Blog | B2B Technical Sales Insights

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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.

Eliminate Sales Process Bottlenecks Blocking Your Deals

Knowledge Graphs: Preventing Hallucination and Ensuring Trustworthy AI Sales Agents

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

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Find out What a Webcomic, Crypto, and a Product Release Have in Common in Hero Volume 1

Release marketing is ripe for change. Sharing the granular details of what is new in a technology company’s software is essential, and in many cases a legal obligation. But does that mean it has to be boring? At Vivun, we want to break the mold with how we talk about our product evolution. Along with major releases, we are pursuing a creative narrative to galvanize PreSales teams and tell a story so powerfully, its artistic merit can stand alone.

A Vivun Vacation!

Team members at are for the start of our mandatory quiet period during the first week of August. The company will be shutting down to give the team time to recharge, spend time with family and friends, and reflect on a successful first half of 2021 for our company. The quiet period is a critical part of our culture and our leadership’s commitment, under the helm of our: with one break happening the first week of August and the other at the last week of December for the winter holidays.

"PreSales Becomes the Tip of the Spear with PSIOps™"

B2B technology sales have shifted. Deals don’t typically get done on the golf course anymore; instead, they are hard-won through technical evaluations, and value must be proven to discerning, well-informed buyers. They want to know how your product works before they buy it, and they demand technical expertise in the sales process. In this new purchasing paradigm, PreSales teams are indispensable.

How to Run a Successful Product Council Meeting

The idea of holding a formal Product Council Meeting is relatively new, often underused, yet essential to the success of the product roadmap.

Advice for Women in PreSales by Women in PreSales

Women in PreSales need a space to grow and feel empowered, and for allies to learn to address the gender-specific challenges present in the PreSales role.

“A Guide to PreSales Metrics in Vivun”

While Sales Account Executives traditionally open doors for opportunities and negotiate deals through the close, it is the PreSales team who's tasked with driving the technical win. This is the critical act of getting prospects to confirm that your technology is needed and the preferred solution over all competitors.

Changing the PreSales Game with Data Science

In 2002, the cash-strapped Oakland A’s were forced to rethink conventional baseball wisdom to scout quality players and work within the confines of their small-market budget.

Best PreSales Hiring Practices

It’s not surprising that with the buyers’ increasing demands for deeply technical evaluations, and demonstrated value before purchasing, the number of PreSales positions has risen astronomically.

“How to align your PreSales team with Product”

Product and PreSales are two sides of the same coin. If you work in either department for long enough, chances are that you will meet someone who has made the transition from one side to the other. This is because they think alike as technologists who are laser focussed on delivering solutions that meet user needs, and ultimately generate business outcomes. When PreSales and Product work together they naturally help accomplish their own team’s goals.

PreSales, Proof of Value, and Value Selling

Most enterprise software sellers understand that there are that every buyer needs answered during a customer engagement:

What Would Batman Do? Why I Want to be a Hero to PreSales

I couldn't be more excited to be joining Vivun. As a product marketer, it's an amazing opportunity to take part in creating an entirely new software category, scale the startup mountain again, and tell great stories. So why PreSales?

9 Critical Components for Every PreSales Software

If you work in PreSales, you already know there’s a lack of PreSales-specific software.

Finally a Home (and Funnel) for PreSales Leaders

Managing and leading a PreSsales team can often feel like flying a plane without instruments on a cloudy day—there’s no way to know what’s happening on the ground.

PreSales is the Sauce: Finding Winning Product-Market Fit

Like the pursuits of happiness, good beer, and a great slice of pizza, these days every company wants to find winning product-market fit.

Building Fierce Loyalty: How PreSales Managers Hire, Maintain and Elevate Happy SEs

Late last year, I wrote a blog ()describing the best manager I’ve had in my career. He’s always had my loyalty, even today, and we have not worked together since 2018. I interviewed an SE Manager at Splunk, Liz Whitaker-Freitas, on . One of the main reasons I had her on the show was because one of her SEs reached out to me and told me how great she is. I started to wonder why she has such fierce loyalty from her SEs. So I went on a researching quest.