Highspot Blog

Highspot-Blog-Title-Sales-Enablement-Soiree-Dreamforce-2018

Get ready for four days of inspiration! With more than 2,700 breakout sessions and a Metallica concert, Dreamforce is the most innovative software conference in the world. This year, nearly 200,000 professionals and industry luminaries will gather in San Francisco for thought leadership, networking, and yes—dancing.

Call us biased, but our favorite part of the conference is without a doubt the Sales Enablement Soiree. On September 27 from 9:00 a.m. to 5 p.m., sales and marketing leaders, analysts, and vendors will come together at the Four Seasons Hotel for a day of best practices and real-world advice to maximize sales effectiveness.

This year’s event has attracted the best in the business, as professionals now regard enablement as the new standard of doing business. CSO Insights reports that nearly 60 percent of businesses now have a sales enablement function—and experts agree that percentage will continue to rise.

Continue reading article ›

Highspot is a LinkedIn Top Startup

Whether you think midday office yoga sessions are typical or not, occurrences like this are part of normal life at Highspot.

Even if you’re not a fan of downward-facing dog, odds are that you would still embrace the passionate, open, and exciting environment that has earned Highspot industry recognition as a top workplace. The most recent recognition is one we’re especially proud to share — LinkedIn has named Highspot a 2018 Top 50 Startup.

In order to create this annual, nationwide list, LinkedIn uses a blended score to identify companies that have high engagement with employees, job interest, and retention. The score takes into account the billions of actions of more than 575 million professionals on LinkedIn.

Whether it’s because of the yoga, free beer on tap, or the best-in-class sales enablement solution we offer, people love working at Highspot.

Curious about what an average day looks like at one of the country’s top startups? To get the inside scoop, we asked three colleagues from different internal teams to walk us through their routine.

Continue reading article ›

sales playbook tips

As a Highspot Account Development Representative, I know it is no longer the case that sellers get to control the buying process — rather, it’s the reverse. In many ways, the role of the salesperson has shifted from being the pitcher in baseball, where they get to dictate when and how to deliver the pitch, to the batter, where they now must be ready for anything the prospect decides to throw at them. In fact, it’s estimated that 50 to 80% of the buyer’s decision-making process happens before the sales rep gets involved.

For salespeople to combat this paradigm shift in buying patterns and behavior, we must be ready for any conversation, question, or objection, no matter where our prospects are in the buyer’s journey — and we have to be able to turn on a dime. That’s why Highspot is designed to empower sales reps like me with modern sales plays and sales playbooks.

Continue reading article ›

sales enablement vs. sales engagement

Quality over quantity: we’ve all heard the age-old advice to prioritize value instead of numbers. But of course, in sales, sellers need both quality and quantity to build a busy pipeline of qualified buyers. Sales enablement and sales engagement support sales teams in forming meaningful connections with buyers at scale and streamlining sales processes. There’s strong support for both:

  • Sales enablement: Aberdeen has shown that companies with successful sales enablement programs see 23% higher lead conversion rate.
  • Sales engagement: SiriusDecisions reports that training and supporting sellers with sales engagement can potentially increase the tenure of sales reps by 40 to 65%.

But what’s the difference between sales enablement and sales engagement — and which do you need for your sales team to ensure quality and quantity? To answer that question, it helps to start by defining the two different practices.

Continue reading article ›

MarTech Breakthrough Awards

What two things do sellers and marketers need to excel? The answer: each other, empowered with best-in-class technology.

When sales and marketing teams operate in lock-step, magic happens. SiriusDecisions reports that sales, marketing, and product alignment results in 19 percent faster revenue growth and 15 percent higher profitability. This is just one reason why we strive to develop breakthrough solutions that provide companies with the technology they need to align and succeed.

The success is not going unnoticed, as it was announced today that Highspot earned not one, but two MarTech Breakthrough Awards: Best Overall Sales Enablement Software Solution and Best Content Performance Management Solution.

Continue reading article ›

account-based marketing

Advertisements and mass-marketing emails can take a business only so far in today’s self-educated, hyper-personalized market. To adapt, many companies began implementing more targeted account-centric marketing practices.

Account-Based Marketing, or ABM, is an alternative B2B strategy that concentrates sales and marketing resources on a clearly defined set of target accounts within a market and employs personalized campaigns and touch points designed to resonate with specific personas within each account.Continue reading article ›

I always find it fun to interview fellow marketers and bond through our shared understanding of great products, strong value propositions — and common pain points. The pain of sales and marketing alignment (or misalignment) is one that every marketer knows but few know how to solve. After trying to tackle this issue in several different ways, Phill Sundal at DiscoverOrg finally found success with Highspot. In the interview below, he outlines the successes and failures he encountered as he worked to bring sales and marketing into alignment at his company.

Here is the video interview, as well as the interview transcript, below:

Continue reading article ›

We are back again with our Quarterly Customer Awards! Every quarter we pull the latest stats from the Highspot platform to highlight the customers who have been crushing it. From sales to marketing to sales enablement, it’s great to know that the customers we love love us right back!

As much as this is a celebration for the winners of the past quarter, it’s also a big win for us. With more than 120% net retention and zero customer churn, customers are at the core of everything we do — and we’re keeping it that way.Continue reading article ›

In our fast-paced world where modern-day buyers are more demanding than ever, sales enablement comes to play a crucial role in sellers’ success. But there’s more to it than that. Not only do companies need the right sales enablement solution — they need the right approach.

This is one reason why we’re excited to share insights and advice from Matt McClendon, President of DSG, as part of our Highspot “Hot Shots” series. Matt has a passion for creating sales-friendly playbooks and helping clients provide their sales channels with the content, tools, and training required to lead compelling customer conversations. DSG has provided professional services, creative services, and enablement tools to hundreds of B2B companies and more than 100,000 salespeople.

Continue reading article ›

In sales, you win some and you lose some — but when it comes to walking into your office every day, you should always feel like a winner with the full support of your company. That’s why we’re proud to share that Highspot has been recognized as one of the 50 Best Companies to Sell For by Selling Power.

For 18 consecutive years, the research team at Selling Power magazine has gathered data and evaluated companies based on the following categories: compensation and benefits, sales rep onboarding, sales enablement, sales training, and sales culture. With a focus on helping sellers be their best and establishing a passionate and positive organization, Highspot ranked among other companies including Google, Microsoft, and Paylocity.

Continue reading article ›