Join us for a masterclass in modern sales methodology in this pivotal episode of our "In the Spotlight" series, featuring Peter Cohan - founder of Second Derivative and architect of contemporary discovery practices. In this deep-dive conversation, the creator of The Great Demo methodology reveals groundbreaking approaches to value selling and buyer enablement that are reshaping enterprise sales: - The evolution of value selling from business case development to full buyer enablement lifecycle strategies - Demo-qualified lead framework with its six critical elements for effective solution design - Vision Generation demos - the 5-minute alternative to painful "harbor tour" presentations - Quid pro quo discovery techniques that transform interrogations into collaborative conversations - Future-proofing discovery through AI-supported processes and the critical role of human curiosity - DIKW framework (Data-Information-Knowledge-Wisdom) for modern sales enablement Special focus areas include: - Building mutual solution validation between buyer and seller - Cultural assessment techniques for complex sales environments - The "myth of the informed buyer" and vision re-engineering strategies - Practical examples from 25+ years of training global sales teams About Our Guest: Peter Cohan: Founder/Principal of Second Derivative and author of sales methodology classics The Great Demo and Doing Discovery. A recognized authority in sales enablement, Peter has trained thousands of professionals across 3 continents while developing frameworks used by leading tech enterprises worldwide. His third book on advanced discovery techniques is forthcoming. Connect with the Spotlight Community: 🌐 www.spotlight.ai 📧 info@spotlight.ai 🔗 www.linkedin.com/company/spotlight-ai 🐦 https://twitter.com/Spotlightai_X

Join us for another enlightening episode of our "In the Spotlight" series, where we engage in a thought-provoking conversation with Neil Wadhwani, a seasoned technology executive with over 25 years of experience in sales, pre-sales, IT ops, and digital marketing. In this insightful discussion, Neal shares his expertise on value selling, the role of sales engineers, and the impact of AI on sales processes, drawing from his extensive experience at companies like MongoDB, AppDynamics, Adobe, and Microsoft. Key highlights of this episode include: - Neal's perspective on value selling and its evolution in the era of consumption-based models - The critical role of sales engineers in the value selling process - MongoDB's vision for combining value consultants and sales engineers - The impact of AI on sales engineering and future predictions - Insights on selecting and implementing AI-powered tools like Spotlight AI - Valuable lessons learned in value selling and relationship-driven sales From redefining the role of sales engineers to leveraging AI for enhanced efficiency, this session is packed with valuable insights for anyone looking to enhance their sales strategy and drive business growth in the modern tech landscape. About Our Guest: Neal Wadhwani: A customer-focused technology leader with extensive experience in high-growth enterprises and various executive leadership roles. Neal currently leads value consulting and sales engineering for the Americas at MongoDB. Visit us @ www.spotlight.ai Email us @ info@spotlight.ai Follow us @ www.linkedin.com/company/spotlight-ai Tweet with us @ https://twitter.com/Spotlightai_X

Join us for another enlightening episode of our "In the Spotlight" series, where we dive deep into the world of value selling with Tom Pisello, known as the ROI guy. With 30 years of experience as an entrepreneur and thought leader, Tom shares his invaluable insights on the evolving landscape of B2B sales. In this thought-provoking discussion, Tom explores: • The holistic approach to value selling across the entire buyer engagement lifecycle • The concept of the "golden thread" of value in B2B companies • The current "Purchase Pessimism Pandemic" and its impact on sales • Strategies for effective discovery and stakeholder alignment in complex B2B deals • The role of automation and AI in scaling value programs • The future of value selling and sales enablement From redefining value selling approaches to leveraging AI for deal inspection and coaching, this session is packed with actionable insights for anyone looking to enhance their sales strategy and drive business growth in today's challenging B2B environment. About Our Guest: Tom Pisello: A veteran entrepreneur, author of "The Frugalnomics Survival Guide" and "Evolved Selling," host of the Value Talk podcast, and founder of the Value Collective Community and Genius Drive Company. Visit us @ www.spotlight.ai Email us @ info@spotlight.ai Follow us @ www.linkedin.com/company/spotlight-ai Tweet with us @ https://twitter.com/Spotlightai_X

