Articles

Ask the average go-to-market (GTM) leader what AI is doing for their team. Their answer will likely be vague, with most claiming a few minutes saved here and there. It’s useful, sure, but not fantastic. That answer changes when AI moves from a separate tab to a built-in experience. When AI is baked into the […]

One hour from now, you have a follow-up call with a prospective buyer. How long will it take you to prepare, and how many tools will you need to check to make sure you’ve captured all of the context you need? For most sellers, the answer is “a lot.” Salesforce’s 2026 State of Sales Report […]

According to Gartner, worldwide AI spending is forecasted to increase 44% by the end of 2026. Companies are investing in AI, and they are investing heavily. But knowing where and how to invest isn’t easy, especially with what feels like a million different AI tools out there and a million more different ways to build […]

“Wait…can’t we just build it ourselves?” Every business is asking the same question. And for 78% of the leaders surveyed for the Build vs. Buy Report, building with AI is already part of the plan this year. It isn’t surprising; many companies are rapidly maturing their AI strategy, with over a third (34%) shifting from […]

Two years ago, “vibe coding” wasn’t a thing. Today, we find ourselves in a very different world. I’ve worked in IT for close to 20 years and have watched technology cycles come and go, but I haven’t seen anything change how we work quite the way AI has. In my time at Highspot, I’ve been […]

At a recent event, we asked a room full of GTM professionals: “Where are you on your AI journey?” We (incorrectly) assumed that each team would be at a different point. Instead, over half of attendees reported feeling stuck in the exact same place. Where are teams hitting a wall? When they make the leap […]

All eyes are on AI, with every organization dreaming up new ways to connect their tools and simplify daily workflows. MCP servers are the force behind it. Know how to wield them, and you can create an AI-powered ecosystem that amplifies the impact you, your sellers, and your cross-functional partners can achieve. Keep reading to […]

How many tools do you use in a given day? Probably too many: Tool sprawl wastes 27% of potential selling time through bad data and context-switching. You could be losing over a quarter of your day to work that doesn’t build buyer relationships or get you any closer to a decision. That’s two hours out […]

If someone asked you what you had for breakfast 102 days ago, would you be able to answer? The average B2B sales cycle runs 102 days. In that time, you’ll inevitably forget small details or misplace crucial information. And if you can’t remember what was said or shared all that time ago, there’s no way […]

It’s easy to get excited about Digital Rooms; there’s a lot to look forward to. But before launching them, a few things need to be in place. Check the box on the basics, and you set yourself up to drive ongoing adoption and set sellers up to get the full value from every Digital Room […]

It’s been a day of back-to-backs. Your last prospect call went long, and you have less than five minutes to prepare for the next one. What do you do? You could open nine different tabs and try to absorb all of the information you can about the buyer as quickly as possible. After all, that […]

Every seller has sent a follow-up email with a handful of attachments and hit send with confidence. That’s when the waiting starts…did the buyer read it? Did they share it with the right stakeholders? You’ll find out on the next call. Or you don’t find out at all, because there is no next call. Once […]

How many times have you and your team actually sat down to think through what worked during the latest launch? If the answer is “zero,” you’re in good company. Too often, nobody actually does the post-mortem. There’s always another launch queued up and another deadline just around the corner. It sometimes feels like all the […]

Most initiatives don’t fail obviously. They slowly lose steam, and by the time anyone notices, the window to course correct has already closed. The problem is usually visibility. When you can’t see what’s actually happening in the field while an initiative is live, you’re left making decisions based on gut feel and end-of-quarter data that […]

When you start using Highspot, you will notice a few ways to save and organize content for quick access. Two of the most common are uploading content directly to your personal Spot and bookmarking content from official Spots. They may seem interchangeable, but they aren’t. The difference has real implications for how effectively you use […]

If you’ve ever supported a product launch, you know the torrential wave of activity that tends to accompany it. We’re talking dozens of stakeholders conversations, a tsunami of content, and an exhaustive training program. Once that work is done, a hard question appears: Did it deliver? It’s a hard question to answer, especially without the […]

Deals start strong. Then, somewhere along the line, progress stalls. As they enter the final stretch, momentum slows and quietly disappears. What happens? More stakeholders appear. Priorities shift. The path forward becomes rocky, hard to traverse. Sellers are left stitching together disconnected signals, trying to understand what changed and what to do next. Without clear […]

Any learning practitioner will tell you: Practice performs. It doesn’t scale. Practice-based training reinforces learning through relevant, real-world application. It also consumes extensive learning development capacity and requires hours upon hours of manual review time. So, when most teams build training, they don’t prioritize practice. Because of it, they’re leaving valuable training impact on the […]

How we train has changed significantly over the past decade. Where sellers were once handed thick binders of printed training materials, they’re now given bite-sized, engaging digital experiences. But one thing hasn’t changed: Many sellers still feel that training isn’t worth their time. It usually comes down to how training is built. When it’s designed […]

If you’ve ever built a training program that asks reps to role play a scenario, you know two things: One, role play is an effective, engaging way to apply learning. Two, if you multiply a 5-minute role play submission by a 50-person sales team, you get two straight days of reviewing and assessment. It’s not […]

Have you sent a Digital Room before? If so, chances are you sent it early in a deal, when a prospect is still getting to know your business and its value. That’s where most teams start. But it’s not the only place Digital Rooms come in handy. After all, the customer journey doesn’t end at […]

It used to be that a deal involved one seller and one buyer. Now, they involve, on average, 13 decision-makers. No wonder sellers feel like it’s getting harder to win. Every business is feeling the challenge. Some, like PagerDuty, are taking steps to address it. Seeing complexity disrupt deal velocity, many teams are realizing that […]

If you’ve bought anything lately, you know how difficult it can feel to make a decision. From shampoo to software, there are so many options and so many conflicting opinions to navigate. After a while, it starts to feel like the best option might just be to do nothing at all. “The buying experience today […]

Every day brings new technology and unexpected innovations that rewrite how we go to market.  Behind this evolution are incredible women working hard to ready their businesses to meet the shift head on. Day after day, these go-to-market leaders are translating strategy into execution, turning insight into action, and helping their organizations grow consistently and […]