In the Spotlight - Building and Operating Your Revenue Machine

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 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.Connect with the Spotlight Community:🌐 www.spotlight.ai🔗 www.linkedin.com/company/spotlight-ai▶️    / @spotlightaivideo