Is your buying experience built for the customer or just convenient for you?

In this episode, Jarod Greene welcomes James Kaikis, CRXO at TestBox, to challenge how SaaS companies treat their customers after the deal closes.

James shares his frustration with buying software today, calling out the friction, the lack of follow-through, and the disappearing act many sales teams pull once a contract is signed. He makes the case that real value doesn’t come from the pitch but from what happens after. His fix? Rethink the roles we’ve boxed people into, especially Solutions Engineers and Account Executives, and bring their genuine expertise across the entire customer journey.

In this episode, you’ll learn:

1. Why trust breaks post-sale – Customers lose confidence when the people who earned their buy-in vanish at go-live.
2. How Solutions Engineers can drive value beyond the pitch – When SEs stay involved, buyers actually see what they were promised.
3. What sales teams should prioritize instead – Building credibility, sharing real proof, and sticking with the customer past the close.

Things to listen for:

(00:00) Introduction

(00:36) Customers aren’t actually the priority

(01:08) Why buying software still sucks

(02:10) Building roles around buyer needs

(02:55) SEs hold untapped post-sale value

(03:53) Fixing the AE credibility problem

(04:33) Growth at all costs broke SaaS

Why does so much sales tech still feel like extra work? And how can AI actually make life easier for AEs and SEs instead of adding to the noise?

In this episode, Vivun’s senior selling team, Account Executive Mike Capitolo and Sales Engineer Clay Killgore, join Vivun CEO Matt Darrow to reveal where most sales tools go wrong and what it looks like when AI is built with the rep in mind.

They share how agentic AI helps cut prep time, eliminate Frankenstack bloat, and support strategic selling without getting in the way.

In this episode, you’ll learn:

1. Why most sales tech stacks are bloated – Clay shares how disconnected tools create drag and why simplifying your stack can lead to faster execution.
2. How agentic AI helps AEs sell more – Mike explains how AI can act on your behalf, handling tasks behind the scenes so you can focus on strategic conversations.
3. What useful AI workflows actually look like – Real-world examples of how intuitive, rep-friendly AI is replacing rigid systems and enabling real productivity.

Things to listen for:

(00:00) Introduction

(02:25) How Large Language Models changed the way sellers learn

(05:34) Why agentic AI finally works for reps, not just managers

(06:33) Clutter from the old sales process

(07:33) Your AI as your copilot

(09:09) No more prompting: what agentic AI automates

(13:06) Scaling strategic selling without sacrificing quality

(19:53) Final takeaways: no more Frankenstack, no more guesswork

Can AI make us more human in how we go to market?

In this episode, Jarod Greene sits down with Lucas Welch, VP of Corporate Marketing at Highspot, for a conversation about authenticity, AI, and the power of personal connection in modern marketing.

Lucas shares how AI isn’t replacing relationships but encouraging deeper ones, especially when go-to-market teams build experiences that reflect what people actually care about. He walks through how his team uses tools like intent data and Mentimeter to shape events that feel personal, not prescriptive.

Tune in to get insight on how the next generation will treat AI as a co-pilot, and why staying curious is non-negotiable if you want to stay relevant.

In this episode, you’ll learn:

1. How AI is reshaping B2B relationships – Technology is forcing teams to create more intentional, human-first interactions that break through digital noise.
2. Why co-created experiences work – Gathering input before events leads to stronger engagement, better conversations, and more shared insights.
3. The importance of AI fluency in your career – As new sellers enter the workforce fluent in AI, the ability to learn and adapt is now a competitive advantage.

Things to listen for:

(00:00) Introduction

(00:43) Why AI may lead to more human connection, not less

(02:07) Using intent data and surveys to shape high-impact events

(03:47) How co-creating agendas keeps people engaged and sharing

(05:18) Building trust with enterprise AI through secure adoption

(07:27) Why mastering AI now matters for future career relevance

(09:14) How authenticity fuels better collaboration and ideas

(13:39) Advice for junior marketers on asking, growing, and doing the work