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Agentic AI

What Sales Leaders Really Want from AI: An Analysis of Priorities

Sales AI adoption is rising—but leaders prioritize enablement, culture, and predictable growth over disruption.

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Deal Velocity

Eliminate Sales Process Bottlenecks Blocking Your Deals

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Agentic AI

Knowledge Graphs: Preventing Hallucination and Ensuring Trustworthy AI Sales Agents

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Agentic AI

Navigating the AI Agent Marketplace: Avoiding Agent-Washing and Selecting High Value Use Cases

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All Posts

Riding the PreSales Wave

Honestly, a year ago, if you asked me what PreSales was, I would have quickly reached into my pocket for my phone to search for whatever that was.

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Vivun is committed to Bolstering Women in Solution Excellence

Like most people in PreSales, I didn’t realize where my natural curiosity and creative problem solving skills would lead me right away, but Sales Operations turned out to be a fantastic place to start my journey. Since my early days as a Salesforce Administrator, it’s been incredibly exciting to see this function grow into a highly strategic field with a wide array of backgrounds and skills. As a woman in PreSales, seeing diversity prioritized is extremely inspiring, and I am committed to supporting ladies in solutioning from the inside out at Vivun.

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Unlock Tribal Knowledge and the Technical Conscience of Every Deal

PreSales DNA is not something that your top talent is simply born with; it develops over years of experience. It is a result of deep, hard-won industry knowledge. And once a PreSales professional steps into the elusive role of the heroic solutioner, they can take their expertise to any company. This poses several challenges for PreSales leaders. In a world where the demands for growth fall on this strategic department, managers cannot hire and train team members fast enough. What is more, everyone is competing to land and retain the same star players.

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Practice, Perform, and Perfect –Habits of Highly Effective Sales Engineers & Leaders (Part 2)

In my last guest appearance on the Vivun blog, I dove into the from my book . In this second post, I share my final thoughts from habits 4-6 (Practice, Perform, and Perfect), along with some topics for my next webinar with Vivun CEO Matt Darrow. Sign up for , to unearth how we can be a “catalyst for change,” influencing our entire organizations’ success. I hope to see you there.

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Industry Research

Announcing the Second Vivun Benchmark Report for PreSales: Compensation Edition

Vivun is thrilled to announce the release of our , with a particular focus on PreSales compensation.

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Vivun Announces Series B Led by Menlo Ventures, with strategic investment from Salesforce and Atlassian

Today, I am thrilled to announce that Vivun has closed $35M in Series B funding to accelerate our vision to help enterprises unlock the strategic potential of PreSales and find product-market fit faster.

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Vivun in a Class By Itself: 2021 Enterprise SalesTech Landscape

Creating a new software category isn’t easy. You have to convince people that your new category is justified, and that it matters. When Vivun started out to create the world’s first platform for PreSales, we knew we would have to have that conversation.We began simply by showing that an enormous void existed in the market. Our point was that all other functional areas of the enterprise had a suite of software solutions designed for them, but PreSales was completely ignored.

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Partner, Probe, and Prepare –Habits of Highly Effective Sales Engineers (Part 1)

Last year I was privileged to have the opportunity to discuss with Vivun CEO Matt Darrow the six habits that I believe form the bedrock of effectiveness for sales engineers, and what presales leaders can do to enable those six habits.  While we covered a tremendous amount of ground in that first , there’s still more to explore in the rapidly evolving world of technical sales.  To that end, I’m inspired to recap the key points Matt and I made on in a 2-part blog series.

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Professional Development

How to Tame Your Sales Engineer

Sales Engineers are a great resource for their companies. They help sell, find new opportunities, support their account managers, provide feedback to the product team, help with marketing efforts, and more.

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Professional Development

Scouting and Recruiting Sales Engineers Like Athletes

NBA teams, NFL, NHL, or any other professional sports team do not take resumes from their potential players. They research, scout, and recruit the players that they want.

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Professional Development

Recap from the Presales Collective Summit: Presales as the Future of Every Enterprise

Vivun co-founder & CEO Matt Darrow recently presented at the PreSales Collective Executive Summit on “How Presales is becoming the Future of Every Enterprise.” Matt delved into the changes in the business and technology landscape that are transforming the Presales team from “the ones who do the Demos” to the ones with the power to strategically move a company forward.

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Deal Revival®: The Zombies You Actually Want to See

Happy Almost Halloween. Let’s discuss the kind of Zombie that matters most to revenue leaders: bringing a deal back from the dead. This happened to me in real life the other day, and it was hair-raising (but not at all frightening).

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Operating Models

One to One Pairing or an SE Pool?

People compare large organizations to cruise liners and startups to speed boats. One is slow and methodical and the other is agile and very easy to change direction.If I were a betting man, I would venture a guess that most large organizations were small and nimble at some point and they grew into a behemoth of a company that no matter what you do, they will not change direction. This is why it’s important to set great foundations. Since I’m a Sales Engineer (SE), I want that foundation for the Sales Engineering organization to be solid. The obstacle to overcome is that the Sales Engineering organization is usually an afterthought. Let’s build the sales teams, SDR teams, and then “someone” from engineering can help with demos. Then SE organizations grow to be less than optimal, static organizations.

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Forecasting

Forecasting Superpowers: The New Vivun Hero Score

“Whenever I’m in a room full of Presales people, one of my favorite questions to ask is, ‘How many of you are working on a deal that has 0% chance of closing?’ And every single time, every hand in the room goes up. Every time.”

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Professional Development

Return on Effort: The Metric No One Talks About

There is a common trend among people to measure the outcome. For example, if someone is trying to lose weight, they measure their, wait for it ... weight. If someone is trying to run faster, they track how fast they run, and so on.

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