Highspot Blog

Redefining Modern Sales Enablement

Modern sales enablement solutions make their predecessor versions unrecognizable.  Not because they’re solving different problems, but because they present radically improved approaches to delivering what sales reps need. 

Today we’ll illustrate the significant limitations of legacy solutions, as well as the fragile characteristics of platforms claiming to be modern. For sales and marketing teams evaluating technology alternatives, understanding the evolution from legacy to truly modern is essential to making informed decisions.  It also provides a view into how Highspot has rewritten the definition of modern sales enablement. 

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Highspot Luminaries: Nancy Nardin

Every industry has its thought leaders, experts with perspective that’s simultaneously broad and deep.  At Highspot, we call them Luminaries.  Today we’re sharing the second in a series of conversations with these sales enablement stars.

When the Highspot marketing team recently sat down with Nancy Nardin of Smart Selling Tools, we expected insights based upon her distinguished career in sales and as a sales enablement analyst.  She delivered these and much more.

During our session, we asked Nancy five key questions:

  1. How would you define sales enablement?
  2. What do you think the charter is for enablement within a business?
  3. Why is sales enablement taking off right now?
  4. What are the trends in the next 3-5 years that are really going to affect sales enablement?
  5. What are the five most important technologies for sales organizations?

Her answers were both specific and wide-ranging. 

From describing key criteria for sales enablement success to factors influencing growth and the rapidly evolving competitive environment, Nancy distills her insights in an easy-to-understand style.  She points out the importance of applying new thinking and sophistication to sales operations processes, as well as the technologies making the biggest impact on sales teams.

Nancy keeps her answers grounded in the realities of today’s competitive market, starting with the importance of making the buyer’s job easier and helping customers get from Point A to Point B.  Of the many tools available, those enabling this all-important transition and more customer-focused activities will prevail.

Here’s Nancy answering the above questions in her own words:

We hope you enjoy this segment and look forward to sharing additional conversations with sales enablement luminaires.  If you’ve found it helpful, share it with a colleague! 

Additional information on Highspot is available right here at highspot.dev.  You can find additional information on Nancy and her company, Smart Selling Tools, at www.smartsellingtools.com.  

Thanks for tuning in.  And thanks again, Nancy. 

Best Practices in Sales Enablement

Sales Enablement Best Practices Infographic

View the full “Blueprint to Sales Enablement Best Practices” infographic.

This article provides pointers to white papers, blog posts, eBooks, and Webinars covering a variety of sales enablement best practices. The list of topics include:

Getting Started

  • Getting Started with Sales Enablement
  • Talk to Sales Enablement Analysts
  • Definitive Guide to Sales Enablement
  • How Sales Enablement can Increase Sales Performance

 

Solution Design

  • Best Practice in Sales Enablement Team Structure
  • Finding the Best Sales Enablement Vendors
  • Software Evaluation Checklist

 

Implementation & Execution

  • Mapping and Organizing Sales Content
  • Deployment Best Practices
  • 6 Characteristics of a Successful Sales Portal
  • Measuring Sales Enablement Solution Health

 

Optimization

  • Improving Sales Content Performance
  • Assessing Seller Readiness
  • Putting It All Together

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Best Practice: Content Mapping Made Easy

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If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area—either on paper or on your phone. I like to know the major roadways, potential construction zones or slowdowns, and the general direction I need to head to get where I’m going. In a lot of ways, deploying a Sales Enablement solution is like taking a trip to a place you’ve never been before. Instead of mapping highways and byways, it’s a good idea to map out your organization’s content before you take the trip.

We work with our customers to build a content map as one of the first steps in the implementation process. I thought it would be helpful to share a little insight around what a content map looks like, how to create one, and how it fits into the Sales Enablement design process.Continue reading article ›

Four Steps to Turn Sales Enablement into Revenue

Recently, we co-hosted a webinar with SiriusDecisions called Connect Sales Content to Revenue. This session was chock-full of research-backed advice to help you turn your sales enablement efforts into measurable revenue contributions. If you want to take sales enablement to the next level, there are a few important steps to consider, and we’ve outlined them below from the webinar discussion.

