Why Most GTM Teams Are Working Harder and Falling Further Behind
Go‑to‑market (GTM) teams are expending more effort yet missing revenue targets because many remain stuck in low‑maturity stages. Highspot’s GTM Maturity Model identifies three stages—Reactive, Structured, and Connected—showing how operational maturity unlocks AI impact and consistent execution. Teams in the Reactive stage grapple with fragmented data, duplicated content, and uneven coaching, while Structured teams gain modest AI benefits but still lack unified adoption. Advancing to the Connected stage requires integrated tools, shared dashboards, and AI‑driven guidance to boost productivity and win rates.
B2B Sales: What Great Selling Looks Like in 2026
B2B selling in 2026 has transformed from a linear funnel into a fluid, multi‑stakeholder arena where buyers arrive informed and early engagement is critical. Sales reps must map committee dynamics, leverage deep account history, and adapt tactics as negotiations twist....
AI Workflows for GTM Teams: Automation, Coaching, and Real-Time Deal Intelligence
Highspot’s GTM Performance Gap report reveals only 28% of companies see AI boosting sales results despite 77% investing in the technology. To close this gap, Highspot promotes its unified Nexus‑powered Agentic Platform, which embeds AI across the entire sales cycle—from...
Predictive Sales Analytics: An Invaluable GTM Resource
Predictive sales analytics is reshaping B2B go‑to‑market (GTM) operations by swapping manual spreadsheet forecasts for AI‑driven, data‑backed insights. The technology blends current and historical CRM signals, content usage, and meeting data to surface real‑time account priorities and next‑step recommendations. By...
You Rolled Out a New Enablement Platform. Now What Actually Changes?
Deploying a unified sales enablement platform shifts the first 90 days from guesswork to data‑driven execution. In weeks 0‑2, teams gain a clear baseline of deal activity, buyer engagement, and follow‑up speed. Weeks 3‑6 bring AI‑assisted preparation, tighter follow‑ups, and data‑rich coaching...
5 Ways AI Is Changing How GTM Teams Operate
Highspot’s new guide outlines five ways AI is reshaping go‑to‑market (GTM) teams, moving from isolated tool usage to integrated, workflow‑centric processes. AI now automates repetitive tasks such as email drafting and content compliance, freeing reps for strategic activities. Data‑driven insights...
The Human Edge: Why AI Won’t Replace Sellers but Will Make Them Unstoppable
Sales leaders are increasingly deploying AI tools, yet only 28% of firms see measurable performance improvements. The article argues that AI cannot fully replace sellers because relationship building, empathy, and nuanced judgment remain human strengths. By targeting AI toward repetitive...
Sales Battlecards: Examples to Inspire B2B Sellers
Highspot’s latest guide explains how sales battlecards give B2B sellers instant access to competitor insights, pricing data, and objection‑handling talk tracks, turning complex intel into actionable one‑page cheat sheets. It outlines five battlecard templates—from objection‑handling to pain‑point focused—showing how each...
The Future of Enablement Is Performance
Sales enablement has progressed from simple content delivery to readiness training and now to performance enablement, which concentrates on real‑time deal execution. Leading organizations use a unified platform that combines content, AI‑driven insights, and continuous outcome measurement to surface gaps...
Highspot Announces Intent to Merge with Seismic
Highspot and Seismic announced a definitive agreement to merge, creating a unified AI‑powered revenue enablement platform. The combined entity will operate under the Seismic brand, with Seismic CEO Rob Tarkoff leading and Highspot founder Robert Wahbe joining the board. Permira,...
Agentic Workflows: Revolutionizing AI-Powered Sales
Agentic workflows—AI‑driven, task‑orchestrating agents—are reshaping go‑to‑market (GTM) operations by embedding native intelligence into sales, marketing, and enablement platforms. They automate repetitive actions such as CRM updates, content recommendation, outreach sequencing, and pipeline prioritization, allowing reps to focus on high‑value selling...
