Highspot Blog

Want Your Sales Team to Crush Quota? Remove Information Overload.


Recently, CEB posted about a little-discussed correlation in selling organizations—the more burdened a sales team, (in terms of content, disparate tools, complex internal processes)—the lower their sales conversion rate.

As it turns out, more isn’t always more. According to research, the more we overload sales teams with content, tools, and processes, the worse they have a tendency to perform. CEB reports that 62% of perceived seller burden can be attributed to overly complex internal processes and procedures. In other words, the majority of sellers attribute their job frustrations to their own sales (and marketing) organizations.

Odds are, I don’t have to sell you on this correlation. We ask today’s sales reps to do a lot, and by weighing them down with more, more, more, we restrict them from delivering more of what they really need: sales.Continue reading article ›

Put Your Sales Content to Work: Best Practices in Sales Enablement Volume 2

Few positions are as competitively intense as that of a sales rep.  Day-to-day, minute-to-minute, they rely upon the most current intelligence and content.  By leveraging the benefits of modern sales enablement technology, sales reps can work smarter and close deals more effectively than ever before.

Today we’re launching Volume 2 of our Best Practices series.  This is the second in a three-part series of guidebooks that deliver field-tested recommendations for companies striving to get more out of their sales enablement processes and technology.  Each book acknowledges the broad assortment of priorities, assets, and customer insights that sales enablement pros need to manage every day.  From helping reps identify the best-performing content for each stage of a buying cycle to analyzing content performance, sales enablement lends order to what can be a chaotic process.  The result: faster conversions and higher revenues. Continue reading article ›

From Content to Close: Removing Friction with Sales Enablement

Salespeople are acquainted with the phrase Always Be Closing.  The faster they can reach quota, the better their business will run.  Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.

From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive.  It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.

Removing friction requires a holistic approach to aligning objectives, teams, and the content required to succeed.  In short, it centers on accomplishing more with less, a central tenet of sales enablement.  What distinguishes leading platforms from stragglers is the magnitude of savings and performance improvements attributable to sales enablement. As indicated by Aberdeen Research[1], best-in-class companies with sales enablement practices in place achieve 50% greater quota attainment, 3x higher annual revenue growth and a 9.5x improvement in their average sales cycle compared with average companies.  

Let’s say you’re working with a sales enablement platform allowing you to quickly find the content you need and customize it as necessary.  All that stands between you and your target audience is pitching your content and measuring results. The last thing you should want to do is transition from one platform or program to another, let alone download and then upload your content as an email attachment or copy a link to a disassociated program in order to make this happen.  This not only costs time (which is money) and focus (which is time), but also lost data and insights.  It’s far from friction-free.   

Last week during a sales enablement workshop, attendees and I discussed how to transform their sales content challenges into opportunities.  Group feedback was consistent: sales content management, while incredibly valuable, is one part of the puzzle. Effectively putting content to use – in a friction-free environment accessible to both inside sales and field sales – is another.  It’s this latter component, commonly referred to as customer engagement, that is too often a barrier separating reps and revenue.Continue reading article ›

Highspot is Blazing a Trail for Sales Enablement Professionals at Dreamforce 2016


At the risk of sounding cliché, it’s hard to believe Dreamforce is next week! As I’ve prepared to travel to San Francisco, I’ve been thinking a lot about what I want to get out of the event, and it struck me that the breadth and depth of vendors in attendance, content available, and people in attendance is incredible.

In fact, it can be downright overwhelming.

Dreamforce has more than 2,000 sessions scheduled, of which 301 have self-identified as having a Sales Enablement theme! This makes sense, because Sales Enablement is a huge component of a modern sales organization, and integrating into Salesforce is one of the best ways to make sure sales gets what they need, when they need it. The problem is, of these 301 sessions, it’s unclear how many of them are truly centered around Sales Enablement.Continue reading article ›

Elevate Sales Performance with Highspot and ToutApp

Highspot and ToutApp have established a first-of-its-kind partnership that brings together sales enablement and sales productivity to help reps stay focused on the relationships and conversations that matter.  By combining the benefits of these fast-growing software platforms, sales teams can digitize their processes and orchestrate customer engagements more comprehensively than ever before.    

