GTM Intelligence vs Sales Enablement
Sales technology is evolving from passive content repositories to active guidance systems. Understand how GTM Intelligence represents the next generation of sales technology.
Understanding the Categories
Sales Enablement
Content & Training
Traditional platforms that store, organize, and distribute sales content. Focus on making information available for reps to find and use.
Examples: Highspot, Seismic, Showpad
- Content management and organization
- Training course delivery
- Content engagement analytics
- Sales playbook documentation
Limitation: Reps must search for what they need; 80% of content goes unused
Revenue Intelligence
Analytics & Forecasting
Platforms that analyze sales activities and conversations to provide insights for managers. Focus on understanding what happened and predicting outcomes.
Examples: Gong, Chorus, Clari
- Conversation intelligence
- Pipeline analytics
- Forecasting accuracy
- Deal inspection
Limitation: Insights come after the fact; doesn't guide reps in the moment
GTM Intelligence
Real-Time Action
A new category that combines knowledge, methodology, and deal context to deliver actionable guidance during live deals. Focus on execution, not just information.
Examples: RevWiser
- Real-time guidance during calls
- Embedded methodology execution
- Context-aware content delivery
- Deal-specific recommendations
Limitation: Emerging category; fewer established players
Side-by-Side Comparison
| Dimension | Sales Enablement | Revenue Intelligence | GTM Intelligence |
|---|---|---|---|
| Primary Value | Content availability | Performance insights | In-moment guidance |
| When It Helps | Before the call (prep) | After the call (review) | During the call (action) |
| User Experience | Search and browse | Dashboards and reports | Proactive recommendations |
| Methodology Support | Documented in playbooks | Measured after the fact | Embedded in live deals |
| Content Approach | Store everything | Analyze conversations | Deliver contextually |
| Rep Impact | Information access | Coaching insights | Execution guidance |
The Evolution of Sales Technology
Sales Enablement
Innovation: Centralized content storage
Challenge: Better than shared drives, but reps still can't find what they need
Revenue Intelligence
Innovation: Conversation analytics
Challenge: Great insights for managers, but reps don't change behavior
GTM Intelligence
Innovation: Real-time action guidance
Challenge: Emerging category, proving the model
The Key Insight
"GTM Intelligence is not about replacing Sales Enablement or Revenue Intelligence. It's about connecting knowledge (what you know), methodology (how you sell), and context (where you are in the deal) to deliver actionable guidance in real-time."
The Category Definition
GTM Intelligence is a new category of sales technology that goes beyond traditional Sales Enablement (content & training) and Revenue Intelligence (analytics & forecasting). GTM Intelligence platforms combine knowledge, methodology, and deal context to deliver real-time, actionable guidance to sales teams — helping every rep sell like your top 10%.
Why GTM Intelligence Matters Now
of reps miss quota despite all the content and training
per year wasted by reps searching for content
of training is forgotten within a week
Sales teams don't need more content. They need the right guidance at the right moment. That's what GTM Intelligence delivers.
Experience GTM Intelligence
See how RevWiser delivers real-time guidance during live deals. The future of sales technology is action-first.