What the best revenue enablement platforms offer GTM

And he’s right.

Since your customer-facing GTM teams are also revenue-generating teams, they need more than siloed tools or vague dashboards. They also need clear visibility, smart guidance, and readily available data to execute quickly and intelligently.

Giving them AI-powered tools that help them build customer relationships, improve execution, and strengthen buyer engagement across every touchpoint is an excellent starting point for modernizing your org’s revenue enablement approach.

Onboarding one of the best revenue enablement platforms—like Highspot, which was just named to the 2025 Gartner® Magic Quadrant™ for Revenue Enablement Platforms—for your GTM functions strengthens your sales tech stack.

Equally as important, though, it also acts as a force multiplier, enhancing performance for not just reps but also marketing, enablement, and customer success.

When all these teams can automate manual tasks and embed enablement into their flow of day-to-day work, productivity and efficiency invariably skyrocket.

Technology’s important role in your revenue enablement framework

Revenue enablement today isn’t about theory, but rather bottom-line impact. When every go-to-market role is supported with tailored insights and next-best actions, the sales process becomes sharper, more consistent, and more profitable.

And your GTM technology is the driving force behind your revenue enablement success. The right tools don’t just drive revenue growth, amplify reps’ sales performance, and boost your clients’ customer lifetime value. They also:

Align all GTM teams on strategy, content, and execution in one unified platform

Nothing derails a B2B go-to-market team like yours today faster than misalignment. Marketing’s producing content. Enablement’s building training. Sales is chasing quota. But if the strategy’s scattered, so is the execution.

That’s where a unified revenue enablement platform comes in.

• One place. One plan. One consistent experience for every GTM team.
• No more passing collateral back and forth through email black holes.
• No more guessing which deck is approved or which slides are outdated.

Sales reps know exactly what to use, when to use it, and why it works.

Marketers get visibility into what’s actually used and what’s ignored.

Enablement can design contextual, personalized plays that land with leads because they’re surfaced in the flow of selling, not in some far-off folder graveyard.

In turn, your GTM teams don’t just collaborate. They converge. Messaging stays sharp. Assets stay relevant. Plays get adopted. And that means fewer stalls, stronger customer conversations, and less friction in the sales cycle.

For example, sellers prepping for a new product launch can instantly pull enablement-approved sales content, buyer-ready assets, and guided talking points, all in one spot. Alignment plus shared momentum equals results (accelerated revenue, greater sales effectiveness, continuous improvement, etc.).

Replace reactive enablement programs with insight-driven, role-based actions

Guesswork has no place in revenue operations. But that’s what reactive revenue enablement is: a whole lot of effort, little direction, and minimal payoff.

Instead of dumping one-size-fits-all content into sales reps’ inboxes, the best revenue enablement platforms (and strategies) flip the script. They analyze what’s working, flag what isn’t, and surface actionable guidance for every role.

• Managers get valuable intel they can use to coach sellers in the moment.
• Both the sales enablement and marketing teams can co-launch targeted programs that map directly to buyer behaviors, skill gaps, and GTM trends.
• And business development reps get exactly what they need (learning paths, content), based on where they are and what opportunities they’re working.

Imagine this: A seller struggling on with discovery doesn’t get an overly exhaustive, 30-slide sales pitch deck to present to prospects. Instead, they get a thoughtfully curated play, a short video recap of their last call, and a quick-hit training, all tied to the lead’s actual needs and requests for further information.

That’s what high-performing revenue enablement strategies look like in action.

When your revenue enablement platform knows which actions and assets move deals forward and allows your managers to lean on AI role play and sales training to educate reps, you stop chasing impact and start delivering it at scale.

Decrease wasted motion by embedding enablement into sellers’ workflows

The top revenue enablement platforms step into the flow of work and deliver what matters, fast. For instance, sales reps get relevant messaging, content, and training tied directly to their pipeline. No toggling. No digging. No delays.

Want to share updated pricing with a potential customer? Done.

Need a refresher before your next meeting? Already queued up.

