Most teams talk about value without ever earning the right to use that word.

In this episode of V5, Jarod Greene sits down with Em Daigle, Founder and Chief Automation Officer at OTTO-MATES, to discuss how to really build trust with buyers and how “value” has become a buzzword in sales, often used without any real connection to what customers actually care about.

Em explains why enablement misses the mark when it skips the human side of discovery, and shares how better questions (not just more of them) can completely change the trajectory of a deal. She also discusses where AI should step in and where it should step aside, especially when credibility is on the line.

If you're relying on process alone, you’re probably just presenting instead of truly selling.

In this episode, you’ll learn:

• Why trust earns attention – Value isn’t real until your buyer believes you 
• How to fix enablement – Teaching reps the buyer’s world is a game changer
• Where AI fits in – Use it to free up time, not replace your connection

Things to listen for: 

(00:00) Introduction

(00:29) Why “value” talk falls flat in sales

(01:50) How to truly earn buyer trust

(02:58) Fixing enablement with more profound discovery

(03:44) Where AI helps and where it hurts

Forecasting isn’t just for finance anymore. Ann Davis, SVP of Sales at Crunchbase, says it’s the edge every seller needs to stay ahead.

On this episode of V5, Jarod Greene chats with Ann about why top-performing reps are rethinking how they prioritize accounts and spend their time.

Ann explains that selling today is more about spotting signals early, sometimes before buyers even realize a need exists. She discusses the role of predictive intelligence, why historical data is insufficient, and how modern sellers can minimize noise by acting on forward-looking patterns. With millions of companies to sort through, the differentiator is no longer effort but timing.

In this episode, you’ll learn:

• Why forecasting is a seller’s edge – Anticipating future need helps you win before competitors show up
• How to use predictive signals – Growth indicators and hiring trends can point to high-propensity buyers
• Where reps lose momentum – Spending time in the wrong places slows pipeline and kills deals before they start

Things to listen for:
(00:00) Introduction
(00:18) Forecasting is the underrated sales skill
(03:03) Crunchbase’s predictive growth signals explained
(04:06) Getting ahead of buyer needs without spooking them
(05:18) Balancing AI scale with human connection
(06:32) What AI can and can’t replace

The best sellers don’t just sell value, they sell peace of mind.

In this episode of V5, we talk about why risk mitigation, not ROI, is what actually unlocks budgets and moves deals forward. Jarod Greene chats with Daryl Weldon, VP of Sales at Verisys, about why so many deals stall at the procurement stage and how to address this issue.

Daryl shares what sellers miss when they push growth over protection, and explains how compliance, legal, and brand concerns influence decisions long before signatures are signed. She lays out what it looks like to build a value case that speaks to multiple stakeholders, including those you may never meet. Her take: if your deal keeps stalling late in the cycle, it’s probably not a pricing issue.

Learn how to quantify inaction, tailor your pitch beyond growth, and leverage risk as your strongest sales tool.

In this episode, you’ll learn:

• Why risk builds urgency – Buyers don’t just want results, they want to stay out of trouble
• How to multithread smarter – Risk stories resonate with legal, finance, brand, and beyond
• What your deck might be missing – The cost of doing nothing is just as crucial as the upside

Things to listen for:
(00:00) Introduction
(00:33) Why ROI sounds like hope, not control
(01:20) How growth-first mindsets miss buyer pain
(02:36) What stalled deals reveal about your pitch
(03:17) Risk as a tool for multithreading

Are reps who lead with product knowledge killing their own deals?

In this episode of V5, we look at why curiosity, not memorization, is the skill top sellers rely on to win today.

Jarod Greene sits down with Tim O’Neil, Chief Sales Officer at 6sense, to talk about how sales has evolved and why old habits are no longer effective. Tim explains how low-interest markets rewarded feature-heavy pitches, but today’s buyers expect reps to ask sharper questions, address real business pain, and connect with the right decision-makers. He also shares how he hires for curiosity and how AI is helping reps research smarter, not harder. 

If you’re stuck selling features, this is your wake-up call.

In this episode, you’ll learn:

• Why product knowledge isn’t enough – Knowing what your product does doesn’t mean knowing why it matters
• How curiosity shortens the cycle – The reps asking business-level questions are getting to the budget faster
• What to stop trusting – If someone only wants to talk about features, they’re probably not your buyer

Things to listen for: 

(00:00) Introduction

(00:20) Why product expertise no longer drives revenue

(01:28) Curious reps are closing with senior buyers

(02:18) Using AI to scale smarter selling

(03:41) Hiring reps who ask better questions

Why do so many sellers miss the mark in enterprise deals without realizing it?

In this episode, Jarod Greene talks with Wendy Petty, CRO at WorkFusion, about the lost skill that still drives the biggest wins in sales: meeting face-to-face.

Wendy explains why sellers who rely on video calls are often leaving trust, nuance, and real connection on the table. She makes the case that younger reps, shaped by Zoom culture, need coaching to develop the in-person skills that build long-term connections. Her approach? Show up, in person, and lead by example.

In this episode, you’ll learn:

• Why face-to-face meetings close more – Selling is still about people
• How leaders can reset team habits – Start by modeling the behavior yourself
• What field selling unlocks – Faster trust, stronger signals, and more seats at the table

Things to listen for: 

(00:00) Introduction

(00:18) Why remote sellers lose enterprise deals

(02:05) Common excuses reps use to stay home

(03:34) What video calls miss about real selling

(04:10) The social skill every seller needs today

Should the SDR role still exist in today’s sales environment?

