Everyone believes deals need a quantified business case; almost none get one, because value engineering capacity is scarce. Here is why value breaks at capacity, and how to give every deal a defensible case.

We got good at selling value and never learned to prove it. Here is why the post-sale value gap exists, why unproven value reads as no value at renewal, and how to make proof scale across every account.

Most value selling stops at signature, and a year later nobody can say whether the value was real. Here is how a shared value plan carries value from promise to proof, and why keeping it alive wins renewals.

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.