Highspot Blog

Make This Your Best Sales Kick Off Ever—Five Areas of Focus

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As we’ve all settled back into life the first few weeks of 2017, there have been plenty of water cooler conversations about holidays, trips, and new year’s resolutions around the halls of Highspot. We’ve also talked a lot about what we learned in 2016, and how we plan to apply those learnings in 2017.

Sales Kick Off (SKO) is often one of the best places to put together a structured plan for applying new learnings. By planning ahead for what your reps truly need to succeed after SKO, you can have your best sales year ever.

Put a little focus on these five areas, and you’re bound to see long-term success from this year’s efforts.Continue reading article ›

Making a Difference in Our Community

Community spirit runs deep at Highspot.  It’s a driving force of our culture and a personal attribute we value.  After a massively successful year, our ADR team recently put their energy to work at Food Lifeline in Seattle, where they packed 3,790lbs of food, providing 3,158 meals for people in need.  It was the least they could do to help others make big strides of their own.      

Neighborhood connections deepen awareness of challenges too often overlooked.  They help us keep our eyes on what matters and encourage us to make the largest impact we can.  In this and more, volunteering is a two-way street with upside for everyone involved.  Continue reading article ›

Sales Enablement for Challenger Selling

Strength and flexibility are hallmarks of best-in-class salespeople and sales technology.  They are also at the core of what makes Challenger Selling™ so impactful.  Today we’ll highlight how sales enablement is helping companies optimize their Challenger™ sales model and deliver superior results for their customers. 

The Challenger Sale has upgraded solution selling by showing salespeople how to take greater control over conversations and demolish their quota.  It has also transformed the ways sales teams leverage content to guide prospects through each phase of the buyer’s journey.  By helping companies better organize, find, customize, share, and analyze their sales content, modern sales enablement platforms are integral to making the most of Challenger selling.Continue reading article ›

Sales Enablement for Inside Sales: Webinar Recap and First-Hand Perspective

Product insights are gifts that keep on giving.  They shape our priorities, validate decisions, and light our path.  At Highspot, these nuggets of real-world context are helping us deliver the features and value sales enablement pros need.  

Our sources range from industry leaders and customers to our very own team.  Today’s guest post is from Olivia Long, one of the Account Development Reps at Highspot.  Olivia brings a wealth of first-hand perspective to her role and is here to share a portion of it with you.  Her topic: how sales enablement has transformed her approach and results.  Continue reading article ›

Transform Your Business: Best Practices in Sales Enablement Volume 3

There’s an art and a science to driving sales performance.  The best sales enablement pros know the difference and how to employ both to their advantage.  By using best practices, they’re able to make a bigger impact on sales and marketing than ever before.

Today we’re launching the third and final volume of our best practices guides.  Like others in the series, Best Practices in Sales Enablement Volume 3: Transform Your Business showcases leading techniques for positioning and optimizing sales enablement investments.  It shares high-level concepts and proven real-world experiences, all while looking ahead to what’s next. Continue reading article ›

Straight from SiriusDecisions: Best Practices for Increasing Sales Productivity

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Ask any B2B sales person about their content situation and they’ll likely tell it to you straight: They have volumes and volumes of marketing material to sift through—and not enough time to do it.

Finding content in the various file repositories, SharePoints sites, local hard drives, and cloud file-sharing accounts where it might live can seem downright impossible, and for the most part, it is.

Continue reading article ›

Managing Your Content: Sales Enablement as Editor-in-Chief

High-performing sales teams have one characteristic in common: active leadership.  With it, the most relevant content for every sales stage reaches its intended target.  Without it, the same content goes underutilized, leaving teams on the wrong side of their prime opportunities. Today we’ll describe how best-in-class companies lead by positioning sales enablement as editor-in-chief.  The benefits: sales content that is easier to find, more consistent in quality, and tightly aligned with business goals.  

As highlighted in our recently released Best Practices in Sales Enablement, Volume 2: Put Your Sales Content to Work, content mapping and validation are two of the most important steps in deploying a sales enablement platform.  Both activities require an editor’s eye and intuition, as well as the decisiveness to highlight what’s most important and remove what’s not.  Continue reading article ›

Need to Increase Seller Productivity in 2017? Audit Your Current Performance

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For most organizations that run in a traditional calendar year, Q4 is here, and it’s crunch time to hit those sales numbers. It’s also planning time for FY17, which means figuring out how to improve your sales organization for next year.

There are two ways to hit numbers—an all-out race to the finish line, and, structured improvements that aim to help sellers be more productive. If you can move the needle in terms of seller productivity, the benefits will be magnified across performance and revenue.Continue reading article ›

Improve Sales Performance with Highspot and Brainshark

Highspot and Brainshark have entered into a strategic partnership to give sales teams a complete, end-to-end sales enablement solution.  By leveraging the capabilities of both companies, customers will have streamlined access to the content they need for every phase of sales training and content management.  From onboarding reps to optimizing sales content and improving audience engagement, Highspot and Brainshark will empower companies to recalibrate what sales enablement can do for them and execute with greater agility than ever before. 

The Highspot and Brainshark partnership will help sales teams become experts in their field quicker, engage their audiences more effectively, and share best practices in real-time.  This combination will help customers of both companies accelerate their sales processes and increase win rates.Continue reading article ›

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

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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 ›