5 Signal-Based Selling Tactics That Beat Cold Calling
In sales, relying on traditional cold calling often results in frustration and low conversion rates. As buyers receive more outreach, generic calls become less effective, leading to missed opportunities. Adopting signal-based selling offers a data-driven approach that helps sales teams connect authentically with high-potential leads. HG Insights data shows that rather than cold-calling accounts, companies […]
How to Assess Competitive Risk for Smarter B2B Market Expansion
Why Competitive Risk Matters in Market Expansion If you are responsible for strategy, product marketing, RevOps, commercial planning, or data analysis, expanding into new markets is one of the most important decisions you make. However, successful B2B market expansion depends not only on identifying opportunity but also on understanding competitive pressure. Unchecked expansion often leads […]
Choosing Account Intelligence Software for B2B Revenue Teams
Account intelligence software now plays a central role in how modern GTM teams plan, prioritize, and execute across the revenue engine. Revenue leaders are under pressure to improve targeting, raise their win rates, and make every territory count, especially as buyers form preferences early and sales teams struggle to hit quota. The gap between ordinary […]
How High-Growth B2B Companies Operationalize Market Intelligence
There’s a pattern that shows up in almost every B2B organization that struggles to get full value from its data investments. The intelligence exists, the dashboards are built, and the reports get circulated. Yet somehow, the insights still don’t make it into the workflows where your team actually makes decisions. The data isn’t the weak […]
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 […]
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 […]
How To Scale ABM Campaigns With AI-Powered Buyer Signals
Account-based marketing promises precision, relevance, and higher conversion, but scaling ABM campaigns remains a persistent challenge for many GTM teams. Static account lists, manual targeting, and delayed signals often limit impact just as programs begin to show momentum. AI-powered buyer signals are changing that equation. By combining buyer intent data, technographics, spend intelligence, and predictive […]
Dark Funnel, Bright Signals: How CMOs Are Using AI to See What Buyers Want
Overview In today’s B2B world, buyers prefer to research independently and often make decisions before engaging with sales teams. Understanding this hidden part of the journey, known as the dark funnel, is now essential for marketing leaders. At a recent HG Insights and CMO Huddles panel, “Mapping the Buyer Journey: Navigating the Dark Funnel with […]
Introducing Mentions To Uncover Market Signals You’ve Been Missing
We’re excited to announce that “Mentions” data is now live in HG’s Revenue Growth Intelligence Fabric. This release marks more than just the introduction of a new dataset. It’s a leap forward in surfacing richer, contextual buying signals that help go-to-market teams understand not just who to target, but why and when. What are […]
The Four Pillars of
a Go To Market Plan
(with Examples)
Each year, when the go-to-market planning cycle begins, the crucial question leaders must answer is — where should we place the bets? Do we double down on the virtualization market or focus on expanding into cybersecurity? Which markets should we enter and where should we allocate sales? Even though go-to-market (GTM) strategy isn’t a betting […]