Why Sales Teams Struggle to Connect with Customers with Jeff Margolese

The Unexpected Lever

MP3•Pagina principale dell'episodio

21:04

Step into the mysterious and visually stunning world of The Electric State as host Francesca Amiker takes you behind the scenes with the creative masterminds who brought Simon Stålenhag’s dystopian vision to life. In this premiere episode, directors Joe and Anthony Russo, stars Millie Bobby Brown and Chris Pratt, writers Christopher Markus and Stephen McFeely, and producers Angela Russo-Otstot and Chris Castaldi reveal how they transformed a haunting graphic novel into an epic cinematic experience. Watch The Electric State coming to Netflix on March 14th. Check out more from Netflix Podcasts . State Secrets: Inside the Making of The Electric State is produced by Netflix and Treefort Media.…

circa un anno fa 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

35 episodi

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

The Unexpected Lever

Why Sales Teams Struggle to Connect with Customers with Jeff Margolese

The Unexpected Lever

published circa un anno fa

MP3•Pagina principale dell'episodio

Are sales teams too focused on flashy demos and missing what really matters to customers?

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

35 episodi

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

Tutti gli episodi

The Unexpected Lever

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

7 giorni fa25:59

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…

The Unexpected Lever

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

12 giorni fa16:30

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…

The Unexpected Lever

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

19 giorni fa6:01

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…

The Unexpected Lever

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

26 giorni fa18:18

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…

The Unexpected Lever

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

5 weeks fa8:44

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…

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

5 weeks fa22:32

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…

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Why Discovery Wins Deals with Tom Josephson 18:05

6 weeks fa18:05

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…

The Unexpected Lever

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

7 weeks fa16:54

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…

The Unexpected Lever

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

8 weeks fa6:05

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…

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

9 weeks fa15:01

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…

The Unexpected Lever

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

10 weeks fa6:51

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…

The Unexpected Lever

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

11 weeks fa5:36

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…

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

14 weeks fa8:37

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…

The Unexpected Lever

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

14 weeks fa18:10

18:10

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

15 weeks fa5:32