It’s important to note that before you get started, you’ll want to meet with sales finance to obtain your organization’s revenue plan. Measuring sales enablement’s impact on increasing revenue is the key to ensuring your efforts drive the greatest impact on business value, and you need the revenue plan to do it. This step often gets missed, and that’s a shame because sales enablement loses out on its “seat at the table” as a result. Don’t lose your seat at the table! Start with sales finance and then use the four steps below to start turning your enablement efforts into revenue.Continue reading article ›

Five “Must Haves” to Ensure Your Sales Enablement Platform Gets Adopted

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Sales enablement technology is continuing to take hold as an important investment for organizations of all sizes. In fact, sixty-eight percent of sales executives plan to invest in sales enablement technology to improve sales process and productivity.

While that’s an impressive stat and shows the importance of a measurable, structured approach to sales enablement, without a plan to drive adoption amongst sales reps, technology can only do so much. According to a study from CSO Insights, just over half of all organizations lack a formal sales enablement vision.

The fact is, in order to maximize the value of a sales enablement platform, you need both the right technology and the right plan to drive and maintain adoption. Here are five critical components you should consider when searching for a sales enablement platform to improve adoption.Continue reading article ›

Highspot Integrates 3rd party BI Solutions

High-performing sales organizations quickly adjust to the buying environment of their customers and the dynamic needs of their business.  Now more than ever, they rely upon data to accomplish their goals. With new 3rd party BI integration capabilities, Highspot is bringing deeper insights to business leaders by enabling the combination of sales data with other company data.  

The catalyst is Highspot’s BI Kit™, which permits sales data to be seamlessly imported into 3rd party BI solutions and data warehouses and combined with data sets from other teams, such as finance, HR, and operations. This ability to include sales, content, and customer engagement data from the Highspot platform with other company data will provide business leaders with valuable insight to improve sales and go-to-market performance.

Our most recent integration is with Microsoft Power BI.  Announced this morning at Build, Microsoft’s premier event for developers, the combination of Power BI and Highspot will provide 360-degree perspective into content performance and its impact on business goals.  This will allow sales teams to monitor results and optimize effectiveness as never before.

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Sales Enablement Pro Series: Tips for Embarking on a Successful Sales Enablement Rollout

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As the leader in sales enablement technology, Highspot is dedicated to improving the effectiveness of sales reps. Today we are introducing a new chapter in this pursuit, the Sales Enablement Pro blog series.

The Sales Enablement Pro Series is designed to convey insights from sales enablement experts. These are forward-thinking leaders whose job depends upon connecting the dots between marketing and sales and ensuring the best available content is in the hands of those who need it.

Our series will showcase the practical application of not only sales enablement technology, but also the strategies and tactics for achieving higher sales conversions. We hope you find these conversations useful in the quest to optimize your own sales enablement goals.Continue reading article ›

SiriusDecisions Helps Navigate a Noisy Sales Asset Management Market

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Today’s technology empowers marketing and sales teams to work together to improve sales effectiveness, and they do so in ways that were unfathomable just five years ago. The thing is though, there are a lot of solutions on the market claiming to be “sales enablement”, and while you may know your organization needs a sales enablement solution, finding the right one for your company’s unique needs can be a confusing process.

SD-Sales-Asset-Management-Report-Landing-Page-290x175-03042016Recently, SiriusDecions published a report that compares the leading vendors in Sales Asset Management—the foundation of Sales Enablement—and calls out specific capabilities you should look for when selecting a solution. Continue reading article ›

Announcing Email Integration with Microsoft Outlook and Automatic Language Filtering

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At Highspot, we’re committed to continual product updates and enhancements in our quest to make sales reps’ jobs more effective and efficient. Last month, I shared that the Highspot Sales Enablement solution now offers inline editing within Microsoft Office 365,  and today I’m excited to unveil two more important product advances: Integration with Microsoft Outlook and automatic content filtering by language based on machine learning capabilities.

The Outlook integration is a “best of both worlds” scenario, as sellers now have the option to decide if they’d like to send content directly from Highspot’s sales content management system or from their corporate email client.Continue reading article ›