In the Spotlight

Spotlight.ai

Conversations that cut through the buzzwords and get to the heart of sales excellence. From MEDDICC to value realization, we bring you the strategies and stories that matter.

  1. 8H AGO

    In the Spotlight with Yuval Yeret

    Most sales leaders are stuck running the machine. Few stop to ask whether the machine is even working.In this episode of In the Spotlight, Roi Carmel sits down with Yuval Yeret, CEO and Founder of Yeret Agility, to break apart the two hats every revenue leader wears — operating the team and building it — and why most teams only do one.Yuval has spent over two decades helping organizations build self-improving teams, starting in product and engineering and now working directly with go-to-market leaders. His approach borrows hard-earned lessons from product development and applies them to how sales and marketing teams adopt new processes, frameworks, and tools.In this conversation, Yuval and Roi cover:· Why leaders who only operate eventually stop improving· The 30% adoption problem — and why most change initiatives fail before they start· Why deploying a framework like MEDDPICC isn't a project, it's a journey· How Computer Associates launched a competitive campaign in 6 weeks while other divisions were still planning· Why co-creating change with sales teams beats inflicting change on them· What product-market fit has to do with internal tool adoption· The role of cross-functional teams when you're building the system, not just running itThis isn't about running more sprints. It's about building teams that learn while they sell.About Our Guest:Yuval Yeret is the CEO and Founder of Yeret Agility. He has spent over two decades helping business, product, and go-to-market leaders improve focus, flow, and speed to impact. His career started in software engineering and R&D leadership before shifting to organizational design — how teams coordinate around complex work and how leaders build systems that actually improve over time. Yuval has worked with organizations including Gillette, CME Group, CA Technologies, Siemens, and CyberArk. He is a SAFe Fellow (one of fewer than 50 globally), a Professional Scrum Trainer at Scrum.org, co-author of the Kanban Guide for Scrum Teams, and a Brickell Key Award winner recognized by the Lean/Kanban community. He hosts the Scaling with Agility podcast with over 100 episodes and is based in the Boston area.Connect with the Spotlight Community:🌐 www.spotlight.ai📧 info@spotlight.ai🔗 www.linkedin.com/company/spotlight-ai🐦 twitter.com/Spotlightai_X📘 www.facebook.com/spotlight.ai.facebook📸 www.instagram.com/spotlight.ai_insta▶️ https://www.youtube.com/channel/UCRNvCTs8wCLEhzDOGNSIGbQ🎙️ https://open.spotify.com/show/1bwxYCo3zl1pi6COOuQSCl?si=B4SRjV2lTi6sC1PH-_63sQ🎧 https://podcasts.apple.com/us/podcast/in-the-spotlight/id1876027307

    29 min

  2. JAN 21

    In the Spotlight with David Boyle

    Join us for a grounded conversation on why sales fundamentals matter more than ever, especially as AI, automation, and tooling flood the go-to-market motion, with David M. Boyle, Co-Founder and Managing Partner at RevCentric Partners, 2x CRO, and former enterprise sales leader at PTC, BMC Software, Zscaler, and others.In this episode of In the Spotlight, David and Roi unpack why selling has not fundamentally changed, even as the noise around AI has exploded. From weak hiring decisions and sloppy qualification to sellers rushing deals instead of slowing down to build real conviction, this conversation focuses on what actually creates qualified opportunities and durable enterprise wins.David shares hard-earned lessons from building and leading sales organizations, learning directly from the originators of MEDIC, and coaching teams in the trenches on how to run better first meetings, build stronger champions, and document value that stands up under scrutiny.Key takeaways include:- Why fundamentals outperform tools when the market gets noisy- What great sellers do differently in first and second meetings- Why hypothesis-driven selling beats discovery theater- How poor qualification creates downstream pipeline risk- The traits leaders should hire for when building resilient sales teamsSpecial focus areas:- Curiosity as the cornerstone of elite sales performance- Proof points, specificity, and the cost of vague messaging- Slowing down deals to increase deal size and win rates- Sellers as orchestrators in an AI-assisted GTM world- Where AI saves time, and where human judgment cannot be outsourcedAbout our guest:David M. Boyle is Co-Founder and Managing Partner at RevCentric Partners, where he helps CROs and sales leaders strengthen fundamentals, improve qualification, and build repeatable enterprise sales motions. A 2x CRO and proven enterprise seller, David has held senior leadership roles at PTC, BMC Software, Zscaler, and other high-growth technology companies. His work is rooted in teaching what the legends taught, directly in the field, where deals are won or lost.Connect with the Spotlight Community:🌐 www.spotlight.ai🔗 www.linkedin.com/company/spotlight-ai🐦 twitter.com/Spotlightai_X📘 www.facebook.com/spotlight.ai.facebook📸 www.instagram.com/spotlight.ai_insta▶️ https://youtu.be/Q4xpffA9kGo

