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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
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
The Critical Importance of Data Accessibility and Analysis
The Critical Importance of Data Accessibility and Analysis
Lolita Trachtengerts
Mar 175 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
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
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
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
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