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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
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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
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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
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We Don’t Sell Technology: Rethinking Cybersecurity Value Selling with David Koppe
Featuring David Koppe, Head of Value Management at Sysdig From Episode 9 of "In the Spotlight" by Spotlight.ai In enterprise...
Lolita Trachtengerts
Jun 23 min read
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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
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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
8
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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
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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
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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
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The Critical Importance of Data Accessibility and Analysis
The Critical Importance of Data Accessibility and Analysis
Lolita Trachtengerts
Mar 175 min read
11
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Value Engineering in Sales: Unlocking Client ROI
Maximizing Client ROI: The Power of Value Engineering
Lolita Trachtengerts
Mar 103 min read
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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
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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
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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
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How Sales Automation is Transforming Modern Businesses
Sales Automation is Transforming Modern Businesses
Lolita Trachtengerts
Feb 103 min read
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RevOps Autonomous Solutions
Conversational Intelligence for RevOps?
Lolita Trachtengerts
Feb 32 min read
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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
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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
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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
15
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Pipeline Intelligence: Winning Deals with ML Precision
Machine Learning for your pipeline
Lolita Trachtengerts
Dec 9, 20242 min read
18
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