Forecast accuracy didn’t suddenly collapse. It just stopped being protected by assumptions. When sales teams introduce real measurement, the truth shows up fast. Not because performance worsened, but because guesswork finally lost its cover.

Value selling isn’t broken. Execution is. In this episode of In the Spotlight, Roi Carmel sits down with Mark Pecaro to unpack why enterprise deals stall, how value realization actually drives expansion, and why strategic RevOps has become the force multiplier for modern revenue teams.

Bridging the Gap Between Methodology and Execution