Highspot Blog

Highspot-Blog-Title-Guided-Selling

Selling is hard. Doing it well is even harder. On any given day, a seller has to keep track of multiple tasks, diverse objectives, and different layers of information in order to have a chance at making the sale, not to mention meeting quota.

To start, a sales rep has to have the most up-to-date information on products, and be trained on new versions, new messaging, and new features and functionalities. Reps have to understand and put into action their company’s sales methodology whenever they engage with prospects. And they must have just the right content on hand, ready with the information their prospect needs to help them progress through the buyer’s journey, taking another step toward making a purchase decision.Continue reading article ›

What can today’s leading companies do to build more inclusive, diverse teams? How can we make real progress toward closing the gender gap in the technology space?

We ask these questions at Highspot because we already believe these challenges deserve our attention and action. It can be daunting to know where to begin, but as Highspot’s head of engineering I contend that with a committed leadership team and a culture of inclusivity on your side, some strategic investments can make a big difference.

One such investment that the team and I are enormously proud to announce is Highspot’s sponsorship of Ada Developers Academy. In sponsoring Ada, we join more than fifty companies including Google, Zillow, Amazon, and others who share a common mission.

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sales pitches

Buyers have had enough. In today’s fast-paced business environment, they don’t have time to sift through bad subject lines, generic follow-ups, sales jargon, or typos. This means that for today’s sales reps and marketers, the struggle to engage buyers is very real.

The truth is, your buyer is more informed than ever. SiriusDecisions states that the modern buyer has already gone through 67% of the buyer’s journey by the time they have their first meaningful interaction with a seller. This means that they’re out there doing independent research and educating themselves before you even reach them.

Since the modern buyer is educated and independent, sales and marketing teams must ensure that their outreach conveys the exact message that their buyer needs to hear at the exact moment that they need to hear it. Now more than ever, landing the right sales pitch that compels buyers to engage with your company is key. But how do you master the perfect balance between controlling the messaging that your sales reps are sending out and giving them the freedom to customize and personalize their outreach?

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Highspot-Blog-Title-Halloweenpng

What does your Halloween costume say about you? Here at Highspot, our costumes show that we take celebrating as seriously as we take our work.

On the day of the office party, we stepped inside the building to find ourselves in the world of Disney. The space had transformed from rows of desks and computers to scenes from our favorite films — Alice in Wonderland, Up, Snow White and the Seven Dwarfs, 101 Dalmatians, Star Wars, and many others.

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content management and sales enablement

Sales enablement has become a must-have for every company that competes with other organizations for the attention of modern buyers. As a leading provider of sales enablement technology, at Highspot we believe it is our responsibility to share what we know about emerging trends that are impacting this market: what’s working, what’s not, and what “good” looks like in sales enablement.

One of the most important topics for every company practicing sales enablement is content management. It’s a subject that’s near and dear to our hearts because it tends to be a primary pain point for every sales and marketing team that Highspot is uniquely designed to solve.

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Highspot-Blog-Title-Gartner-Sales-Content-Management-Report-2018

When it comes to winning over modern buyers, we could all use a little help from sales enablement solutions.

Companies are seeking solutions to equip their sellers to deliver a better buyer experience as today’s buyers demand more from their engagement with sellers. By 2021, 15% of all sales technology spending will be applied to sales enablement technology, up from the 2017 level of 7.2%, according to Gartner’s 2018 Digital Content Management for Sales Market Guide. That represents a growth rate of over 208%!

In the Market Guide, Gartner evaluated 19 Representative Vendors within the Digital Content Management for Sales space. Highspot met all vendor capabilities and use cases identified.

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Highspot-Blog-Title-3-reasons-sales-enablement-matters-to-marketers

Did you know that buyers complete 50% to 80% of the purchasing decision before engaging a sales rep?

Armed with research and resources at their fingertips, modern buyers demand more of sellers, expecting them to provide added value and unique insights.

This is where marketing teams have an opportunity to shine.

When sellers have marketing content that maps to each stage of the journey, their odds of securing buyer progression increase substantially. But how can marketers know what content is most effective when it comes to winning over buyers? How can they ensure the sales team knows where to find the right content when they need it? And finally, how can they measure how their efforts are impacting business success?

You guessed it — sales enablement is the key to unlocking the answers to these questions. This is just one reason why Highspot was named a Top Marketing Tool of 2018 by Smart Selling Tools.

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sales playbook best practices

Plans and strategies are only as useful as their implementation, which is why every sales organization needs a sales playbook.

Sales playbooks help organizations put their plans into action, guiding sellers through every step of the sales process. When reps have access to practical, simple resources, they will have more effective buyer conversations that lead to higher customer retention rates, better lead conversion rates, and increased numbers of reps meeting their quota.Continue reading article ›

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.

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