    26 min

  3. 12/16/2025

    In the Spotlight - 13 - Mark Pecaro

    Join us for a candid conversation on why enterprise deals stall, why more sales tech has not fixed sales outcomes, and what actually moves deals forward with Mark Pecaro, Founder and CEO of Scale AI GTM, advisor to CROs and RevOps teams, and former global sales leader at Firefly, Sumo Logic, Mixpanel, and Cisco. In this episode of In the Spotlight, Mark and Roi unpack where value selling breaks down in practice. From misidentified champions and MEDDPICC gaps to bloated tech stacks and underpowered execution, this conversation cuts through theory and focuses on what actually closes enterprise deals. Mark shares hard-earned lessons from scaling sales organizations, advising founders on the path from $10M to $25M ARR, and partnering closely with RevOps leaders at the center of modern GTM execution. Key takeaways include: Why value selling fails when execution is weak The difference between coaches, champions, and real deal unblockers How MEDDPICC should be used as a living execution framework, not a checklist Why more pipeline does not fix mid and late funnel breakdowns Where sales technology adds value, and where it becomes noise Special focus areas: Champion influence vs authority in enterprise deals Value realization as a post-sale growth engine Why RevOps is shifting from operational support to strategic leadership How AI should improve deal traceability, not add more workflows What RevOps teams should prioritize when planning their 2026 tech stack About our guest:Mark Pecaro is Founder and CEO of Scale AI GTM, where he partners with founders and CEOs of ambitious B2B SaaS companies to accelerate growth from $10M to $25M ARR. He is an advisor to Spotlight.ai and a seasoned revenue leader with executive experience at Firefly, Sumo Logic, Mixpanel, MapR, and Cisco. Mark brings a rare blend of enterprise sales leadership, RevOps insight, and GTM execution experience. Connect with the Spotlight Community:🌐 www.spotlight.ai📧 info@spotlight.ai🔗 www.linkedin.com/company/spotlight-ai🐦 twitter.com/Spotlightai_X📘 www.facebook.com/spotlight.ai.facebook📸 www.instagram.com/spotlight.ai_insta ▶️ https://youtu.be/-atp39TXluU

    35 min

  4. 11/03/2025

    In the Spotlight - 10 - Gary Olson

    Join us for a candid conversation on sales excellence, value selling, and adaptive discovery in cybersecurity with Gary Olson, CRO of Sysdig and veteran sales leader from Snyk, Zscaler, AT&T Cybersecurity, and Symantec.In this episode of “In the Spotlight,” Gary shares what he's learned over 30+ years leading global sales teams — and how he's now applying that experience to drive go-to-market transformation at Sysdig, with a special focus on precision, MEDDIC, and team alignment.Key takeaways include:- Why MEDDIC fails when it’s treated like a checklist — and how to bring it to life- The real job of value selling: mapping business impact, not just product features- How to qualify fast and accurately — and the cost of not doing so- What “adaptive discovery” looks like in high-velocity sales cycles- From pitch decks to dialogue: the shift toward dynamic, customer-led conversations- Building a repeatable, scalable, insight-led sales motion in a noisy, copy-paste marketSpecial focus areas include:- Why sales teams are drowning in tools but starving for clarity- What’s changing in cybersecurity GTM in 2025 — and how to keep up- The CRO’s playbook for reducing noise, shrinking blind spots, and driving execution- How Sysdig is using Spotlight to unify GTM and surface the “vital few” actions that matter- A forward-looking view of sales in 2030: autonomous, value-driven, and deeply humanAbout Our Guest:Gary Olson is the Chief Revenue Officer at Sysdig and one of the most respected voices in cybersecurity sales. He has scaled global revenue teams at companies like Snyk, Zscaler, AT&T, and BMC, and brings a mission-driven, operationally rigorous approach to every sales organization he leads.

    26 min

  5. 11/03/2025

    In the Spotlight - 9 - David Koppe

    Join us for the launch of a powerful new cybersecurity value selling series in this episode of "In the Spotlight," featuring David Koppe, Head of Value Management at Sysdig and veteran of GE, BMC Software, Bladelogic, and MongoDB.In this deep-dive conversation, David shares actionable insights from 30+ years in enterprise technology and value engineering, including how to translate technical cybersecurity solutions into boardroom-relevant business cases.Key takeaways include:Why “we don’t sell technology”—the mindset shift that unlocks real enterprise valueThree levels of the value conversation: practitioners, economic buyers, and the CFOMeasuring value in cybersecurity: from noise reduction to breach risk mitigationHow to build business value assessments (BVAs) that actually close dealsUsing force multiplier frameworks to communicate the true ROI of AI and automation in securityThe evolving role of CISOs: from operational triage to strategic reporting and board communicationSpecial focus areas include:Coverage vs. risk reduction: quantifying the intangible in cybersecurityAlert fatigue and prioritization: using value as a lens for tooling efficiencyHow AI is changing value realization metrics and customer expectationsTactical KPIs: vulnerability age, critical alert burn-down, MITRE coverage, and moreAbout Our Guest:David Koppe leads the Value Management Office at Sysdig. A pioneer in enterprise value engineering, David has helped define and scale value programs at some of the most innovative B2B software companies over the last three decades. He brings a rare combination of business strategy, sales enablement, and cybersecurity expertise to this must-listen episode.

    28 min

  6. 11/03/2025

    In the Spotlight - 8 - Peter Cohan

    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 enablementSpecial 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 teamsAbout 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.

    30 min

  7. 11/03/2025

    In the Spotlight - 7 - Neal Wadhwani

    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 salesFrom 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.

    16 min

  8. 11/03/2025

    In the Spotlight - 6 - Tom Pisello

    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 enablementFrom 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.

    31 min
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About

Conversations that cut through the buzzwords and get to the heart of sales excellence. From MEDDICC to value realization, we bring you the strategies and stories that matter.

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  • Creator
    Spotlight.ai
  • Years Active
    2K
  • Episodes
    15
  • Rating
    Clean
  • Copyright
    © Spotlight.ai
  • Show Website
    In the Spotlight