The Sales Leader’s Guide to AI-Driven Territory & Account Optimization
Sales territory and account planning have become far more intricate than traditional models were designed to handle. As markets morph, buying signals fragment, and account value shifts in real time, sales leaders can no longer rely on static territory maps or intuition-driven assignments. AI-driven territory and account optimization introduces a data-backed approach that unifies market […]
Buyers Don’t Trust Vendors, And They’re Right
Why CMOs Must Rebuild Trust Before They Can Rebuild Pipeline If you’ve been running B2B marketing over the last few years, you’ve felt it: the pipeline isn’t slowing because your channels got weaker. It’s slowing because your buyers stopped believing the people selling to them. The emails, the outbound, the ads, none of it lands […]
How Technographics & AI Enhances ICP, Segmentation, & Account Targeting
Modern GTM strategies demand more than traditional firmographic ICPs and generic segmentation. By incorporating technographic, behavioral, and intent data, organizations can pinpoint accounts with the highest potential and optimize targeting across sales, marketing, and RevOps. AI transforms these complex datasets into actionable insights, enabling GTM teams to define precise ICPs, predict account readiness, and prioritize outreach for […]
The Funnel Isn’t Broken, It’s Obsolete
Why CMOs Must Rebuild Demand Gen Around In-Market Buyers If you’ve been running a B2B demand engine recently, you’ve felt it: the traditional funnel isn’t producing a reliable pipeline anymore. Email engagement has eroded. Outbound feels like shouting into a void. What used to take 8–10 touches now takes 12–14 and still doesn’t move the […]
Smarter GTM Alignment Starts With Unified Market, Account, & Buyer Insight
Effective GTM alignment requires more than teamwork; it demands a shared intelligence foundation. By unifying market intelligence, account insights, and buyer intent signals, sales, marketing, strategy, and RevOps teams can operate from a single source of truth. This approach fuels data-driven GTM planning, sharper ICP definition, and coordinated execution across account-based strategies, territory planning, and pipeline growth. […]
Altitude Over Speed: How CMOs Are Rewriting Their AI Flight Plans
Just a few blocks away from Dreamforce, HG Insights transformed El Dorado Latin Fusion into a private runway for its second CMO Huddles panel, “First-Class CMOs: Staying on Course in the Age of AI.” It wasn’t a massive crowd, and that was intentional. Between lively conversations and Latin-fusion appetizers, CMOs from CultureAmp, Wrike, and HG […]
The New Divide: Why the Future of GTM Belongs to Companies That Master Data + AI
At OpsStars 2025, HG Insights’ Francis Brero and Avalara’s Mike Marek showcased a new reality for go-to-market leaders: AI isn’t evening the playing field — it’s widening the gap between those who operationalize it and those still experimenting on the sidelines. The companies mastering data-driven automation today aren’t just becoming more efficient. They’re redefining execution […]
HG Insights Joins Bombora’s Curated Ecosystem Audiences as Founding Data Partner
I have been a marketer for many years and, like many other marketing leaders, recognize that we don’t just need data to have a business impact. We need data that leads to creating opportunities, closed deals, and revenue growth. I get bombarded with info about tools that allow me to track signals, clicks, and intent […]
From Boomers to Zoomers: Gen Z Enters the Software Buying Process
Several years ago, we reported on the rise of the millennial software buyer and how their preferences differed from previous generations. Now it’s Gen Z’s turn. While millennials still make up the majority of software buyers (55%), Gen Z is making its presence known. And in 2025, for the first time, Gen Z buyers (born […]
Unlock GTM Precision with Accurate Corporate Hierarchies
It is one of the biggest blind spots for go-to-market teams: a lack of accurate visibility into the corporate hierarchy. When subsidiaries run their own systems, legal names don’t match what reps search for, and employees often list parent companies inconsistently on LinkedIn. As a result, you deal with the chaos of duplicate records, you […]