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This edition of Tech Sales Insights brings double trouble as Randy welcomes Spotlight.ai\u2019s tag team leaders Roi Carmel and Nadav Efraty. The three discuss value selling, a process that focuses on the pain of the customer, matches differentiated value to that pain, and creates an asset that can arm the champion to go sell the value. \n\nThey also touch on the challenges in value selling including disjointed processes, overwhelming reps, lack of coaching and help from the value team, and the need for AI to enable, coach, and guide reps. Learn more about value selling in this latest episode of Tech Sales Insights.\n\nINSIGHTS OF THE DAY\nROI: FOCUSING AND BUILDING A CASE AROUND THE PAIN\n\u201cWe want to make sure that the selling motion is focused around the pain of the customer, taking time to do the discovery, discovering the pain, sizing the business impact of the pain for the customer, and then matching the right differentiated value to that pain that can bring the customer from a current state to desired state, and building the business case and the case around it.\u201d\n\nNADAV: IT\u2019S ABOUT LETTING THE CHAMPION FALL IN LOVE\n\u201cIt's not at all about, like numbers and quantification. It's about falling in love. It's about emotionally, being able to show a champion that there is something that doesn't work all that well in their status quo, and the champion needs to fall in love with your solution.\u201d\n\nConnect with Roi Carmel and Nadav Efraty: \nRoi\u2019s LinkedIn: https://www.linkedin.com/in/roicarmel/\nNadav\u2019s LinkedIn: https://www.linkedin.com/in/nadav-efraty-0649754/\n\nThis episode of Tech Sales Insights is brought to you by: \nSales Community: https://www.salescommunity.com/\nSpotlight.ai: https://spotlight.ai/