In this episode, Jarod Greene talks with Kate VanLue, VP of Revenue at AudiencePlus, about why she believes AEs should own the full journey from meeting booked to closed revenue.

Kate shares how the traditional SDR model has shifted into pure volume work that adds little value for sellers or prospects. She explains why compensation plans should reward AEs for carrying opportunities end-to-end, and how AI, events, and human connection are shaping better ways to create pipeline. Her perspective is clear: the future belongs to teams that replace high-volume outreach with real relationships and accountability.

In this episode, you’ll learn:

• Why the SDR role struggles to add value – High activity doesn’t always equal revenue
• What happens when AEs own meetings – Better conversion rates, stronger relationships, and cleaner incentives
• How teams can rethink pipeline generation – Use AI for signals, invest in events, and keep humans at the center

Things to listen for: 

(00:00) Introduction

(01:30) Why AEs outperform when sourcing their own deals

(03:04) Rethinking SDR roles and sales comp strategy

(04:40) Building enterprise sales talent without SDRs

(05:13) How AI changes go-to-market entry roles

(06:09) Why real human connection still matters

Is hiring someone who’s “done it before” actually the safer bet?

In this episode of V5, Jarod Greene sits down with Lindsay Rios, Fractional CRO of PowerChord, Inc., to question the logic behind experience-based executive hiring.

Lindsay challenges the assumption that startup success requires a leader who’s already taken a company from $10M to $50M ARR. She points out how this mindset leads to overpaying for familiarity while overlooking talented operators who already match the company's values, pace, and potential. Rather than chasing repeatable playbooks, she makes the case for finding someone ready to grow with the role, supported by coaching and context instead of inflated credentials.

In this episode, you’ll learn:

• Why experience can backfire – Hiring for logos can blind you to the real risks
• How to find the right fit – The best candidate might be the one who hasn’t done it yet
• What to prioritize in your next hire – Pay attention to adaptability, not just the resume

Things to listen for: 

(00:00) Introduction

(00:24) Why experience isn’t always worth the cost

(00:57) The myth of repeatable success

(01:56) How flashy hires distract from true fit

(03:23) What top talent actually wants today

(04:14) The real risk of past success bias

(05:38) Late bloomers often outperform early picks

Most reps won’t get better with AI. They’ll just get lazy.

That’s what Mike Head, CRO at PartnerStack, tells Jarod Greene in this episode of V5, as he shares his two bold takes on the future of sales teams.

Mike argues that AI is creating a wider gap between top sellers and everyone else. With prep work and research now outsourced to tools, many reps are starting to lean too hard on automation and skipping the fundamentals. This results in many people doing just enough to get by, but those who still put in the work pull even further ahead.

Mike also shares why AI could finally fix the long-strained relationship between sales and partnerships. If machines can surface the right partner at the right time and handle the busywork, there's no longer an excuse to go it alone.

In this episode, you’ll learn:

• Why average reps won’t survive – AI may replace the ones who aren’t adapting
• How AI changes partnerships – Automation can remove friction and boost deal size
• What separates top performers – Effort still matters, even in an AI-assisted world

Things to listen for: 

(00:00) Introduction

(00:23) AI will expose who’s actually prepared
(01:30) Sales tech doesn’t automatically mean better selling
(02:44) Why most reps will be replaced
(03:51) The new traits of top performers
(04:31) AI’s unexpected impact on partnerships
(06:28) Three practical steps to align sales and partners

Is outbound selling still worth the effort in the AI era?

In this episode, we explore how AI tools are changing outbound sales, and what separates average reps from great ones. Jarod Greene sits down with Austin Hitchcock, Senior Director of Account Development at Highspot, to discuss the future of pipeline generation, how AI is being misused by sales teams, and why human-first, creative outreach still wins. Learn how to build a high-output SDR team, avoid AI crutches, and drive pipeline in 2025.

In this episode, you’ll learn:

• Why AI makes average reps worse – Some treat it like a crutch, when it should be seen as a copilot
• How to build a high-output SDR team – Think ABM strategy, not task execution
• What separates good outreach from great – Personal video, smart research, and real human effort

Things to listen for: 

(00:00) Introduction

(00:43) Why pipeline is everyone’s responsibility now

(01:45) AI isn’t replacing reps,  it’s widening the gap

(02:32) What great reps do with AI tools

(03:45) Breaking through with real human outreach

(05:04) SDRs as ABM quarterbacks, not task robots

(07:26) Why in-person events still outperform digital efforts

Is sales really a job or just the outcome of doing your real work well?

On this episode of V5, Jarod Greene chops it up with Mark Niemiec, CRO at Salesloft, to unpack what sales is when you strip away the pipeline noise and pressure to close.

Mark believes a sale serves as proof that you helped a customer solve a priority business problem. He shares why discovery, creativity, and empathy matter more than pitch decks. He believes the best sellers operate like curious business thinkers. Mark also shares how an internal debate over using AI for sales research showed the tension between doing the hard work and moving faster. It eventually led to a new product launch, and it showcased that sellers who are earlier in their careers are quicker to embrace change.

In this episode, you’ll learn:

1. Why sales is the measurement, not the mission – Reps solve real problems or they don’t sell.
2. How AI became a POV-building engine – What started as an experiment turned into a product.
3. Where teams get stuck – Time wasted on research could be spent on creativity and strategy.

Things to listen for: 

(00:00) Introduction

(00:35) Redefining what sales is

(01:15) Traits of great problem-solvers in sales

(02:11) Should AI be allowed in discovery?

(02:45) Building a POV engine with AI

(03:37) Why AI adoption varies by background

(04:48) Early-career reps are leading the shift