What Sales Leaders Actually Need to Know About AI with Trevor Jett

The Unexpected Lever

What actually is an AI agent vs. a personal productivity tool? And how do you navigate the vast vendor landscape?

AI is changing the sales game, but are leaders truly harnessing its potential? In this episode, Vivun CEO Matt Darrow and CRO Trevor Jett break down what sales leaders need to know about AI agents.

From cutting through vendor noise to understanding the real impact on sales productivity, they bring clarity to an often-misunderstood topic. With firsthand insights from scaling high-performing teams, they explore how AI can democratize expertise, not replace sales roles.

Deal velocity and quality relationships don’t have to be at odds in B2B. Listen in to learn how leading teams are bringing more power to sales with Agentic AI.

In this episode, you’ll learn:

1. What makes an AI agent different – Why most sales leaders get the definition wrong and how it impacts decision-making.
2. Avoiding AI tool overload – How to filter out distractions and focus on tech that truly moves the needle.
3. Rethinking enablement – Why top reps don’t rely on traditional training and how AI can level the playing field.

Things to listen for:

(00:00) Introduction

(01:08) How CROs navigate AI vendor pitches

(02:45) Defining AI agents: What most sales leaders get wrong

(04:13) The real challenge of AI tool sprawl in sales

(06:14) The spectrum of AI experiences: three AI categories every sales leader should know

(08:47) Too much “AI,” not enough actual intelligence

(12:00) Agentic AI’s role in accelerating sales enablement and ramp time

(17:19) The myth of AI agents replacing sales teams