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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
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
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