How To Accelerate Deals With Technographic and Intent Triggers
Deal acceleration stalls when sales teams act on assumptions instead of signals. Reps time outreach based on CRM data and gut feel, not on live indicators of buying activity. HG Insights tracks technology installations across more than 4 million companies and pairs that coverage with first-party buyer intent data and IT spend signals; giving revenue […]
When Market Focus Beats Market Expansion in B2B Growth Strategy
Growth has a gravity problem in B2B. When revenue targets go up, the instinct is to go wider: new verticals, new regions, new segments. The logic feels sound. More market coverage should mean more pipeline, which should mean more revenue. Except it often doesn’t work that way. Expanding into unfamiliar markets stretches your team thin, […]
Account-Based Marketing: Best Practices for Enterprise Go-To-Market Success
In B2B industries, traditional marketing approaches are proving less effective as competition increases. Account-Based Marketing (ABM) offers a focused approach by aligning marketing and sales around targeted accounts. By concentrating on specific companies rather than broad demographics, ABM can help your organization build stronger relationships and increase revenue. In this article, you’ll find the essentials […]
5 Questions Your Intent Platform Can’t Answer (That Determine Whether You Win)
6sense has become a cornerstone of the modern ABM stack. Its AI-driven intent signals help Demand Gen and RevOps teams identify accounts actively researching their category, and that’s a real advantage. But the moment a signal fires, a new set of questions opens up. Knowing an account is “interested” is the first answer. What happens […]
From Reviews to Representation: Customer Voice in the Age of AI
The discovery game has changed in B2B You spent months building out your content strategy. Blog posts, case studies, comparison pages, SEO-optimized everything. And for a while, it worked. Your pages ranked. Buyers found you. The funnel moved. Now something has shifted and the signals are hard to ignore. Traffic patterns are changing. Buyers seem […]
How to Efficiently Scale Your ABM Strategy with HG Insights
Account-based marketing works. But scaling it without losing precision is where most teams hit a wall. The shift from targeting 50 high-touch accounts to orchestrating campaigns across hundreds or thousands of accounts demands better data, sharper segmentation, and a technology foundation that keeps personalization intact at volume. HG Insights brings together technology intelligence and market […]
8 Ways to Segment Your ABM List Beyond “Company Size”
Segmenting your Account-Based Marketing (ABM) list by company size is a classic starting point, but in today’s complex B2B landscape, it is simply not enough. Just because two companies have 1,000 employees does not mean they have the same problems, budgets, or buying timelines. To run truly effective, personalized ABM campaigns, you need to dig […]
How to Evaluate Sales Intelligence Platforms: A 2026 Buyer’s Handbook
Sales intelligence platforms have become a core part of modern B2B go-to-market execution. As buying journeys grow more complex and digital-first engagement continues to dominate revenue motions, meaning revenue teams can no longer rely on static databases or surface-level insights. In 2026, selecting the right sales intelligence platform requires a deeper evaluation framework that connects […]
3 Strategies to Improve ABM Performance Using Account and Buyer Intelligence
In the B2B market, precision targeting defines success. Yet many Account-Based Marketing (ABM) programs still fall short because data is siloed, ICPs remain static, and there are no reliable signals showing when buyers are actually in the market. The outcome? Wasted spend, low pipeline velocity, and untapped revenue potential. Account and buyer intelligence address these […]
The GTM Strategist’s Guide To Segmentation In 2026
GTM leaders in 2026 operate in an increasingly dynamic environment where buyers shift channels, accelerate independent research, and make purchasing decisions based on real-time data signals rather than traditional linear journeys. As buying behavior becomes more complex, legacy segmentation approaches struggle to keep pace. Traditional segmentation models that rely on static categories no longer match […]