In this Spotlight News feature, Bill Norberg of Sales MEDDIC Group joins Roi Carmel to break down why MEDDICC is more than a checklist — it’s a language for leadership, RevOps, and reps. From avoiding “hope-casts” to aligning with the customer’s compelling event, Bill shares how organizations can replace storytelling with evidence-based execution and drive predictable growth.

AI co-pilots—nice to have, helpful, even necessary. But they don’t close deals. Autonomous, self-driving-level execution is the leap sales teams need now. Here’s why, and how Spotlight.ai brings it to life.

Sales leaders are redefining how they measure success. From win rate to pipeline health, today’s CROs are recalculating the numbers that truly matter.

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.

Explore the new rules of sales excellence in cybersecurity. From value selling to MEDDICC to adaptive discovery, veteran GTM leaders break down what it takes to win in a noisy, high-stakes market—and how AI is changing the game.

Discover how autonomous AI agents close the sales execution gap, drive pipeline predictability, and empower reps to win more deals.