Is the traditional SaaS sales model holding us back?

In this episode, Jarod Greene welcomes back Bill Balnave, Vice President of Technical Services of Mezmo, to explore how outdated sales processes are creating unnecessary friction for buyers and sellers alike. Bill shares why software should sell itself and how empowering buyers with the right tools and information can revolutionize the industry. From the evolving role of SDRs to cutting out red tape in SaaS deals, this conversation dives into bold ideas for a frictionless future.

In this episode, you’ll learn:

1. The real role of sales reps in a modern world: Traditional SDR and sales rep models are losing relevance. Instead, SEs and customer success teams are becoming the real value drivers.
2. Eliminating friction in SaaS buying: Transparent pricing, simplified contracts, and intuitive onboarding are powerful in creating seamless customer experiences.
3. Why software should sell itself: Enable prospects to explore, test, and understand products independently. It changes the game for vendors and buyers alike when you can let the product speak for itself.

Things to listen for:

(00:00) Introduction

(00:30) Why SaaS sales processes are broken

(01:47) Addressing misconceptions about technical buyers

(02:20) Simplifying contracts and eliminating redlines

(03:17) Transparent pricing and flat rates for customers

(04:03) The limitations of SDRs in modern SaaS sales

(04:48) The shift to SEs and customer success teams

(05:24) How self-service and digital tools empower buyers

(05:44) Open-source solutions as a low-friction alternative

(06:36) The generational shift required for sales streamlining

(07:17) The evolution of the sales rep’s role in SaaS

What if your tools worked like your best teammate?

In this episode, Vivun CEO Matt Darrow talks with Vivun’s Lead AI Product Designer, Stephany Cardet, about what goes into designing AI Sales Assistants that don’t just follow your lead—they help you stay ahead.

Stephany shares how Vivun’s tool Ava takes the guesswork out of the process—anticipating next steps, simplifying complex tasks, and making collaboration natural.

Learn how smarter design can help you do your best work, every time.

In this episode, you’ll learn:

1. From Buttons to Brilliance: How design is shifting from rigid SaaS interfaces to agentic AI, where conversational design empowers users.
2. Trusting the Unknown: The human barriers to AI adoption—and how proactive, personalized agents like Ava build trust and reduce ambiguity.
3. More Than a Shell: Why AI agents don’t need traditional UIs and how Ava’s intelligence adapts to your unique style, even knowing what she doesn’t know.

Things to listen for:
(00:00) What agentic AI is and how it’s reshaping work
(00:15) Meet Stephany Cardet
(00:32) Why human-centered design is key to better sales tools
(01:02) How thoughtful design makes tools feel intuitive
(04:00) The shift from rigid interfaces to dynamic, conversational tools
(06:30) How proactive tools simplify workflows and save time
(09:10) Building trust with tools that explain their actions
(12:00) Smarter tools that eliminate silos and foster teamwork
(15:30) What makes AI feel like a trusted teammate

Are individual quotas the secret to SE-Sales team synergy??

In this episode, Jarod Greene sits down with Nicole Kawamoto, Director of Solutions Engineering from ServiceTitan, to explore how a shift in quota strategy can transform team dynamics and drive performance. Nicole shares why she moved her Solutions Engineering team to a hybrid quota model, the surprising impact it had on morale, and how it aligns SEs and AEs to crush sales goals together.

In this episode, you’ll learn:

1. Why individual quotas matter for SE teams: Introducing a hybrid quota model boosts performance, aligns SEs and AEs, and keeps everyone striving toward shared sales goals.
2. The impact of team alignment on morale and results: Blending individual and team-based metrics fosters collaboration without sacrificing motivation or financial incentives.
3. How quotas drive career satisfaction: Hear Nicole's approach to using quotas as a tool for retaining top talent and creating long-term career satisfaction within the Solutions Engineering role.

Resources:

Job openings at ServiceTitan: https://www.servicetitan.com/job-openings

Things to listen for:

(00:00) Introduction

(01:06) The initial team-based quota model and its benefits

(01:53) Challenges with team-based quotas and the need for change

(02:38) Transitioning to a hybrid quota model

(03:36) Improved morale, financial gain, and team alignment

(04:11) Maintaining a collaborative team culture with individual accountability

(05:05) The value of the hybrid quota model