Highspot Blog

why joining a hyper-growth company can accelerate your career

Most people love free catered lunches, ping-pong tournaments, and team outings to the ballpark — but these perks aren’t the workplace differentiators they used to be. Competition for talent is fierce, and modern companies are pulling out all the stops to attract and retain the best people.

While I enjoy kombucha on tap as much as the next person, these types of benefits were not at the top of my priority list when I began my job search last November. Zooming out from the minutiae to the big picture, I was looking for a company that would elevate me personally and professionally.

Where could I go to make a real impact? Which company had an environment that sparks creativity and a culture that encourages employees to bring their full selves to work every day?

I found the answer at Highspot — and what a ride it has been so far.

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2019 state of sales enablement

The phrase “if you’re not early, you’re late” is one of the most familiar pieces of advice passed down from generation to generation and mentor to mentee. So much so that the phrase has over 1.4 billion search results on Google — which is understandable when you consider how often the advice is applicable. From job interviews to product differentiation, it’s always beneficial to stay ahead of the competition.

Sales Enablement PRO recently published the 2019 State of Sales Enablement and the report clearly echoed a similar sentiment — companies without an established sales enablement function are behind the curve and risk falling prey to their competitors.

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microsoft dynamics 365 integration

We’re here to help sellers and marketers wherever they are. That’s why we continue to invest heavily in Highspot Everywhere, a technology integration program with more than 50 cloud, on-premises, and mobile integrations. Highspot Everywhere makes it easy for sellers to engage with buyers and close deals faster, more efficiently, and in more ways than ever before.

Today, we’re extending our integration investments with a new, comprehensive integration with Microsoft Dynamics 365. Building on our prior Dynamics 365 integration, we now offer the full suite of Highspot capabilities directly within Dynamics 365 — meaning your reps can use the industry’s highest customer-rated sales enablement platform without having to leave their existing workflow.

Let’s dive deeper into four key benefits.

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highspot launches new integration with microsoft dynamics 365

New Release for Microsoft AppSource Delivers AI-driven Content to Improve Buyer Engagement Across Entire Sales Process

SEATTLE, June 11, 2019 – Highspot, the highest customer-rated sales enablement platform, today launched a new integration with Microsoft Dynamics 365 for Sales, which is available on Microsoft AppSource. Joint customers can now leverage Highspot’s full suite of capabilities directly within their Dynamics 365 environment to elevate buyer engagement and ultimately, further accelerate revenue growth.

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scalable quota attainment requires sales effectiveness

Sales leaders are constantly focused on attaining revenue goals, which naturally shifts the bulk of their attention to top performers. After all, they’re the breadwinners who consistently achieve quota and drive revenue. The general perception is that keeping top performers successful will increase everyone else’s performance as they try to keep up.

This is flawed thinking. Core performers, or “B reps,” are a company’s most valuable asset. How is that possible? Get familiar with the 20-60-20 theory. This approach of grouping sellers finds that 20% of a sales team are top performers, 20% are struggling, and the other 60% are somewhere in the middle.

Research done by the Sales Executive Council found that a 5% increase from the middle 60% of performers yielded 80% more revenue than a 5% increase from just the top 10%. If sales leaders want to increase quota attainment and optimize pipeline generation, they have to start by improving the effectiveness of their core sellers.

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defining the next frontier for customer experience

The last mile of the customer journey is critical — it’s the final stretch that decides if a deal is won or lost and if a relationship is forged or broken. The deciding factor at this critical juncture is simple — conversation.

Human-to-human conversation creates a connection and is the cornerstone of customer experience. And today, when you can get anything with the click of a button, experience is a key differentiator.

Every business-to-business company faces the challenge of delivering incredible customer experiences. Solving the challenge begins with people-centricity. At Highspot, putting people first is in our core. It’s why our sales enablement platform is the highest user-rated technology in our category. It’s why hundreds of companies use our platform to have compelling conversations that lead to lasting relationships. And, today, it’s why we’ve reached another important milestone — we’ve closed our $60 million Series D.

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highspot series d

Technology Leader in Burgeoning Sales Enablement Category Is More Than Doubling Across Key Business Metrics

SEATTLE, June 4, 2019 – Highspot, the highest customer-rated sales enablement platform, today announced it has secured $60 million in Series D funding. ICONIQ Capital led the round, with participation from new investor Sapphire Ventures and all existing investors including Madrona Venture Group, OpenView, Salesforce Ventures and Shasta Ventures. The investment will fuel Highspot’s global expansion and further extend its technology leadership in the sales enablement category. Highspot’s revenue, customer base, existing customer expansion and employee count are all more than doubling year-over-year. Hundreds of companies are using the Highspot platform to empower customer-facing teams and partners, elevate the customer experience, and ultimately, accelerate revenue growth.

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rebalancing tech gender gap

In the past 100 years, the face of tech has undergone a radical transformation. Long before the industry became synonymous with men in hoodies, women like Ada Lovelace and Grace Hopper were inventing the machines and programs that made the tech-driven world we live in today possible.

But by the 1970s, women had become all but invisible in the fields they helped pioneer. Today, they only account for 30% of employees across major tech companies despite comprising more than half of the total workforce.

This imbalance is something we are passionate about changing. And as Highspot’s Head of People, advocating for these causes is central to my role. But our commitment goes deeper than that. Creating an environment where a plurality of people feel empowered to do their best work is in Highspot’s DNA — and our goal is to ensure that this is evident in all our interactions, whether inside or outside Highspot.

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sales enablement soiree london

Sales enablement is sweeping the globe.

In partnership with Sales Enablement PRO, we surveyed more than 500 executives, sales enablement, and marketing leaders from companies of all sizes across the world. What we found validates that sales enablement is becoming the backbone of successful sales organisations spanning industries and geographies.

More than 79% of participants have a sales enablement process or practice in place, or plan on inventing one this year — a 20% increase from last year’s survey. Despite urgent demand and clear evidence of sales enablement’s business impact, clear definitions and best practices are wanting. The 68% of respondents who reported having a dedicated sales enablement tool named more than 150 different solutions when asked to identify the tools in use — demonstrating confusion in the market around what is truly needed to enable reps.

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sales tools

How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity.

On an intuitive level, most team leaders and managers understand that the more buyers your team can engage (within a given period of time), the more deals they’ll close for your company. It’s simple enough: if your team used to reach out to 10 buyers per hour in the past, and they now reach out to 20 buyers per hour, assuming that their closing rate remains the same, you’ll get 2x the amount of successful deals.

There are various ways you can go about boosting sales productivity (for instance: setting up training sessions and getting your reps to read the best books on sales), but the most effective thing you can do is invest in a sales productivity tool or sales effectiveness tool for your team.

In this article, we walk you through the different categories of sales productivity tools that can turn your team into a lean, mean, revenue-generating machine.

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