Identifying GTM Blind Spots That ICP Models Do Not Reveal
June 22, 2026
Your ICP model is probably the most trusted tool in your go-to-market strategy. It defines who you’re selling to, shapes how you segment, and drives
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Susan Torrey
Susan Torrey is Head of Brand and Communications at HG Insights. With more than 20 years of experience, she has helped enterprise technology companies turn complex innovation into clear market narratives that build authority and drive growth.
Authored Blogs
How to Choose an ABM Platform: Evaluation Framework for Enterprise Buyers
June 19, 2026
Selecting an enterprise ABM platform is a high-stakes investment that shapes pipeline quality, marketing efficiency, and sales alignment long after the contract is signed. And
B2B Data Enrichment: The Complete Guide to Cleaner, Smarter GTM Data
June 18, 2026
Bad data is one of the most underestimated problems in go-to-market execution. It doesn’t appear as a line item on any performance report, yet it
How the Best Market Intelligence Platforms Help B2B Teams Outperform Competitors
June 17, 2026
Market intelligence used to be a quarterly research exercise. Today it runs in the background of every GTM decision your team makes. The B2B companies
Total Addressable Market Explained: Definition, Examples, and Calculations
June 16, 2026
TAM is one of the most frequently cited numbers in B2B strategy, and one of the most frequently wrong. It shows up in board presentations,
Account-Based Marketing Strategy: How Data Intelligence Drives Better ABM Results
June 15, 2026
Most ABM programs don’t fail on strategy. They fail on the shelf life of the data underneath the strategy. A target list built in January
Using Market-Level Intelligence to Anticipate Competitive Shifts
June 12, 2026
Most B2B competitive strategies are built on a reasonable assumption: if you track what your competitors are doing closely enough, you’ll be ready when the
How the Best B2B Data Enrichment Solutions Transform Pipeline Quality
June 11, 2026
Your reps aren’t underperforming because they lack effort. They’re underperforming because the data guiding their prospecting decisions is sending them to the wrong accounts at