Join us for another enlightening episode of our "In the Spotlight" series, where our CEO engages in a thought-provoking conversation with Mike Eckhoff, an experienced revenue leader with a rich background in emerging software technologies. In this insightful discussion, Mike shares his expertise on value selling, sales strategies, and leadership, drawing from his extensive experience as CRO at companies like MOSTLY AI, Armory, and Tricentis, as well as his senior leadership roles at Eggplant, HP Software, and Mercury Interactive. Key highlights of this episode include: - Mike's perspective on value selling and its importance beyond ROI calculations - Insights on effective deal inspection and sales methodology implementation - The success story of Tricentis' go-to-market transformation - Strategies for scaling rapid growth and building sustainable sales models - Lessons learned from challenges in sales leadership - The potential of AI-powered tools like Spotlight AI in transforming sales processes From redefining value selling approaches to leveraging customer champions, this session is packed with valuable insights for anyone looking to enhance their sales strategy and drive business growth. About Our Guest: Mike Eckhoff: A customer-centric revenue leader with extensive experience in emerging software technologies, from startups to large enterprises. Mike has developed innovative growth strategies and led successful sales and customer success teams across various organizations. Visit us @ www.spotlight.ai Email us @ info@spotlight.ai Follow us @ www.linkedin.com/company/spotlight-ai Tweet with us @ https://twitter.com/Spotlightai_X

Join us for another insightful episode of our "In the Spotlight" series, where our CEO engages in an enlightening conversation with Genady Rashkovan, Global VP at Tricentis. In this session, we explore the evolving landscape of customer experience (CX) and the critical role of value realization in today's SaaS-driven business environment. Genady Rashkovan, with his 25-year journey in customer-facing roles, shares his unique perspectives on the objectives of CX organizations and the future of Customer Success Manager (CSM) roles. As a TSIA advisory board member, Genady brings a wealth of industry knowledge to the discussion. In this candid conversation, Genady delves into: - The top objectives for CX organizations and their maturity journey - The importance of differentiating between happy customers and successful customers - Challenges in the sales-to-CS handoff and strategies to overcome them - The role of technology in scaling customer success efforts - The evolution of CSM roles and the need for industry expertise From the importance of creating positive product sentiment to the need for cross-functional collaboration, this session is packed with valuable insights for anyone looking to enhance their customer experience strategy and drive value realization. About Our Guest: Genady Rashkovan: Global VP at Tricentis, responsible for end-to-end post-sale customer experience. With extensive experience in CX, CS, services, and support, Genady is passionate about driving value realization and enhancing the customer journey. Visit us @ www.spotlight.ai Email us @ info@spotlight.ai Follow us @ www.linkedin.com/company/spotlight-ai Tweet with us @ https://twitter.com/Spotlightai_X

Join us in the latest session of our enlightening Fireside Chat Series, where our CEO, Roi, engages in a thought-provoking conversation with the brilliant minds of Eran Yaniv and Keith Butler. In this session, we delve into the transformative journey of Perfecto, exploring key insights and lessons learned in the realms of sales strategy and organizational growth. Eran Yaniv, a serial entrepreneur with two significant exits under his belt and currently the Founder of Sidetalk, shares his unique perspectives on the "Hero Methodology" and the evolution of sales processes. Keith Butler, President and CRO of Observe, brings his extensive experience to the table, discussing professional sales leadership and the importance of partnerships. In this candid conversation, Eran and Keith recount their journey at Perfecto, the pivotal moments that defined their success, and their strategic approach to building a scalable sales machine. From the challenges of founder-led sales to the importance of integrating sales and marketing, this session is packed with valuable takeaways for anyone looking to elevate their go-to-market strategy. About Our Guests: Eran Yaniv: A serial entrepreneur currently leading Sidetalk and the chairman of Trendemon. Eran has a wealth of experience in transforming startups and scaling businesses through innovative sales strategies. Keith Butler: President and CRO of Observe, Keith has held leadership roles in various companies, including Perfecto, RSA, and BMC. His expertise in sales and go-to-market strategies has been instrumental in driving organizational success. Visit us @ www.spotlight.ai Email us @ info@spotlight.ai Follow us @ www.linkedin.com/company/spotlight-ai Tweet with us @ https://twitter.com/Spotlightai_X