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Spotlight.ai in BizWeekly: Your CRM Thinks Your Pipeline Is Healthy. Your CRM Is Wrong.

SPOTLIGHT.AI NEWSROOM


Lolita Trachtengerts reveals the four hidden patterns killing enterprise deals — backed by data from 210,000 opportunities and 27 million buyer signals.



We’re excited to share that BizWeekly just published a feature by Spotlight.ai’s Lolita Trachtengerts, VP GTM Ops & Growth — exposing a fundamental blind spot in how enterprise sales teams manage pipeline: CRMs track sellers, not buyers.


Drawing on data from 210,000 qualified opportunities, 95,000 stakeholder relationships, and 27 million buyer signals captured across dozens of enterprise organizations, the article identifies the four recurring patterns that silently kill deals — patterns your CRM will never surface on its own.


The Four Patterns Killing Your Pipeline

The article breaks down four deal-killers that show up consistently across industries and sales motions:


  • Your fastest opportunity is your biggest risk. Speed without structural support inside the buyer’s org isn’t momentum — it’s the absence of hard conversations. These deals stall at cross-functional approval because no coalition was ever built.


  • You’re not multi-threaded — you just have a long contact list. Five contact roles on the opportunity looks great on paper. But when engagement data shows one person doing all the talking, the deal is single-threaded and fragile.


  • Activity isn’t progress — your forecast is a fiction. Twelve logged calls mean nothing when the buyer checked out after call six. Seller activity stays high while buyer engagement declines — and the CRM can’t tell the difference.


  • The decision is being made in a room you’ll never be in. New blockers and decision influencers appear in mid-to-late stages. When they’re never directly engaged, win rates drop dramatically. Over half of lost B2B opportunities die as “no decision” — not to a competitor.


The Root Cause: CRMs Track Sellers, Not Buyers

Every one of these patterns has the same root cause. Everything that goes into a CRM — calls logged, emails sent, stages moved — is seller-side activity. Everything that determines whether the opportunity actually converts — buyer consensus, budget approval, someone selling on your behalf when you’re not in the room — none of that is captured.


Buyer engagement, sentiment shifts, stakeholder involvement, evidence of internal momentum — that data exists in calls, emails, Slack threads, and face-to-face conversations. It’s just not structured, not surfaced, and not usable. That’s what Spotlight.ai was built to fix.


“Your forecast isn’t built on evidence. It’s built on activity data dressed up as evidence. That’s where the quarter-end surprise comes from. Every single time.” — Lolita Trachtengerts, VP GTM Ops & Growth, Spotlight.ai

See Where Your Pipeline Is Actually Breaking

The article also introduces Spotlight.ai’s Service as a Software offering — a no-integration, no-install way to run your pipeline against these same patterns.


Send your call transcripts, and Spotlight.ai surfaces the real sales process your team is running versus the one leadership thinks is happening.





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