• The Unexpected Lever

  • 著者： Vivun
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The Unexpected Lever

著者： Vivun
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  • The secret sauce to your sales success? It’s what happens before the sale. It’s the planning, the strategy, the leadership. And it’s more than demo automation. It’s the thoughtful work that connects people, processes, and performance. If you want strong revenue, high retention, and shorter sales cycles, the pre-work—centered around the human—still makes the dream work. But you already know that. The Unexpected Lever is your partner in growing revenue by doing what great sales leaders do best. Combining vision with execution. Brought to you by Vivun, this show highlights the people and peers behind the brands who understand what it takes to build and lead high-performing sales teams. You’re not just preparing for the sale—you’re unlocking potential. Join us as we share stories of sales leaders who make a difference, their challenges, their wins, and the human connections that drive results, one solution at a time.
    © 2025 Vivun
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あらすじ・解説

The secret sauce to your sales success? It’s what happens before the sale. It’s the planning, the strategy, the leadership. And it’s more than demo automation. It’s the thoughtful work that connects people, processes, and performance. If you want strong revenue, high retention, and shorter sales cycles, the pre-work—centered around the human—still makes the dream work. But you already know that. The Unexpected Lever is your partner in growing revenue by doing what great sales leaders do best. Combining vision with execution. Brought to you by Vivun, this show highlights the people and peers behind the brands who understand what it takes to build and lead high-performing sales teams. You’re not just preparing for the sale—you’re unlocking potential. Join us as we share stories of sales leaders who make a difference, their challenges, their wins, and the human connections that drive results, one solution at a time.
© 2025 Vivun
マーケティング マーケティング・セールス 経済学
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エピソード
  • The Rise of SEs in Sales with Michelle Afshar

    The Rise of SEs in Sales with Michelle Afshar
    2025/04/17

    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:

    1. 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.
    2. The challenges for AEs – Learn about the barriers organizations face in cultivating AEs with the technical prowess of an SE.
    3. 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
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    17 分
  • Leveraging AI for Meaningful Market Research with Claudia Natasia, Riley AI

    Leveraging AI for Meaningful Market Research with Claudia Natasia, Riley AI
    2025/04/10

    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:

    1. 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.
    2. The value of proprietary data in gaining a competitive edge – Pulling from the same sources leaves you blind to opportunities others are missing.
    3. 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
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    6 分
  • The Future of CROs in B2B Sales with Kelly Lewis

    The Future of CROs in B2B Sales with Kelly Lewis
    2025/04/03

    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:

    1. How the CRO role is expanding – Beyond sales, the role now includes responsibilities in operations and strategy, making it a more complex leadership position.
    2. Why asking “why” matters – Sales leaders aspiring to be CROs must develop a deeper understanding of decision-making processes across their teams.
    3. 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
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    18 分

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