Highspot Blog

Devin Daniels

Devin Daniels is a sales enablement strategist at Highspot, dedicated to helping teams find novel ways to empower their sales teams with the tools and content they need to be successful. He's a feverish book reader, fitness coach, and likes to jump out of planes in his downtime.

The Playbook for a Successful Sales Kickoff

playbook for successful sales kickoff

Picture this: You plod into a conference center expecting endless slides and nap-worthy sessions. Instead, you’re met with Journey bumping through the speakers, a breakfast buffet, and colleagues who have either had unhealthy amounts of coffee, or who are genuinely pumped to be at your company’s yearly sales kickoff (SKO) — or both!

This was the scene at Highspot Momentum 2019 — our excuse to spend two days celebrating (and analyzing) our collective wins, learning from customers including Apptio, SAP Concur, and PitchBook, and getting energized about the year ahead. Our goal was straight-forward: create an SKO experience this year that will still be the gold standard five years from now.

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Social Prospecting: Getting Connected with the Modern Buyer

social prospecting

Sales enablement as a technology is still a grey area for a lot of people. In account development, I talk with several people every day who could benefit from our solution — but the term sales enablement sometimes stands in the way. That’s why it’s my job as a sales rep to educate and guide them, rather than shuffle them along to a contract. The mantra of educating and guiding should be your approach to social prospecting, too.

From a tactical standpoint, we practice the same sales methodology that we preach, which is largely due to how the modern B2B buyer behaves. We’re at a point in time where there’s a seemingly infinite amount of information and twice as many product reviews (thanks to our friend, Jeff from Amazon), and buyers have the incredible freedom and power to self-educate. Which is why when I’m looking to connect with my prospects, I need to be offering some value elsewhere, which is often just good conversation. We’re looking for people who might not know about our company or technology, yet own some degree of the problem that they consciously or unconsciously are looking to solve. Social media offers another channel through which you can meet your potential buyers, and offers some awesome power with the right approach. So, let’s dance.

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Sales Enablement: Getting Buy-in

how to get company buy-in

“That’s how we’ve always done it.” Some of the most expensive words in any business.

Whether it be tools, processes or mentalities, tradition often becomes the scapegoat when faced with the possibility of new. Longstanding conventions seem like a brick wall, and it is easy to become blind to the possibility of change.

In the information era we live in, there is an abundance of knowledge, news, and resources available, yet it seems as though they are often overlooked until there is a critical need that compels us to notice. Proactivity is therefore critical: organizations should always strive to improve and refine processes, and as you become aware of a need for a process improvement or software enhancement, the next steps are vital. Yet, despite their importance, these next steps can certainly feel ominous, creating an uncertainty of what to do and how to begin. Tradition can seem like the easy way out.

As with most tasks, dealing with this uncertainty proves to be the hardest part. Fortunately, while each situation is unique, the general process itself can be broken down into a few, simple steps. So, where do you start?

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