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Product Management vs. Sales

If you've ever felt like your product and sales teams speak entirely different languages, you're not alone. George Mueller faced this challenge when tasked with putting a man on the moon in the 1960s. on NASA's fragmented structure, he described the business units as "independent fiefdoms" and "warlords dominating the organization." He said, "We just weren't going to get there, in my opinion, unless we changed the organization."

Top 5 Sales Team Resolutions for 2025

Knowledge Graphs: Preventing Hallucination and Ensuring Trustworthy AI Sales Agents

Achieving Product-Field Alignment in 2025

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Vivun 2024 Release Recap: Major Milestones in AI, Automation, and Insights

As 2024 draws to a close, we’re taking a moment to reflect on a banner year. With over 82 releases, including 20+ new features, 15+ enhancements, and two major Managed Package upgrades, this year has been nothing short of transformative for Vivun and our customers.

Danielle Heffernan

December 16, 2024

4 Product Council Responsibilities

Every company is a product company, whether you're selling a physical product, a service, or even an idea. If you're offering something of value, you have a product. And let's face it, making decisions about that product can get complicated, especially when you have many stakeholders and fast-moving markets.

November 22, 2024

Avoiding Misapplications of GenAI in B2B Sales

GenAI advancements are fundamentally changing how go-to-market teams will operate in 2025. CROs are actively looking to AI to give their sellers new competitive advantages (2024 Gartner Generative AI Planning Survey), whether by scaling customized buyer interactions, automating administrative tasks, augmenting revenue and business intelligence, or other popular applications (Gartner).

November 11, 2024

Why PreSales Must Lead Sales-Product Alignment

After two decades in technical software sales, I can confidently say that one of the most impactful roles for PreSales lies in bridging the gap between sales and product.Many companies struggle to align these functions, causing the voice of customers to get lost in the process. Early in my career, I realized that SE insights can be the critical connective tissue, and that PreSales leaders are uniquely positioned to own this. Aligning Sales and Product teams has since become a core mission of my career.Here’s my take on why it’s a timely PreSales problem and how it elevates our strategic impact while protecting the performance and integrity of high-performance teams.

November 6, 2024

Top 4 Lessons from the State of PreSales: AI Edition

PreSales teams find themselves at the forefront of a critical shift—one driven by the transformative power of artificial intelligence (AI). No longer a futuristic concept, advances in Generative AI are redefining how PreSales professionals operate, innovate, and deliver strategic value to their organizations.

October 25, 2024

AI Guided Selling: Use Cases, Tools, and Results

Sales teams need every advantage to stay competitive, and guided selling just makes sense. It helps prospects move smoothly through the sales funnel, getting what they need when needed. While traditional sales and marketing automation plays a part, where does AI fit in? In this article, we’ll explore AI guided selling use cases, tools, and how it can enhance your sales outcomes by optimizing automation and personalization.

October 22, 2024

Future-Proof Sales with AI Sales Automation

We've been talking about process automation for decades, but now AI technology is taking automation to a whole new level. So, what does that mean for sales and business roles? Some worry AI is too simulated, while others fear it's powerful enough to take our jobs. The reality is it could be both. It's time to figure out how to partner with AI to enhance our sales efforts and stay relevant as human workers. With businesses are now looking at how it can improve processes without compromising the human connections that drive sales.

October 15, 2024

Introducing Ava, Your AI Sales Engineer

I’m excited to introduce you to Ava — the world’s first AI Sales Engineer, enabling sales, sales engineering, and customer success teams to operate with greater effectiveness and independence via on-demand technical expertise.Right now, AI is on a collision course with Sales Engineering, and is on the verge of allowing everyone and every company out there to change the PreSales profession for good. This will change B2B selling for good.

September 30, 2024

6 Practical Ways to Use AI for B2B Sales in 2025

Nowadays, most customers conduct their research before speaking to a sales rep, and With artificial intelligence (AI) in the mix, buyers have even more ways to independently gather information, making sales reps less involved. But sales teams are catching on, too. They use AI to automate tasks, analyze data, and personalize outreach. The result? A shorter, more efficient sales process that benefits both sides.

September 19, 2024

A Comprehensive, Cross-Functional Guide to Align Product and Field Teams

What happens when you get VPs of Sales, Product, and PreSales in a room? In an ideal world, a conversation that makes products more responsive to customer needs and market demands.In reality, this is increasingly difficult to achieve, as innovation reaches dizzying speeds and customers get choosier. In fact, 55% of organizations lack a formal feedback cadence (State of PreSales 2024).We gathered our in-house experts to share their hard-earned knowledge from decades of leadership in PreSales (Brett Crane), Product (Chris Bruner), and Sales (Trevor Jett) about how to establish a cross-functional partnership that works at scale.

September 18, 2024

Translating Customer Feedback into Actionable Insights

Every SaaS company I know is re-tooling around new capabilities that aren't even months old. Without harmony in the sales/product relationship, your business risks falling behind. To gain or maintain an advantage in this climate, it is the responsibility of sales leaders to represent and amplify the voice of customers when helping rationalize roadmaps.

September 4, 2024

5 AI Sales Trends Shaping 2025

Does the idea of artificial intelligence (AI) transforming sales and technical sales make you feel uneasy? It's a hot topic that sparks excitement and anxiety in equal measure. For some, AI is a tool that will revolutionize business operations. For others, it's a looming shadow that could disrupt traditional sales roles. No matter where you stand, one thing is certain: AI is here to stay, and its impact on sales is undeniable.

August 28, 2024

A Sales Leader's Guide to a New GTM Motion: The Case for Change

The focus of Sales Leaders today and the technology that supports them is usually directed toward two areas:

August 20, 2024

How to Run a Cross-Functional Product Council

A system of product feedback will work as long as those capturing the feedback believe it is being used to drive decisions. It will, of course, not be the only thing that drives decisions. Jyoti Bansal describes the basis for product prioritization as four lists:

How AI is Revolutionizing Sales and PreSales

Customers love personalized hand-holding, yet rapid tech advancements have left many sales teams struggling to keep up. While account executives are familiar with their CRM systems and excel at relationship building, they often rely heavily on their sales engineer partners for more complex, technical tasks.