The entire B2B sales experience is seamless for sellers and buyers. And when everything—from pitch decks, to follow-up content, to coaching prompts—is embedded where BDRs already spend their time, you get a different kind of sales productivity.

Smoother prep. Smarter outreach. Faster sales cycles.

It’s that kind of revenue enablement approach that helps sales representatives on your team provide a great CX across the entire customer journey without fail.

Finding the right solutions to guide your revenue enablement efforts

With a leading revenue enablement platform at the center of your GTM tech ecosystem, along with your customer relationship management system and buyer engagement tools, you can get a holistic view of the whole customer lifecycle: from initial touchpoints with prospects, to when ‘hot’ leads turn into closed-won.

But it should be noted that your GTM teams each have distinct use cases for your revenue enablement solution—notably, different sales enablement capabilities they each want to utilize in their daily workflows to contribute to growth:

• Sales teams: Platform that guide reps before and during selling moments
• Sales leaders: Solution that offers insights to coach and replicate top reps
• Marketing teams: Tool that surfaces high-performing/-converting content
• Marketing leaders: Software that denotes how content drives pipeline impact
• Enablement teams: Tech that provides sales training that adapts to every rep
• Enablement leaders: System that scales winning behavior change with low lift
• Revenue teams: Single source of truth that offers real-time, actionable insights
• Revenue leaders: Platform that details what’s working today and why it matters
• Customer success teams: Tool that offers fast answers about existing clients
• Customer success leaders: Solution that helps with upselling and cross-selling

The common thread among all these needs?

With sales enablement software such as Highspot, they all get what they want:

• BDRs get a conversation intelligence tool to get real-time sales call insights
• Sales enablement teams can see what assets help with strategic initiatives
• Sales managers get training and coaching software to level up reps’ skills
• Marketing teams get a centralized enterprise content management system
• RevOps can tie content and plays to revenue goals and business outcomes
• All cross-functional teams can work as one to maximize revenue opportunities

When all revenue-generating functions and customer-facing teams can leverage data and insights from a single source of GTM truth, achieving key metrics tied to business-growth goals and replicating ‘wins’ becomes far easier to accomplish.

Of course, having a best-in-class, AI-powered revenue enablement platform like Highspot won’t do your GTM team (or company at large) any good, if you don’t actually use the solution daily equip, guide, train, and coach reps—particularly, how to better engage buyers from one deal to the next—on an ongoing basis.

“While AI will continue to play a role in streamlining information gathering and pre-sales activities, the enduring value of human interaction is becoming more pronounced,” Gartner for Sales Leaders Principal, Research Colleen Giblin noted.

What do the best revenue enablement platforms provide GTM teams?

Sales enablement and revenue enablement are two sides of the same go-to-market strategy coin. The core difference is the latter is a more wide-ranging effort that aims to empower customer-facing teams to achieve their desired revenue outcomes by working on shared activities across the entire customer lifecycle.

But the same AI sales tools can do the trick for both GTM approaches.

Simply put, the best revenue enablement platforms (which, in cases like Highspot, are also the best sales enablement platforms) offer the same core capabilities.

Guide buying decisions with personalized digital sales room experiences

Digital sales rooms are the unsung heroes of sales prospecting today. In short, a DSR consolidates decision-making content in one place, keeping B2B buyers engaged across stakeholders, stages, and procurement complexity.

• Reps can personalize content sets, update messaging as the deal progresses, and position sales materials that map to buyer interests and intent signals.
• That means no more chasing email threads or relying on static attachments. Leads return to curated experiences designed to drive alignment and clarity.
• Sales leaders can track engagement across each room, identifying which materials accelerate buying decisions and which content signals stalled momentum.

This visibility lets managers support sellers with better follow-up strategy and content based on how buyers engage in the deal cycle. When every BDR on your team sees which messages resonate, they tailor outreach in ways that reflect buyer priorities, improving alignment with procurement timelines.

The result of leveraging this revenue enablement resources a more organized, data-informed path to purchase that supports complex buying committees.

Boost performance with AI-driven coaching and training that adapts to reps

You don’t improve sales performance from using static training modules. Rather, you hit targets when coaching adapts to how each individual rep sells today.

