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b'We are back with Randy and the Spotlight duo, Roi Carmel and Nadav Efraty, to discuss further the importance of value selling in a tough economy, with a focus on speaking the language of CFOs and aligning with strategic goals.\\n\\nThe two introduce Spotlight.ai, a platform that automates the value selling process and uses machine learning to understand winning patterns and the strongest differentiators. \\n\\nThe team also emphasizes the importance of metrics in qualification and the challenge of validating if the team did enough with commercial high-level responses. \\n\\nLearn more about Spotlight, Roi, and Nadav in this latest episode of Tech Sales Insights.\\n\\nINSIGHTS OF THE DAY\\nROI: SPOTLIGHT\\u2019S DISCOVERY GUIDING CAPABILITY\\n\\u201cSpotlight is a platform that allows our customers to map their playbooks to our platform, and then the platform uses AI to guide reps in their sales discovery by guiding them on what are the actual discovery questions they need to be asking at any given time.\\u201d\\n\\nNADAV: EMPOWERING THE SELLER-CHAMPION INTERACTION\\n\\u201cThe idea is that with a few answers, really a handful of answers, typically they can already go and download a very beautiful polished business case that they can present to their champion, and then they can dive deeper and start to fine-tune their value proposition with the champion.\\u201d\\n\\nDon\\u2019t miss out on our previous episode and watch out for the next ones!\\nE119 Part 1 - COMFORTING THE PAIN: Customer Pains and Value Selling with Roi Carmel and Nadav Efraty\\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/'