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.
In the Spotlight
Claim This Podcastby Spotlight.ai
16 episodes
Updated Daily
Accepts GuestsHas SponsorsLocation 🇺🇸
Podcast Overview
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.
Language
🇺🇲
Publishing Since
8/27/2025
2 verified contact emails on file for In the Spotlight
Pitch yourself as a guest, propose sponsorships, or reach out directly to the host.
Recent Episodes
April 20, 2026
In the Spotlight with Prateek Goel
<p>In cybersecurity, the people buying the product aren't the ones approving the spend. That gap is where most deals die.</p><p>In this episode of In the Spotlight, Roi Carmel sits down with Prateek Goel, Senior Director of Customer Advocacy and Business Value Advisory at Wiz (now part of Google), to unpack what value selling actually looks like inside the world's fastest-growing cybersecurity company — and why the human part of the job is getting more important, not less, as AI gets better at the math.</p><p>Prateek has spent 20 years inside some of the best sales teams in the industry — American Airlines, Capital One, Okta, Sumo Logic, Aviatrix, and now Wiz. He's been the first value hire three times. At Wiz, he built the practice from scratch when the company was a pure product-led motion. Today, Wiz is past $1B ARR, and his team is orchestrating value across every major deal globally.</p><p>In this conversation, Prateek and Roi cover:· Why "value selling" isn't an ROI spreadsheet — it's a narrative your champion carries into rooms you're never in· The three dimensions every value conversation has to hit: outcome, quantification, and personal impact· How to tell if your company is ready for a value team — and the pain point that signals it· The maturity journey from "show me the demo" to "a business case with every pricing proposal"· Why cybersecurity makes value selling existential — technical buyers, non-technical CFOs, and no seat in the boardroom· How Wiz scales 10 value consultants across a billion-dollar sales org using AI and Spotlight· Why AI makes the human parts of value consulting more valuable, not less· The role of a diverse team in getting to 10 different angles on the same problem</p><p>This isn't about building better spreadsheets. It's about arming your champions to win the conversations you can't be in.</p><p>About Our Guest: Prateek Goel is the Senior Director of Customer Advocacy and Business Value Advisory at Wiz, the world's fastest-growing cybersecurity company, now part of Google. He has spent over two decades in enterprise strategy and value consulting — helping executives quantify and realize the impact of cloud security investments. Before Wiz, Prateek led business value functions at Aviatrix and Sumo Logic, and was part of the value team at Okta. His earlier career included financial planning and strategy roles at Capital One Auto Finance, revenue management and strategic alliances roles at American Airlines, and a summer at Bain & Company. He is also a member of the Outcome Selling Advisory Ecosystem. Prateek holds an MBA from Emory University's Goizueta Business School and is based in Frisco, Texas.</p><p>Connect with the Spotlight Community:🌐 <a href="http://www.spotlight.ai">www.spotlight.ai</a>📧 <a href="mailto:info@spotlight.ai">info@spotlight.ai</a>🔗 <a href="http://www.linkedin.com/company/spotlight-ai">www.linkedin.com/company/spotlight-ai</a>🐦 twitter.com/Spotlightai_X📘 <a href="http://www.facebook.com/spotlight.ai.facebook">www.facebook.com/spotlight.ai.facebook</a>📸 <a href="http://www.instagram.com/spotlight.ai_insta">www.instagram.com/spotlight.ai_insta</a>▶️ <a href="https://www.youtube.com/channel/UCRNvCTs8wCLEhzDOGNSIGbQ">https://www.youtube.com/channel/UCRNvCTs8wCLEhzDOGNSIGbQ</a>🎙️ <a href="https://open.spotify.com/show/1bwxYCo3zl1pi6COOuQSCl?si=B4SRjV2lTi6sC1PH-_63sQ">https://open.spotify.com/show/1bwxYCo3zl1pi6COOuQSCl?si=B4SRjV2lTi6sC1PH-_63sQ</a>🎧 <a href="https://podcasts.apple.com/us/podcast/in-the-spotlight/id1876027307">https://podcasts.apple.com/us/podcast/in-the-spotlight/id1876027307</a></p>
March 2, 2026
In the Spotlight with Yuval Yeret
<p>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</p>
January 21, 2026
In the Spotlight with David Boyle
<p>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</p><p><br></p>
16 total episodes available
Deep-dive analytics for In the Spotlight
Frequently asked questions
Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.
- What is In the Spotlight?
- How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
Yes, this podcast regularly features guests.
Legal Disclaimer
Pod Engine is not affiliated with, endorsed by, or officially connected with any of the podcasts displayed on this platform. We operate independently as a podcast discovery and analytics service.
All podcast artwork, thumbnails, and content displayed on this page are the property of their respective owners and are protected by applicable copyright laws. This includes, but is not limited to, podcast cover art, episode artwork, show descriptions, episode titles, transcripts, audio snippets, and any other content originating from the podcast creators or their licensors.
We display this content under fair use principles and/or implied license for the purpose of podcast discovery, information, and commentary. We make no claim of ownership over any podcast content, artwork, or related materials shown on this platform. All trademarks, service marks, and trade names are the property of their respective owners.
While we strive to ensure all content usage is properly authorized, if you are a rights holder and believe your content is being used inappropriately or without proper authorization, please contact us immediately at hey@podengine.ai for prompt review and appropriate action, which may include content removal or proper attribution.
By accessing and using this platform, you acknowledge and agree to respect all applicable copyright laws and intellectual property rights of content owners. Any unauthorized reproduction, distribution, or commercial use of the content displayed on this platform is strictly prohibited.