Spencer Hardey, VP Business Operations, Author at HG Insights

HG Insights graphic reading “Don’t blame the sequence. Check the list.” Of 440,000+ U.S. companies with 50 to 500 employees, 1.4% run both a CRM and a sales engagement platform and 2.2% run a data intelligence platform. Airbase found 80% more serviceable market after adding HG Insights data to Salesforce.

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

October 20, 2026

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

Leadership POV: Reverse-Engineering Target Accounts with HG Install Data

February 10, 2026

In today’s hyper-competitive mid-market SaaS landscape, building a target account list the old-fashioned way—starting with ICPs, TAM, and generic segments—simply isn’t enough. Many GTM teams

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Spencer Hardey, VP Business Operations

Authored Blogs

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

Leadership POV: Reverse-Engineering Target Accounts with HG Install Data