Information: Instead of gatekeeping information, give buyers the resources they need to qualify themselves. Things to listen for: (00:00) B2B sales process should focus on the buyers, not on sales reps (01:10) Why BDRs might not be the best first interaction (02:42) How demo automation has enhanced buyer journeys at Navattic (03:04) Advice for CROs resistant to sharing information early (04:22) Research report on the buyer-friendliness of Top 100 SaaS companies…

The Unexpected Lever

1
Boosting PreSales Productivity with AI with Leah McTiernan, Docusign 6:48

28 weeksที่แล้ว6:48

6:48

AI is transforming the way PreSales teams operate. In this episode, Jarod Greene sits down with Leah McTiernan , Global Vice President of PreSales at Docusign , as she shares her perspective on how AI is streamlining workflows, boosting team morale, and enabling more meaningful, strategic work. Learn how AI is enhancing the PreSales role to build stronger customer relationships and deliver greater value. In this episode, you’ll learn: How AI Transforms PreSales Efficiency : Leah explains how AI automates time-consuming tasks like demo creation and research, allowing PreSales teams to focus on more strategic activities like consultative selling and personalized customer engagements. The Role of AI in Boosting Morale and Innovation : Discover how AI integration improves workflows and enhances team morale by fostering innovation, leading to more excitement and engagement within the team. Why AI Enhances, Not Replaces, PreSales Roles : Leah addresses the common concern of AI replacing jobs, showing how AI complements PreSales by allowing professionals to spend more time on meaningful, strategic work, making their roles more valuable and fulfilling. Things to listen for: (00:00) Incorporating AI into PreSales workflows (01:49) Will AI replace PreSales roles? (03:03) Boosting morale through AI-driven innovation (04:20) AI-powered tools used by Docusign…

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The Unexpected Lever « » Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ

Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ

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Adapting Sales Engineering to Buyer Behavior with Dave Schultz, Employ