Sales and Marketing Management
Explore the latest material on sales and marketing management. In this category, you can find topics related to sales and marketing alignment, effective lead generation, sales content optimization, go-to-market and product launch plans, sales and marketing operations, and more. So if you want to drive true sales and marketing harmony, you’re in the right place.
24 items
Guide to 2026 sales kickoffs: Themes, agendas, and templates
Learn how to plan a future-ready sales kickoff in 2026, covering themes, agendas, AI readiness, and how to turn SKO momentum into year-long performance.
15 min read
30 essential sales performance metrics to monitor
Tracking sales metrics tied to your go-to-market teams' efficiency and productivity is how you continually elevate your GTM performance.
17 min read
Achieving sales excellence with agentic AI: A guide
Experienced and savvy enterprise sales professionals execute target account selling approaches with agentic AI solutions by their side.
11 min read
The GTM product launch strategy checklist for 2026
Planning, executing, and optimizing your B2B product launch strategy with an AI sales enablement platform ensures full GTM alignment.
14 min read
What effective sales management looks like in 2026
Frontline sales management and other senior sales leaders must give their teams AI tools that empower reps to confidently engage leads.
16 min read
Mutual action plan: How sellers keep deals on track
The question isn’t whether to onboard agentic AI for GTM teams. It’s how much scalable growth can be realized with the emergent tech.
12 min read
The Challenger sales methodology: Everything to know
Adopting the Challenger sales model gives reps the chance to teach buyers, tailor solutions for prospects, and take control of deals.
14 min read
Sandler sales methodology: A buyer-focused framework
The Sandler sales method is widely used by enterprise sales, as it helps sellers better establish trust and build rapport with buyers.
12 min read
How to increase your sales productivity: A framework
Leveraging AI-powered go-to-market technology that helps train and coach sellers is now essential to boosting reps’ sales productivity.
15 min read
How to build an effective sales training program
Your sales training program’s effectiveness is dictated on the breadth and depth of GTM data and types of tools used to educate sellers.
13 min read
Sales management training: 10 essential manager skills
Sales management training helps leaders improve coaching, forecasting, pipeline oversight, and team performance to drive stronger revenue results.
11 min read
How to boost your B2B marketing ROI with agentic AI
Generating a stronger return on investment from B2B marketing campaigns and programs becomes easier to achieve with agentic AI.
13 min read
Sales pipeline management: How to win more in 2026
With a strong sales pipeline management approach, go-to-market teams can optimize sellers' approach to engaging and converting buyers.
12 min read
Sales leadership: 10 traits of high-quality B2B leaders
The most successful sales leaders provide hands-on seller guidance and embed AI into everyday selling workflows to empower their reps.
11 min read
Highspot and Outreach Expand Partnership to Help Companies Increase Sales Rep Performance
Discover how the new integration – available now – enables sales reps to efficiently deliver personalized engagement at scale.
3 min read
The sales acceleration playbook for GTM in 2026
Balancing sales acceleration while ensuring high-quality buyer engagement is more important than ever for reps at B2B companies today.
14 min read
The 10 best sales techniques for B2B sellers in 2026
Learning the highly effective sales techniques enables reps to improve how they engage buyers and advance them through the sales cycle.
15 min read
Buyer enablement: How B2B sellers can guide prospects
The best AI-powered buyer enablement strategies help each go-to-market team see what messaging and materials resonate with prospects.
13 min read
Determining your sales organization structure: A guide
Learn how to design a sales organization structure that maximizes seller performance. Explore models, segmentation strategies, and expert tips for success.
16 min read
How to define and measure reps’ sales effectiveness
Boost your sales effectiveness by focusing on the actions that drive revenue growth, shorten deal cycles, and strengthen long-term customer loyalty.
12 min read
Account-based marketing: Strategy advice for GTM
Modern account-based marketing strategies only succeed when ABM strategies are planned, executed, and optimized with agentic AI for GTM.
14 min read
Opportunities for AI in your sales technology stack
Sales AI can give your team the productivity boost it needs to succeed. Follow these 6 tips to begin using AI to streamline your sales processes.
7 min read
The future of medical device sales: What’s next?
Read 4 takeaways on how to innovate to meet shifting demands and succeed in medical device sales from Enrico Vietri, Director of Digital Strategy at Aetna.
4 min read
Sales Enablement: Just What the Doctor Ordered for Medical Device Reps
As the industry's most trusted sales enablement platform, Highspot has insight into medical device sales reps' challenges — and has the solution.
4 min read