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Stakeholder Blind Spots Are Killing Enterprise Deals
Enterprise deals are increasingly complex, involving 10+ stakeholders across multiple buying cycles. This post explores how poor stakeholder visibility slows deals, stalls execution, and silently kills revenue momentum.

Lolita Trachtengerts
3 hours ago3 min read


When Everyone Promises ROI, Nobody Believes It
When everyone promises ROI, buyers tune out. This post unpacks the breakdown in trust around ROI, why hard vs. soft distinctions matter, and how sales leaders can make value credible again.

Lolita Trachtengerts
Aug 113 min read


The Email Privacy Backlash Is Coming
As sales tools increasingly mine inboxes for insights, enterprise buyers are pushing back. This post explores why “always‑on” email surveillance undermines trust, adoption, and data quality—and what modern buyers demand instead.

Lolita Trachtengerts
Jul 313 min read


From Deck to Deal: Why Most Value Propositions Die in the Last Mile
Most business cases die after the meeting — not during it. This blog explores why value propositions fail in the final stretch of enterprise deals and how sales teams can build cases that win behind closed doors.

Lolita Trachtengerts
Jul 252 min read


The Business Case Bottleneck: How to Speed Up Value Assessments Without Losing Credibility
Speed kills in sales—except when it kills trust. Here’s how modern revenue teams can accelerate value assessments without cutting corners.

Lolita Trachtengerts
Jul 222 min read


Why Your Business Case Isn’t Changing Minds (and What to Do About It)
Most business cases don’t fail because of bad math — they fail because they ignore the real decision-making dynamics: politics, psychology, and misaligned priorities. Learn why static ROI models fall flat and how to build business cases that evolve with the deal, resonate with every stakeholder, and actually change minds.

Lolita Trachtengerts
Jul 162 min read


How to Master Value Discovery with MEDDICC
Too many sales teams treat value discovery as a one-time step or a static ROI deck. In today’s enterprise deals, it needs to be continuous, collaborative, and baked into every stage of MEDDPICC. This guide shows how to turn value into your competitive edge—from identifying pain to winning over the CFO.

Lolita Trachtengerts
Jun 303 min read


AI for Sales Needs to Be Invisible. Not Impressive
The best AI in sales doesn’t need to be flashy — it needs to be invisible. This post explores why embedded, action-oriented tools win adoption and drive results.

Lolita Trachtengerts
Jun 22 min read


Sales Isn’t a Data Problem. It’s an Execution Problem.
Data isn’t the problem in modern sales — it’s the failure to act on it. This blog explores why execution is the missing link and how Spotlight.ai bridges it using CRM-native AI.

Lolita Trachtengerts
Jun 22 min read


AI That Needs Training Is Just Another Rep You’ll Have to Manage
Most sales AI tools promise productivity but deliver complexity. Drawing on insights from Gartner, Forrester, and Pavilion, this post explores why low-friction, embedded AI wins — and why AI that needs training is just another rep you’ll have to manage.

Lolita Trachtengerts
Jun 22 min read


CRM Is Not the Source of Truth Anymore
If you want better data, stop forcing reps to fill out forms. Start capturing the intelligence that’s already being said. The future of RevOps is conversational.

Lolita Trachtengerts
May 132 min read


What AI-Native Sales Orgs Are Doing Differently in 2025
Start with one core workflow. Document your current process. Ask: what would this look like if AI handled 80% of it? That’s your first step toward an AI-native GTM engine.

Lolita Trachtengerts
May 132 min read


Why AI Won’t Replace Your AE—But It Will Replace Their Follow-Up
In 2025, the most successful reps won’t be the ones who hustle hardest. They’ll be the ones with AI running behind the scenes, making sure no ball ever drops.

Lolita Trachtengerts
May 132 min read


The First AI Built for Face-to-Face Sales: Inside Spotlight’s Autonomous Debrief Agent
The First AI Built for Face-to-Face Sales: Inside Spotlight’s Autonomous Debrief Agent

Lolita Trachtengerts
May 62 min read


The Hidden Pain Points of Sales Execution and How to Overcome Them
Discover how autonomous AI agents close the sales execution gap, drive pipeline predictability, and empower reps to win more deals.

Lolita Trachtengerts
Apr 153 min read


Overcoming Resistance to Sales Framework Adoption: Challenges, Data and Solutions
Overcoming Resistance to Sales Framework Adoption: Challenges, Data and Solutions

Lolita Trachtengerts
Mar 314 min read


Why Discovery Matters More Than Ever
In the age of abundant information, it’s easy to assume that buyers are more informed than ever. With access to online resources, peer...

