AI can help you deliver better quality, but it depends on how you use it.

In this episode of The Unexpected Lever, Jarod Greene sits down with Seth Marrs, Chief Strategy Officer at Sandler, to cut through the AI hype and focus on what actually moves revenue.

Seth shares why starting with value changes everything, how most teams are sequencing AI incorrectly, and why the real advantage is not speed, but quality.

In this episode, you’ll learn:

• Why value must come before tools – start with the outcome, then apply AI
• What hasn’t changed in go-to-market – strategy still drives results
• Where AI truly creates advantage – quality beats efficiency every time

Things to listen for:
(00:00) Introduction

(01:06) Why sellers spend more time preparing than selling

(01:47) Why AI matters right now for GTM teams

(02:48) Everyday AI use cases that build real fluency

(05:14) AI adoption is actually gaining traction

(08:59) Starting with business value, then applying AI with purpose

(10:55) AI is now delivering quality, not just efficiency

(11:52) Turning sales conversations into insights

(12:42) When AI becomes a shiny object instead of a growth lever

(14:54) Practical advice for operators ready to solve real problems

(15:26) Proving ROI in enablement and why AI is a true partner