Author: Jake Braly

Jake Braly

Jake Braly is vice president of marketing at Highspot, orchestrating the company’s marketing vision and strategy for the Highspot sales enablement platform. Before Highspot, Jake led product marketing and go-to-market strategy for Apptio’s top grossing products through its successful IPO. He has also held various positions at K2 Software, Microsoft, IBM, and multiple startup and early-stage ventures.

Elevate Customer Conversations with Industry-First SmartPage Technology

elevate customer conversations with industry-first smartpage technology

We’re humans — not robots. A common thread that connects us all is our desire for genuine and meaningful interactions, which is why we’re proud to share that our new release is focused on exactly that.

Today marks our Fall ‘19 Release, which introduces industry-first SmartPage technology, designed to provide go-to-market teams with interactive and mobile-ready guidance alongside content so they can have the most effective customer conversations. We’re also introducing the SmartPage Marketplace, offering SmartPage templates, frameworks, best practices, and other expert content from dozens of our Sales Acceleration Partners.

SmartPage technology directly addresses what we’ve heard from our customers: giving sales reps access to great content isn’t enough. Customer-facing teams need guidance — which we define as “what to know, what to say, and what to show” —  at the moment of action to provide the most value in every unique situation, with every individual customer.

We created SmartPage technology as the first platform to deliver extensible capabilities that bring together content, data, and web apps to help go-to-market teams turn strategy into sales action. In the short time that SmartPage technology has been available in beta form, our customers — including Verizon, PitchBook, SAP Concur, Twitter, and hundreds more — have already created 80,000 SmartPages.

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Highspot Sales Acceleration Partners Fill a Growing Need for Sales Enablement Expertise

sales acceleration partners

We all know that dynamics between buyers and sellers have changed and continue to evolve faster than the time it takes a hot prospect to turn cold.

As power shifts increasingly to the buyer, sales organizations must transform — or get outmaneuvered by competitors. Buyer demands make it more difficult to engage, connect, and close deals, especially as these buyers become educated earlier in their journey. The 2019 State of Sales Enablement report found that more than half of the respondents noticed today’s buyers conducting more research prior to engaging sales than ever before.

The antidote is great technology that puts the right content at the seller’s fingertips at the right time. But this still leaves a major wildcard — the quality of the content itself. While Highspot can help pinpoint content that’s working or not with analytics, the content’s quality must be addressed with deep expertise.

That’s exactly why we’re so excited to announce the introduction of Highspot Sales Acceleration Partners.

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Why Content Personalization Is Not One-Size-Fits-All

content personalization

In today’s omnichannel, hyper-digital, and buzz-filled world, it’s no surprise that personalized content is the key to breaking through the noise and engaging modern buyers.

The two questions leaders should be asking to unlock standout success are:

  1. How can we provide sales reps with an intuitive and efficient way to personalize content?

  2. How can we provide marketers with the visibility and analytics they need to inform their content development efforts?


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Software Vendors Can’t Buy Customer Love

RepsLoveHighspot Blog Banner v01.01

There have been a lot of mergers, acquisitions, and consolidation activity in the sales and marketing tech arena in recent months — and the noise is only expected to increase. This brings more risk and uncertainty for customers and potential buyers in the market for SaaS software. Why? Because nearly 90% of all acquisitions fail, and it’s often the customers — not the vendors —  that become innocent victims, left short-changed and holding the bill.Continue reading article ›

Customer Love Fuels Record Growth

sales enablement winning that companies love

At Highspot, our mission is to create breakthrough products that transform the way millions of people work. Our focus is to deliver exceptional customer experiences at every turn. How do we accomplish that? By building beautifully designed software with a spark of magic.

Why have companies like Amazon, Twitter, Snap, NVIDIA, Aetna, Workday, Twillio, and many more started a relationship with Highspot? Continue reading article ›

New Research: 2018 State of Sales Enablement

state of sales enablement 2018

Sales enablement has revealed itself to be an increasingly critical contributor to B2B sales growth, giving businesses a powerful advantage in connecting with today’s modern buyers. This is just one of the many insights that come out of this year’s State of Sales Enablement report.

This year’s report shows the gap in success between those with and without formal sales enablement programs is widening.

In the report, which is now available for download, you’ll see that sales enablement is transformational in companies. This tectonic shift is creating more empowered and productive sales organizations, and it further illustrates the importance of enacting or updating a sales enablement strategy quickly—before competitors gain the edge.

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How to Boost Quota Performance by 11% (Hint: Stop Focusing on Quota Performance)

boost quota performance

The most important metric for sales, at the end of the day, is quota attainment. The calculation is straightforward: take the total sales that a rep, region, or team closes over a certain time period and divide it by the quota for that same period. As an example, if a sales team meets its quota target for a given period, it would achieve 100% sales quota attainment. If it closes only half of the quota target, it would achieve 50%.

But there’s a few problems with sales quota attainment:

  1. The quick fix for poor sales quota attainment is to get rid of lower-performing sales reps. According to CSO Insights, an average sales team’s annual turnover is around 25%. But, ironically, the quick-fix approach to improving attainment backfires. Sales teams soon find themselves having to hire, onboard, train, ramp, and transition pipeline to a large portion of their constantly churning sales organization. And quota attainment actually suffers as a result.
  2. Sales quota attainment is a lagging indicator. That means some really important things have to happen before a rep can successfully retire quota – like getting trained, delivering the pitch, and engaging with prospects. By over-focusing on quota attainment, these important activities are overlooked.

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Highspot Ranks in Gartner Market Guide for Sales Content Management

2017 gartner market guide for sales content management

We’re delighted to share that Highspot has been recognized as a Representative Vendor in the 2017 Gartner Market Guide for Digital Content Management for Sales.

The report found that digital sales content management applications improve the delivery of internal- and external-facing content to salespeople, engagement with prospects and clients, and even increase win rates, deal velocity, and deal sizes.

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Sales Communications Features Launch in the November Release

sales communication features

Sales teams are bombarded with new information all of the time: new products, new features, new promos, new content. It can be hard to know what to prioritize. The latest release of the Highspot sales enablement platform is designed to help marketing and sales cut through the noise and share information, content — and content updates — with ease. Let’s take a look at two of the key features of this release.

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New Sales Readiness Capabilities with Highspot + MindTickle

highspot and mindtickle integration

Highspot and MindTickle have partnered to deliver a state-of-the-art solution for sales enablement and readiness. By combining the best of MindTickle’s sales onboarding and coaching with Highspot’s end-to-end sales enablement platform, this integration provides easy access to MindTickle training in context of sales assets from Highspot, when and where reps need it.

As MindTickle puts it, they aim to “empower your reps with the knowledge and skills to win.” At Highspot, we share a similar mindset. We’re passionate about helping reps win by having the right content for every conversation and the analytics to know what’s working and what’s not.

That’s why we are excited about this latest integration that further extends the end-to-end enablement capabilities of Highspot, so customers can achieve new levels of success.

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