Articles

Rebrands promise growth. But they also come with their fair share of growing pains. A successful rebrand demands a lot from GTM teams. They have to face all of the messy, complicated consequences that follow and, from them, find shared clarity. It’s easier said than done. Done right, a rebrand shouldn’t stall your momentum. But […]

Have you ever spent hours diligently building a puzzle, only to realize at the very end that one missing piece keeps the picture from coming together? That is what a disconnected revenue system feels like. Your teams are doing the work. Content is getting created, and Plays are being launched. Meetings are getting held, and […]

Sales training is the foundation for most successful reps. Yet, somehow, it almost always comes into competition with the real work of selling. Maybe that’s why 55% of sales leaders feel their current sales training program offers limited results The sales organization is revenue-driven. It’s just how they think, work, and prioritize their time. When […]

Marketing, sales, and enablement have one key thing in common: They’re overloaded with priorities and struggling to find a balance. Conflicting needs and high expectations place considerable pressure on each team. They’re told to do more with less and, despite the strain, deliver predictable results. Each team is running headlong toward their goals, but when […]

Nearly every go-to-market leader (98%) believes their strategy is underway. Only one in ten feels confident they’re executing initiatives effectively. The GTM Performance Gap is real, but it’s not the fault of any one team. Sales isn’t to blame. Neither is marketing or enablement. Instead, fragmented systems and disjointed data are the hidden culprits. When leaders […]

Markets shift and products evolve; competitors rebrand and customer expectations rise. Through it all, organizations rely on their go-to-market (GTM) message to make sense of it all. When that message changes, it risks becoming just another signal reps are expected to process and adopt. “There is a constant inundation of information coming to our sales […]

There’s nothing better than watching great leaders bring your product to life. At Highspot, we’re lucky enough to see it happen every day. We’re so grateful to partner with strategic, forward-thinking customers who use Highspot to achieve extraordinary results in ways that continually inspire us. Throughout 2025, we watched these teams redefine what’s possible and […]

There’s nothing better than watching great leaders bring your product to life. At Highspot, we’re lucky enough to see it happen every day. We’re so grateful to partner with strategic, forward-thinking customers who use Highspot to achieve extraordinary results in ways that continually inspire us. Throughout 2025, we watched these teams redefine what’s possible and […]

There’s nothing better than watching great leaders bring your product to life. At Highspot, we’re lucky enough to see it happen every day. We’re so grateful to partner with strategic, forward-thinking customers who use Highspot to achieve extraordinary results in ways that continually inspire us. Throughout 2025, we watched these teams redefine what’s possible and […]

Every frontline leader has seen it happen: A rep pours hours into a tailored prospect experience, taking time out of their day to adjust logos, rewrite slides, and add a subtle personal touch. But once that content is sent, it disappears from view. There’s no signal to tell the rep whether a buyer has viewed […]

For many GTM organizations, “customer success” lives at the far end of the lifecycle. After the deal closes, the contract is signed, and the seller moves on to the next opportunity, that’s when the organization starts to think about customer value and success. However, the most effective organizations see customer success as a continuous consideration, […]

Smarter work, shorter sales cycles, reduced friction, and more—in a go-to-market context, the impact of AI can be incredible. That is, at least, for teams that can unlock it. Every organization is looking for ways to get ahead in the AI arms race. To do so, teams are investing in point solutions and disconnected tools, […]

Across functions, nearly every leader (98%) says their GTM strategy is “in motion.” But “in motion” is very different from “making progress.” While 98% of leaders are confident in their strategies, only 10% report that they’re actually effective at executing them. There’s a growing gap between GTM visionaries and those driving impact for their organizations. […]

Let’s say an organization has a sales team of fifty. Ideally, they all sell the same way, so buyers receive as consistent and seamless an experience as possible. Unfortunately, it’s just as likely that, across these fifty reps, the organization will encounter fifty different ways of selling. Without the right structure, reps will take their […]

Countless conversations at our global user conference, Spark ‘25, led to a shared conclusion: AI has disrupted every aspect of the traditional go-to-market playbook, and it’s changing it for the better. But most organizations are still developing new ways of thinking and working with AI. It’s a journey, one we’re all on together. At Spark […]

According to research from the GTM Performance Gap Report, only 25% of go-to-market (GTM) leaders prioritize cross-functional alignment. It shows. GTM alignment is a North Star for a reason. It unlocks efficient operations, streamlines workflows, and ensures every team is running in the same direction. But for most organizations (89%), alignment is out of reach, […]

If you’ve ever sent a follow-up email and heard nothing back, you’ve probably asked yourself the same question: Is this deal dead, or just quiet? The reality is, your buyers are engaging. You just don’t see it. They’re reviewing content, looping in stakeholders, and forming opinions long before they reply. Decisions are taking shape behind […]

For go-to-market teams, strategy isn’t everything. Your strategy is your vision. It’s your roadmap for the future. But without a foundation of consistent execution, it goes nowhere. That’s precisely the challenge today’s GTM leaders are encountering. They’re facing the GTM Performance Gap: the disconnect between strategic intent and daily execution that’s leading even the best-laid […]

Expansion revenue doesn’t happen by chance. It comes from consistent value delivery, strong customer partnerships, and a post-sales strategy that enables and arms customer success teams to succeed. Enablement isn’t just a pre-sales game. And the sales process doesn’t end at the first signature. When enablement supports post-sales with the same rigor as pre-sales, businesses […]

From a behind-the-scenes support role, many enablement teams have turned their function into a visible growth lever with influence at every level of the organization. But that influence doesn’t happen overnight. Luckily, innovations in enablement technology have made it easier to achieve. Technology is helping teams shift from activity to outcomes and from isolated programs […]

Sales training is under pressure like never before. Every training is expected to work miracles—driving consistency among new hires who bring different experience levels to the table and overcoming the challenges of ever-increasing buyer expectations. Of course, training can’t work miracles. As a result, traditional training programs are struggling to deliver the impact the business […]

In just about every business, enablement teams carry the weight of strategic transformation. Rarely, however, are they given the recognition or resources they deserve. The irony? When enablement is done well, it’s one of the most powerful growth levers in a company’s go-to-market (GTM) strategy. But that value doesn’t speak for itself. It has to […]

The launch of a new product offers incredible potential. It creates cross-sell and upsell opportunities, opens doors to new markets or customers, and sets the stage for future growth. But it’s not simple. Despite its potential, launching a product is among the most complex initiatives to execute, with 1 in 4 product launch initiatives failing […]

Three-ring binders and long, one-size-fits-all modules defined training a decade ago. For some organizations, they still do. These tactics weren’t efficient then. They’re even less so now. In an age of AI, manual processes and time-consuming training have been replaced by dynamic digital tactics. The majority of organizations are moving forward, with 70% of corporate […]