Vivun

We're back with a fresh edition! Today Trevor Jett (Childers) kicks off a series about how Sales Leaders can strengthen cross-functional feedback loops for more efficient and effective GTM outcomes. Trevor starts by exploring blind spots preventing CROs from making data-driven decisions at scale. Read on for the full scoop ⬇️

With #genAI increasing customer expectations and accelerating competitive velocity, the alignment between Field and Product teams has never been more important... #Salesengineers are the natural intermediary. Vivun is purpose-built to achieve this alignment seamlessly. Learn how 👇 #ittakestwo

Tortured SEs Department

Thrilled to be joined by the legend himself, Max (Mayank) Verma, on the can't-miss season finale of V5! In this rapid-fire Q&A, Max shared his thoughts on: 🔥 Empowering SE-operationalized buyer enablement 🔥 The continued supremacy of value-driven #storytelling 🔥 Seismic's emphasis on the power of insights And much more! This is definitely worth a watch - take 5 with Max ⬇️

Big announcement! 📣 UNXPCTD is now virtual! To enhance accessibility, we've transitioned our Oct 2 conference into an interactive virtual experience. Log on from anywhere 🌎 and get all of the goodness of #unxpctd content and connections, without the travel and ticket expense. 🎟️ https://unxpctd.vivun.com/

Sharing an exciting opportunity to join our team! We're #hiring for a Director of Demand Generation. This is a fully #remote position in the US. #remotework #marketingjobs

POV: having revenue data to back up why you need a feature on the roadmap #ittakestwo

July 16, 10am PT we're hosting an expert panel on essential metrics, alignment strategies, automation, and operational rhythms to improve Sales-Product collaboration. The secret? Empower #salesengineering as the key connective tissue. Hear directly from Brett Crane, Trevor Jett (Childers), Chris Bruner, and Jarod Greene on how they do this internally to bring to market Vivun's Product-Field Alignment module, a tool designed to streamline this workflow for dozens of teams. Get live/on-demand access ⬇️

A few weeks ago, Salesforce announced the need for 50% more pipeline to hit their plan. Traditionally, the response is to enhance sales team enablement, providing them with resources to sell more effectively. Over the last five years, sales leaders have invested over $3B in enablement teams, programs, and tools. Yet, despite these investments, we still need to push teams to work twice as hard to achieve the same goals. While I have immense respect for enablement, the reality is that we're spending more money for less attainment. The math ain't mathing. I propose an alternative approach: invest a fraction of the enablement budget into the Sales Engineering function. Investments in content, training, coaching, and tooling can benefit the entire sales team in ways that enablement alone cannot. By scaling technical coverage, we can better identify buyer problems, map solutions, and deliver compelling technical narratives at every stage of the process. I've personally seen the value of this approach in transforming sales outcomes, particularly in these three areas: 1. Shorter Sales Cycles: The technical validation stage is often the longest part of the sales cycle. Empowered Sales Engineers can significantly reduce this stage. On average, Vivun customers spend 42 days in this stage, with varying results by segment, geography, and go-to-market motion. 2. Higher Deal Sizes: In a product-centric sales motion, identifying one or two killer use cases can get the ball rolling. Empowered Sales Engineers can quickly assess underlying challenges and present holistic, differentiated solutions. Vivun customers see an average 15% increase in deal size when Sales Engineers are involved early in the sales process. 3. Accurate Forecasts: Forecasting is critical, yet even the best organizations get it right only 85% of the time. Empowered Sales Engineers can spot technical fit risks early, helping to mitigate them. Vivun customers have identified 59% of their pipeline with some level of technical risk, allowing them to adjust accordingly. By scaling up the Sales Engineering function, companies can achieve better outcomes with less strain on their sales reps. This approach enhances execution and ensures that technical aspects of the sale are thoroughly addressed, leading to more successful deals. At Vivun, we are passionate about empowering companies to scale their Sales Engineering teams effectively. Explore more about this transformative approach and discover how you can shorten sales cycles, increase deal sizes, and forecast more accurately by leveraging technical expertise. ---

🗞️ Hot off the press...in this week's edition of the loop, Chris Bruner outlines how to establish a cross-functional product council with big results: "In organizations where product and field partner well together, the magic is palpable. Product is able to move faster to the most compelling hypotheses. Product teams do not do less discovery; they do better discovery. The invaluable insights and intuitions of sharp field team members are elevated and receive their due. Product efforts can be tied more readily to business outcomes, and better, more data-driven decisions are made. Read on for 🤝 finding an operating rhythm that makes sense 🤝 reducing black-box decision making 🤝 running decision meetings that accommodate multiple perspectives without muddying the waters #ittakestwo #productcouncil #salesproductalignment