Leveraging AI-powered learning engines, like the one in Highspot’s revenue enablement platform, helps GTM teams spot patterns in seller behavior and provide targeted reinforcement based on pipeline stage, deal type, and competency gaps.

• Sales managers can spend less time chasing down 1:1s and more time directing reps to training paths proven to improve conversation outcomes.
• This reduces manager strain, increases rep ramp velocity, keeps sellers focused on the habits that actually drive conversion, and helps rep practice high-leverage skills and receive timely feedback based on real conversations.
• In turn, your selling knowledge retention curve changes dramatically.

Sales training shifts from being reactive to proactive, giving enablement leaders an always-on model that strengthens rep confidence in live selling moments.

This is how adaptive learning drives sales productivity and turns average reps into consistent contributors across pipeline coverage and deal progression.

Unlock insights from real-time conversation intelligence in every buyer call

Revenue enablement platforms that embed conversation intelligence into their workflows offer a complete picture of how reps execute in the field:

• Teams can track talk time, objection handling, messaging consistency, and follow-up discipline across hundreds of recorded customer interactions.
• Instead of reviewing spotty notes or relying on rep recall, leaders can assess sales calls based on actual buyer behavior and response trends.
• The data lives in context, mapped to pipeline stages, tied to meeting outcomes, and indexed against relevant messaging and product plays.
• Enablement leaders use this to refine training priorities, while frontline managers use it to personalize feedback without starting from scratch.
• Reps learn faster when they can hear their own patterns: what resonates, what gets ignored, and what prompts prospects to ask deeper questions.
• Across the org, these insights unlock sharper coaching, faster iteration on sales plays, and better collaboration between sales and marketing teams.

This kind of intel into deal discussions gives your sales reps the inputs they need to execute with discipline and gradually elevate their in-the-field execution.

Support post-sale teams like customer success with tailored content and tools

Revenue teams succeed when sales and customer success are supported with unified messaging, tools, and training across the entire customer lifecycle.

All customer-facing teams should be equipped with the same level of enablement precision that drives conversion on the front end of the funnel. That includes your CSMs, who are charged with upselling, cross-selling, and expanding accounts.

• Providing structured onboarding content, renewal messaging, and persona-specific assets helps teams support customers without building from scratch.
• Enablement leaders use these tools to standardize experience delivery, accelerate ramp for new CS reps, and drive adoption of key lifecycle plays.
• When support, success, and account management can access targeted marketing content and pre-built resources, their impact becomes more strategic.

Put plainly, the most effective programs enable post-sale teams with the same sales materials and workflows their AE partners rely on to drive new business.

A well-integrated revenue enablement platform ensures customer success teams don’t get left behind and become the forgotten component of your GTM operations.

Use AI agents that provide in-depth deal intelligence for better execution

Today’s sales representatives need proactive signals that help them act quickly and strategically within convoluted and non-linear deal cycles.

With AI agents for sales, BDRs and other go-to-market teams can easily surface insights across sales content engagement, opportunity risk, and buyer behavior, without needing to dig or wait on sales operations to pull data for them.

Consider Highspot Nexus, our AI and analytics engine, which offers AI agents:

• ighspot Agents connect rep activity to pipeline milestones, flagging potential issues before they stall and recommending the next logical step forward.
• Sales leaders can deploy agents to identify cross-sell potential, track campaign adoption, and review whether key assets are used in active pursuits.
• Enablement teams use the same insights to improve play adoption, coaching moments, and onboarding paths based on deal complexity and stage.
• Because the AI is permission-aware, it scopes data to the right role, meaning no one sees more than they should, and everyone sees what’s useful.

Our AI sales agents allow frontline managers to prioritize coaching moments by risk profile while reps stay focused on selling, not admin or reporting. Notably, they act as a deal strategist, giving reps and managers an always-on assist to execute faster, with greater focus and sharper follow-through.

Gartner, Magic Quadrant for Revenue Enablement, Doug Bushée, Melissa Hilbert, Bill Yetman, 10 November 2025.

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