The Unexpected Lever

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...

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 i...

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 meaningfu...

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 He unpacks why transparent pricing is needed to build trust with buyers and how outdated sales tactics waste time for both teams and customers.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...

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...

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 rel...

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...

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 greate...

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 T...

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...

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 Stren...

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...

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 clie...