Most AI knows how to respond—but does it know how to solve real SE problems?

In this episode, CEO Matt Darrow sits down with Vivun’s Sr. Machine Learning Engineer, Chen Liang, to explore why most AI just isn’t cut out for sales engineering—yet.

While language models like ChatGPT are powerful, they lack the insider knowledge and finesse that make sales engineers irreplaceable. Matt and Chen dive into Vivun’s unique approach to building AI agents that don’t just predict answers but deliver reliable, actionable insights grounded in real-world experience.

Discover how structured knowledge framework and top-down procedural graph prevent AI hallucinations and keep AI agents aligned with SE needs.

In this episode, you’ll learn:

1. Structured Knowledge for Smarter AI: Crafting a reliable AI system begins with a structured approach to knowledge, ensuring AI agents operate with accuracy and industry insight.
2. Preventing AI Hallucinations: Large language models often generate misleading responses, but with domain-specific guidance, AI can deliver more trustworthy results.
3. Real-Time Improvement Through User Feedback: Tracking user interactions, like the “frustration index,” helps AI continuously evolve and meet real-world demands.
4. AI as a Collaborative Team Player: Rather than just a tool, AI can become a partner in sales engineering, supporting complex decision-making with structured, actionable insights.

Things to listen for:
(00:00) Why AI alone isn’t enough for sales engineering

(05:09) How structured knowledge reduces AI hallucinations

(07:44) Using a knowledge graph to keep AI on track

(10:28) The importance of evaluation for AI reliability

(13:25) Real-world examples of AI’s limitations without domain knowledge

(15:23) Quantitative vs. qualitative methods for AI evaluation

(16:36) Real-time feedback and the “frustration index”

(18:46) Human-in-the-loop and automated quality checks

(20:05) Enhancing AI with ongoing data and real-time adjustments

Is the future of inbound sales powered by AI SDRs?

In this episode, Jarod Greene sits down with Blue Bowen, Research Principal at G2, to explore the game-changing role of AI SDRs in inbound lead management. AI is reshaping the buyer experience, and if companies shift focus to inbound leads, it can provide immediate wins. Tune in to learn how companies can leverage AI tools to drive more meaningful connections with potential customers.

In this episode, you’ll learn:

1. How AI SDRs Can Enhance the Buyer Experience: Using AI-powered SDRs for inbound leads can streamline engagement, providing a timely, tailored experience for buyers, which boosts buyer enablement and ultimately drives success in a competitive market.
2. Balance AI and Human Interaction: For companies hesitant to adopt AI, Blue suggests starting with AI as a supportive tool rather than a replacement. This helps nurture and enrich inbound leads while maintaining a human touch.
3. Speed in Engagement Matters: Prompt responses are key—delays can push prospects toward competitors. AI SDRs can improve the chances of winning deals by responding swiftly and effectively.

For additional insights on 2025 Sales Trends, see Blue’s research in this G2 post.

Things to listen for:

(00:00) Introduction

(00:27) Why inbound leads are the key focus for AI SDRs

(01:00) Differentiating between autonomous AI and co-piloting in sales

(01:31) The importance of nailing the basics for inbound lead management

(01:53) How AI SDRs can improve inbound processes

(02:36) The rise of AI tools and their impact on sales productivity

(03:15) How the buyer experience drives sales success

(03:52) Why timely responses and effective communication matters

Is hiding your pricing costing you more than you realize?

In this episode, Jarod Greene sits down with Mark Huber, VP of Marketing at UserEvidence, as he shares his candid thoughts on the frustration of hidden pricing in B2B SaaS. He unpacks why transparent pricing is needed to build trust with buyers and how outdated sales tactics waste time for both teams and customers.

In this episode, you’ll learn:

1. The Importance of Price Transparency: Openly sharing your pricing can build trust with buyers and lead to faster decision-making.
2. Avoid Time-Wasting Sales Tactics: Hidden pricing can frustrate potential customers and waste valuable time for both your sales team and prospects.
3. Weed Out the Wrong Leads Early: Transparent pricing helps qualify leads from the start, saving your team from chasing prospects who can’t afford your product.

Things to listen for:

(00:00) Missing pricing information on pricing pages

(01:15) The impact of hidden pricing on the buyer's journey

(01:53) Inefficient demo calls without pricing transparency

(02:25) Weeding out unqualified leads through transparent pricing

(03:49) Why signal-based selling practices are absurd