Highspot Blog

Digital transformation — two words anyone who has so much as dabbled in the tech space has heard time and time again. Dubbed by SiriusDecisions as the “buzziest buzzword in B2B,” digital transformation means different things to different organizations. One of the areas where digital transformation is becoming increasingly relevant is in how sellers relate to their customers.

The results of SiriusDecisions’ 2018 Digital Transformation Survey showed that 55 percent of respondents believed that the goal of digital transformation should be on changing engagement with buyers and customers. In other words, how we relate to our customers is rapidly changing. Your buyer needs to be reached quicker with exactly the information they’re looking for, and now more than ever it’s important to invest in digitizing your sales force. Continue reading article ›

It’s that time of quarter again: we’ve pulled the latest stats to highlight the customers who have been killing it on Highspot. The biggest win? The awesome results our customers have achieved by using the Highspot platform.

It’s always a treat to see how many of our customers love using our platform, but as much as #RepsLoveHighspot, it’s always important to remember that #HighspotLovesReps, #HighspotLovesMarketers, and #HighspotLovesSalesEnablement as well. And we’d like to highlight some of those users who showed the Highspot platform a lot of love last quarter.

#HighspotLovesReps Awards

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January may not be the traditional month for being thankful, but we have been overwhelmed with a sense of gratitude over the past few weeks. Why? Because of the outpouring of positive feedback we’ve received from our customers, most notably reviews posted on G2 Crowd over the past year. Success with any technology requires adoption, and adoption only happens when users love to use it.

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This week we were in Austin for SiriusDecisions Technology Exchange. It was a great opportunity to learn about new tech trends in the sales and marketing space from the many sessions from SiriusDecisions, as well as the case studies that were presented with vendors. Here are the highlights from the week:

Creating the Business Justification for Technology

Gil Canare, Senior Research Director at SiriusDecisions, went over the steps to creating the business justification for technology investments. In the live poll from the presentation, over 80 percent of attendees said that their organization’s most common purchase driver is capabilities related. The need for new capabilities and to do more with technology is an ever-present issue for today’s fast-changing buyer needs.

Gil noted that with each technology purchase, there are there are internal and external purchase drivers, impacts to the business the technology will introduce, and ultimately a justification for the purchase. Internal and external drivers can help you to paint a picture of why you need a certain solution at a given time. Are there new capabilities that the company needs? Is there competitive pressure and your organization needs to implement new tools to keep you? Outlining exactly what the drivers of the purchase decision are is the first key step to justifying a new technology purchase. Continue reading article ›

This week we attended the seventh annual SMA Sales Force Productivity Conference in Atlanta. The conference had more than 25 separate sessions that focused on the latest trends in the sales management space, as well as the sales tech trends to keep in mind for the future. Here are the highlights from the sessions:

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