Six Tips to Tune-Up Your Sales Team’s Productivity
In today’s competitive market, buyer behavior is constantly changing in response to new technologies and buying processes, and smart sellers must evolve to keep up. Even the highest performing sales teams have to stay alert and on the lookout for new ways to boost sales productivity to keep their competitive edge — or risk falling behind. According to our 2018 State of Sales Enablement report, nearly 70% of respondents reported that their company’s sales process was becoming more complex, and 55% reported that the increasing level of sales process complexity impacted their sales performance. With these new sales process challenges, it’s more important than ever to regularly take time to focus on optimizing sales productivity. After all, productivity means profit. When a business improves its salesforce’s effectiveness and productivity, it makes it easier for sellers to close deals that drive revenue.
REEL Sales Enablement Interview with Joe Andrews at InsideView
I love Highspot—but, of course, I’m biased. So one of my favorite things to do is get out in the field and chat with customers about how much they love Highspot, too. While I was at SiriusDecisions Summit, I had the chance to check in with Joe Andrews, Vice President of Marketing at InsideView, on the current sales enablement efforts there with Highspot.
Here’s the video interview, as well as the interview transcript, below:
The Framework for a Solid Sales Playbook
In the old days, a sales playbook may have been nothing more than a fat 3-ring binder with some tabs in it. While talking on the phone to a prospective buyer, a salesperson could tuck the receiver under his ear, grab the playbook off the shelf, and flip through the tabbed sections in it to find the play he was looking for. Then, as now, the sales playbook was a source of cumulative knowledge from the sales team and guidance from sales management, gathered together into a single resource. It spelled out best practices and diagrammed the required steps to lead the prospect through the sales cycle to the desired finish: the sale.
The sales landscape has transformed drastically since then, and yesterday’s playbook won’t cut it anymore. Sales has become more complex than ever. In fact, 64.5% of sales reps report that they are experiencing more complex sales processes. The buyer’s journey has taken the place of a more rigid sales cycle so that sellers need to be able to react as the process unfolds and provide personalized responses to prospective buyers at a moment’s notice. In the age of the modern buyer, they come to the sales interaction better prepared and better informed than ever, with expectations for a fully digitized and seamless experience.
Looking to the Future: What’s Next for Medical Device Sellers and Marketers?
Innovation is the lifeblood of success in evolving industries.
The medical device space is one such industry, and changes are happening at the speed of femtosecond laser pulses. Sellers and marketers are rightfully questioning what lies ahead and how teams can meet the shifting demands.
Life at One of Washington’s 100 Best Companies to Work For
Combine a creative culture with Seattle skyline views and a fridge full of snacks, and what do you get? One of Washington’s best places to work.
Highspot has been named one of Washington’s 100 Best Companies to Work For by Seattle Business magazine. The 29th annual ranking was record-breaking, with more than 77,000 Washington state employees participating in the in-depth, direct-to-employee survey.
As a first-time entrant, Highspot debuted in the top 5 of the midsize companies category. This is a proud moment for all, especially being located in the nation’s fastest growing city this decade.
Winning Over the Modern Buyer
The expectations of today’s buyers have undergone a drastic transformation. Consumer-oriented companies such as Amazon and Airbnb have created great user and customer experiences that have set the bar high for more informed and frictionless buying experiences. These expectations have quickly carried over into the world of B2B buying, changing how marketers will engage and influence buyers along their purchasing journey.
In our eBook, which is now available for download, you’ll learn that the modern buyer is more informed, more independent, and more demanding than ever before. But are your sellers equipped to win them over?Continue reading article ›
Sales Enablement: Just What the Doctor Ordered for Medical Device Reps
As a medical device sales rep, you work to change lives for the better every day — but who is helping change yours?
When your long hours are filled with scheduling appointments, device demonstrations, and navigating the field, daily life can cause aches and pains. Our current life sciences customers including ERT, IQVIA, and Phenomenex have provided insight into the challenges that medical devices sales reps regularly encounter. The good news is that as the industry’s most trusted sales enablement platform, Highspot has the solution.
Successful Sales Communication Strategy in Six Steps
ABC: The motivational sales shorthand for “Always Be Closing” might as well also stand for “Always Be Communicating,” because sales runs on communication. From opening pitch to closing deal, effective communication supports every step in the buyer’s journey and provides a critical link between sellers and internal teams such as marketing.
But sales communication can be a double-edged sword. While its importance in providing sales with critical connections is undeniable, it has the potential to overwhelm or distract sellers from their goals if there is no strategy guiding it. Quality, not quantity, is the key for sales leaders looking to create effective sales communication strategies for their teams. After all, sending more email updates won’t make your sales team any more informed if they aren’t finding the content relevant, valuable, or easily accessible. The guiding goal of any successful sales communication strategy should be to provide salespeople with the right information, in the right place, and at the right time.
Read on for the who, what, when, where, how, and why of developing a sales communication strategy. With these best practices, you’ll have a framework for communicating with your sales team that will keep them informed, prepared, and focused on the goals that matter.
3 Reasons Why Highspot Took Home 2 CODiE Awards
The word is out — on the evening of June 12, Highspot earned recognition as the Best Sales Enablement Platform and Best Content Management Platform by the Software & Information Industry Association (SIIA) as part of the 2018 CODiE Awards, the industry’s only peer-reviewed awards program.
A night of good cheer and champagne ensued at the award ceremony in San Francisco, where the team celebrated with companies at the forefront of business innovation.
Looking back on how Highspot rose above the competition to join past winners including Cision, Cisco Systems, and Pitchbook Data, the journey began with a product demonstration in front of expert reviewers, including software and business technology experts, analysts, media, bloggers, bankers, and investors. In the second round, SIIA members voted on the finalist products. The scores from both rounds were tabulated to select the winners.
What set Highspot apart? With judges providing feedback such as, “able to integrate into a company’s workflow on multiple levels in multiple ways,” the platform clearly made an impression.