digital transformation at scale: how to grow your business

Table of Contents

    Everybody knows someone who peaked in high school. They may have been exceptionally talented, but ultimately stopped progressing.

    All high-growth businesses inevitably encounter the same problem: the strategies that initially resulted in success are no longer enough to support them at scale.

    So many companies come out of the gates hot, quickly grow to a certain scale, and then struggle. Win rates plummet; sales teams churn. What’s happening here? And, more importantly, how can you avoid it?

    As Highspot’s Vice President of Strategic Services, I shared in a new three-part series how you can confront this challenge and successfully overcome it.

    PART I

    In the first instalment, let’s explore the three key issues businesses face at scale – how to address the first one.

    Part II

    In part two of the digital transformation series, let’s take a look at how businesses can meet the needs of these new buyers and adapt successfully.

    Part III

    In this third and final instalment, let’s cover how top sellers handle common challenges as the business scales – from their approach to qualifying to how they navigate deals.

    DIGITAL TRANSFORMATION STARTS NOW

    Most high-growth companies will eventually reach a point where growth gets hard. Met with new challenges, some businesses may attempt to get back to their former glory by doubling down on the strategies that worked yesterday. But that’s almost never successful. Instead, the best companies recognise that they’re playing a new game on a new field and proactively work to navigate that change.

    Steve Hallowell

    Steve Hallowell is the former Vice President of Professional Services at Highspot, where he focused on helping go-to-market leaders elevate the performance of their customer-facing teams. Steve’s expertise lies in delivering strategic guidance, enabling organisations to unlock the full value of their sales enablement efforts.

    Related Resources

    Sales performance management: Process, metrics, and tips
    Blog
    Sales performance management: Process, metrics, and tips
    Sales performance management has come a long way from the days of quarterly spreadsheets and crossed fingers. It’s either a […]
    The B2B sales process: Steps and insights for 2026
    Blog
    The B2B sales process: Steps and insights for 2026
    The modern sales process is a highly structured sales process. Learn how optimizing your B2B selling approach can help reps close more deals.
    Value selling: Benefits and examples for B2B sales
    Blog
    Value selling: Benefits and examples for B2B sales
    With value-based selling, you can strengthen your sales strategy by empowering reps to pitch your products and services more effectively.