Research and insights

A key issue preventing organizations from reaching their goals is the massive gap that exists between go-to-market (GTM) strategy and execution from their teams. Nearly every GTM leader believes their strategy is being executed. Yet, only a fraction—10%—say it’s actually delivering results. This gap between strategy and execution isn’t about lack of effort—it’s about scaling […]

Most go-to-market (GTM) teams might operate with a compass, steering them in the general right direction. Only with unified analytics do they gain a map—revealing exactly where they are, what terrain they’ve crossed, and where obstacles lie ahead. While 89% of organizations say analytics is essential for innovation, only about a quarter truly operate in […]

In today’s selling environment, the stakes are higher than ever—and every misstep can cost you a deal. To stay competitive and win more, go-to-market teams need to facilitate training that ramps reps fast, builds critical skills, and drives business outcomes. But traditional training often misses the mark, especially in today’s market. It’s too broad, not […]

In a world where AI is reshaping buyer engagement, what truly sets companies apart is the ability to deliver personalized, meaningful experiences at scale. Yet, it’s often easier said than done, as nearly half (47%) of organizations today struggle with their customer experience, unable to remove friction throughout the buyer journey.  Enter Digital Rooms—personalized, always-on […]

Most go-to-market (GTM) initiatives aren’t failing—they’re flying blind. When analytics live in siloed systems, it becomes nearly impossible to understand what’s working and what’s not. Managers can’t coach effectively. Organizations struggle to identify performance gaps and scale success. Without unified insights into GTM performance, even top-performing organizations risk falling short. AI is changing the game […]

The buying journey has changed dramatically. With more self-service, fewer live interactions, and higher expectations, today’s buyers demand smarter, faster, and more tailored experiences. Yet many companies are still relying on outdated approaches that fail to connect.  Research from the State of Sales Enablement Report 2025 emphasizes this disconnect: nearly half (47%) of organizations today […]

The go-to-market landscape is evolving fast. Modern buyers are demanding more personalized experiences, revenue targets are rising, and efficiency has become more critical than ever. To adapt to these pressures, enablement teams are rethinking how they drive impact. So, how are organizations evolving to succeed in this high-pressure environment? Based on our survey of 350 […]

Onboarding sets the tone for a rep’s experience and performance at your organization. In fact, 70% of new hires decide whether a job is the right fit within the first month — and 29% know in just the first week. Yet too often, onboarding falls short in preparing reps to be successful. Before Highspot, 25% […]

It’s no secret: tool fatigue is real. More than 66% of sellers feel they are overwhelmed by the tech they need to navigate daily. When organizations use more than 10 tools on average to support their sales teams, it hinders rep efficiency and performance. Disconnected tools can also limit insights into how sellers are tracking […]

Driving successful go-to-market initiatives is no easy feat—and once launched, understanding how they’re performing can often feel like a guessing game.  In fact, 90% of organizations fail to implement their strategies successfully, which often comes down to a lack of consistent execution. This execution gap is a major barrier to growth, largely driven by disconnected […]

The end of each year is a time to both reflect on the past and prepare for the future. For any business leader, this means evaluating what investments to keep, add, or adjust based on past performance and future needs. To secure a place for sales enablement people, programs, and tools in the budget, you […]

In today’s challenging economy, businesses are determined to achieve consistent sales productivity and predictable revenue. This places sellers under increased pressure to consistently perform. This pressure is also felt by enablement as practitioners work to understand best practices for preparing effective reps. To drive behavior change and enhance the productivity of sales reps, organizations can […]