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Image: When Everyone Has AI, Where Does Competitive Advantage Come From?

October 08, 2026

When Everyone Has AI, Where Does Competitive Advantage Come From?

On October 6, we launched our Contextual Intelligence Platform. Here is why I think this launch matters to you. Every customer I speak with is investing in AI to improve GTM productivity and ultimately exceed...

Image: From Signal to Revenue: How to Get the Most Out of HG Insights Data

From Signal to Revenue: How to Get the Most Out of HG Insights Data

A B2B data enrichment strategy built on batch uploads and quarterly cleanup cycles can't support the speed at which modern GTM teams need to operate. Markets shift between refresh cycles. Buying signals emerge daily. And...

Image: Global IT Spend Forecast 2026: What Enterprise Buyers Are Really Investing In

February 24, 2026

Global IT Spend Forecast 2026: What Enterprise Buyers Are Really Investing In

Global enterprise IT spending is projected to reach $4.96 trillion by 2026, driven by 16.3 million businesses worldwide actively investing in software, services, hardware, and communications, according to HG Insights’ IT Spend Report: The Ultimate...

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Image: Should Sales and Marketing Share GTM AI Agents? A RevOps Decision Framework

October 30, 2026

Should Sales and Marketing Share GTM AI Agents? A RevOps Decision Framework

GTM AI agents are software agents that research accounts, score leads, and draft messaging without a person running each step. As teams add them, RevOps leaders keep hitting the same agentic GTM question: should sales...

Image: How to Set Guardrails for Autonomous Sales Agents: A RevOps Framework

October 23, 2026

How to Set Guardrails for Autonomous Sales Agents: A RevOps Framework

An autonomous sales agent can research accounts, draft outreach, and update records without a rep touching each step. How much autonomy it earns depends on the risk of each action and the quality of the...

Image: FTC Incentivized Review Guidelines: How to Stay Compliant and Source Trusted Reviews

October 22, 2026

FTC Incentivized Review Guidelines: How to Stay Compliant and Source Trusted Reviews

Good news for B2B vendors: incentivized reviews are still allowed under the FTC's review rule. Since October 21, 2024, 16 CFR Part 465 has set one clear boundary, which is that an incentive can't depend...

Image: Build vs Buy AI Agents: Why Your First GTM Agent Shouldn't Be a Finished AI SDR

October 22, 2026

Build vs Buy AI Agents: Why Your First GTM Agent Shouldn't Be a Finished AI SDR

Build vs buy AI agents is the first real decision a GTM team faces once leadership asks for an AI SDR. Buying a finished tool is quick, but it locks in the vendor's data and...

Image: The Expansion Revenue Hiding in Your Existing Account Base

October 21, 2026

The Expansion Revenue Hiding in Your Existing Account Base

Somewhere inside your current customer base, there's a division, a subsidiary, a regional office, or a new business unit that was recently created that your team has never called on. That’s not because your reps...

Image: When SDR Meetings Don't Convert, Don't Blame the Sequence

October 20, 2026

When SDR Meetings Don't Convert, Don't Blame the Sequence

Here’s the scenario. The pipeline projections look healthy at creation. The meetings are on the calendar. The SDR hit quota. Then the quarter closes and the numbers are short, and the post-mortem lands in the...

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