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 ›
Jake BralyJake 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.
Customer Love Fuels Record Growth
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, Zendesk, and many more started a relationship with Highspot? Continue reading article ›
New Research: 2018 State of Sales Enablement
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.
How to Boost Quota Performance by 11% (Hint: Stop Focusing on 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:
- 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 percent. 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.
- 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.
Highspot Ranks in 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, or improve engagement with prospects and clients, and even increase win rates, deal velocity and deal sizes.
Sales Communications Features Launch in the November Release
Sales teams are bombarded with new information all 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.
New Sales Readiness Capabilities with Highspot + MindTickle
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.
LearnCore + Highspot Integration to Provide Access to Content, Coaching and In-Context Learning
According to Mark Lindwall of Forrester: “The onus is on sales leaders, sales trainers, and other sales enablement professionals with responsibility for training the sales force, to revamp current development practices and realign salespeople to their buyers’ needs so that buyers experience more valuable conversations that make it easier to buy.”
That’s why we’re excited to announce our new partnership with LearnCore, the innovative video coaching and learning solution for sales and customer success teams. Through this integration, we’ll work together to focus on helping sales teams better leverage their training within the context of their content and daily sales activities. By combining LearnCore’s innovative approach to sales rep learning, testing, certification, and coaching with the power of Highspot’s sales enablement platform, the integration provides reps with one-stop access to the tools they rely upon for effective customer conversations.