Lolita Trachtengerts
Mar 314 min read


The Critical Importance of Data Accessibility and Analysis
The Critical Importance of Data Accessibility and Analysis

Lolita Trachtengerts
Mar 175 min read


Value Engineering in Sales: Unlocking Client ROI
Maximizing Client ROI: The Power of Value Engineering

Lolita Trachtengerts
Mar 103 min read


Demand More from Your CI Tools
The term "intelligence" has been overused in sales, often applied to tools that merely collect data without delivering actionable outcomes.

Lolita Trachtengerts
Mar 33 min read


Bottom-Up Traceability
Discover how a bottom-up traceability approach transforms CRM data into actionable insights, driving pipeline predictability.

Lolita Trachtengerts
Feb 273 min read


What is Sentiment Analysis and Why It Matters for Sales
Truly understanding your customers is about grasping their emotions, opinions, and attitudes towards your product or service.

Lolita Trachtengerts
Feb 185 min read


How Sales Automation is Transforming Modern Businesses
Sales Automation is Transforming Modern Businesses

Lolita Trachtengerts
Feb 103 min read


RevOps Autonomous Solutions
Conversational Intelligence for RevOps?

Lolita Trachtengerts
Feb 32 min read


The Voice of the Customer: A Cornerstone of Modern Sales Success
Discover how Voice of Customer insights can transform sales strategy, boost customer understanding, and drive business growth.

Lolita Trachtengerts
Jan 243 min read


Key Challenges Facing B2B Sales and Revenue Operations
Let's explore the key issues facing B2B sales and revenue operations teams and how forward-thinking companies are addressing them.

Lolita Trachtengerts
Jan 104 min read


Goal-Setting for Enterprise Sales Success in 2025
As we embark on a new year, enterprise sales leaders and teams have a unique opportunity to chart a course for unprecedented success

Lolita Trachtengerts
Jan 83 min read


Pipeline Intelligence: Winning Deals with ML Precision
Machine Learning for your pipeline

Lolita Trachtengerts
Dec 9, 20242 min read


Value Selling: A Comprehensive Guide for 2025
A comprehensive overview of value selling, incorporating both established principles and emerging trends.

Lolita Trachtengerts
Dec 3, 20242 min read


The Art of Intelligent Follow-Up
Intelligent follow-up: AI-driven prep, context retention, and automated insights empower teams to build stronger customer relationships.

Lolita Trachtengerts
Nov 25, 20242 min read


Are You Leveraging the Right AI Tools?
The tools in your Sales toolkit today, are they the best in 2025?

Lolita Trachtengerts
Nov 19, 20242 min read


Lesson learned - Your Champion might be "shy" 🏆
Lesson learned: Your Champion might be "shy." The most engaged person isn't always your true ally. Look deeper!

Roi Carmel
Nov 5, 20242 min read


Difference Between Traditional CRM and AI-Driven Platforms
You chose a CRM that promised to streamline your business operations and boost customer satisfaction, yet it seems more trouble than it's...

Lolita Trachtengerts
Oct 28, 20245 min read


Conversational Deal Status Intelligence 101
How NLP & AI; Data Integration and Predictive Analytics save the day

Lolita Trachtengerts
Oct 16, 20245 min read


The Power of Predictive Analytics in Sales Intelligence
Let's dive into the transformative impact of predictive analytics on sales intelligence

Lolita Trachtengerts
Oct 11, 20242 min read


Mastering Pipeline Predictability: The Key to Reliable Revenue Forecasting
Mastering Pipeline Predictability

Lolita Trachtengerts
Oct 1, 20242 min read


Conversational Qualification Intelligence 101
Efficiently qualifying leads and opportunities is crucial for sales success. Enter conversational qualification intelligence - an...

Lolita Trachtengerts
Sep 17, 20242 min read


The Crucial Role of a Champion in Sales: Insights from MEDDICC Driven Sales Teams
Unlock sales success by leveraging champions in MEDDICC! Discover how they influence decisions and drive B2B deals forward.

Roi Carmel
Sep 16, 20244 min read


Understanding Business Value Assessment (BVA) in Enterprise Sales
In the competitive landscape of enterprise sales, a Business Value Assessment (BVA) is an essential tool that helps sales teams...

Lolita Trachtengerts
Sep 11, 20242 min read


What is MEDDICC?
Boost sales with MEDDICC: a framework for better lead qualification, higher close rates, and improved forecasting.

Lolita Trachtengerts
Aug 30, 20243 min read
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