Now companies can dramatically improve sales effectiveness by combining Highspot’s content recommendations, delivery, and analytics with their sales prospecting workflows. Using Highspot, sales and marketing teams are able to manage, find, customize, share, and analyze their content on an integrated platform built to drive faster conversions and higher revenue.  With ToutApp, sales teams are able to align sales workflows, increase their pipeline, improve engagement consistency, and forecast results with greater accuracy.  The result: sales teams are now in better position to scale their activities and outmaneuver the competition.   

Here’s an introduction to the combined features of Highspot and ToutApp:

Continue reading article ›

Sales Enablement for Marketers

Turn Sales Content into a Revenue Driver

For today’s full-stack revenue marketer, delivering consistent results and measurable ROI impact can feel reminiscent of Sisyphus trying to push that fabled boulder up a mountain, only to watch it roll back down again and again.

The fact is, marketing is pushing a boulder up a mountain. It spends 28% of its budget (not to mention the soft costs associated with headcount) on creating content, but 65% of content produced for sales is never used. Sales teams scream for more and better content, but they often can’t find content that already exists.

This inefficiency leads to a vicious cycle: Deliver more content, only to have sales ask for even more. Push the boulder, watch it roll down again.Continue reading article ›

Faster Sales Start Here: Sales Enablement Best Practices Volume 1

Sales enablement pros encounter fresh challenges and opportunities every day.  At Highspot, we help them make the most of both.

Today we’re launching Volume 1 of our Best Practices series.  The series will provide real-world insights for businesses seeking to improve their sales enablement activities.  Each volume will deliver a range of experience-based suggestions for those new to sales enablement, as well as for seasoned executives seeking to optimize current investments.  At the conclusion of the series, readers will be better-equipped to drive higher sales performance through more effective and efficient sales enablement.  Continue reading article ›

Deconstructing Sales Enablement ROI

In any new project or technology, one business metric stands above all others: ROI.  It is the ultimate measure of whether or not value is created.  Today we’re illustrating an example of how a modern sales enablement platform generates superior Return on Investment against performance targets we’ve found highly attainable.    

The following infographic, Deconstructing Sales Enablement ROI, showcases the two primary lenses through which customers evaluate their investment: sales efficiency and sales effectiveness.  It also lists assumptions based upon real-world customer experiences, starting with Highspot’s industry-leading usage rate. Continue reading article ›

Sales Training Content Management with Highspot

Olympic athletes and leading sales reps know the value of training.  They invest in it heart and soul.  Today we’ll share how Highspot is helping reps outperform the competition with training options mapped to the unique demands of your business. 

In a recent survey of over 400 B2B sales reps, marketers, and sales enablement leaders, improving training was cited by over 60% as among the top five categories positively impacted by sales enablement.  Sharing best practices was of nearly equal importance and just behind easy access to content and increased efficiency.  This is inline with research from Aberdeen Group indicating that 54% of best-in-class sales leaders support standard sales training with additional sales education activities. 

Customer conversations indicate the importance of sales training will only increase, and with it the need to dramatically improve how training gets done today.       Continue reading article ›

Sales Enablement and Sales Operations — One Team.

Sales Ops and Enablement working together

Although it’s relatively new to the B2B scene, the Sales Enablement function has quickly gained momentum and is having a measurable impact on business growth. When done right, sales enablement has the ability to improve sales conversion rates 10%-20%, or more. And as a result, 53% of organizations in our Sales Enablement Practitioner survey have a dedicated Sales Enablement team today.

Because a separate Sales Enablement team is new to most organizations, its hierarchical order within the organization has raised many questions, especially in relation to the sales operations team. There is potential for conflict between these two groups, as the two roles evolve and sometimes overlap. As a business leader, it is critical to clearly define the roles and responsibilities—and opportunities to collaborate—for each group, to ensure all teams work together effectively.

The fact is, both Sales Enablement and Sales Operations are critical to supporting the sales team’s success. So, how should growing companies organize and charter the two teams for maximum effectiveness?Continue reading article ›