Highspot Blog

John Tintle

John is the Director of Content & Communications at Highspot.

A Sales Enablement Game Plan for Marketers

Competitive marketers know how every step they take impacts sales.  They combine boldness with shrewd analysis to win deals and keep customers happy. As sales enablement becomes increasingly vital to their company’s success, these same marketers are again expanding their comfort zone to drive greater top-line impact.  Today we’ll share how and why.  

A larger role awaits

Marketers face daily decisions on the style of offense they’ll play and how long they’ll play it.  Too often, the hyperactivity of a product launch, announcement, or campaign gives way to pursuit of the next new thing.  Ideas and supporting assets are defended rather than fine-tuned and sales teams are given less than optimal support.  By abandoning the offensive too early, many marketing teams shortchange the revenue growth they originally set out to achieve.    

Our recommendation: stay in the game.  

Continue reading article ›

Sales Enablement: Best Practices for Best Practices

When asked to share the secret of their sales enablement success, most high achievers answer similarly: position your team to make the most of every conversation.  And the surefire way to accomplish this?  Know the difference between what works and everything else.  A dedicated approach to best practices is a great place to start. 

Learning and Doing

At many companies, identifying and sharing best practices is a learned skill.  One reason is that specific strategies and tactics that may have outperformed in one environment aren’t always neatly transferable.  Another is that cross-team alignment and expectations can vary dramatically.  Today we’ll illustrate how sales enablement leaders can set themselves up for success by leveraging the power of best practices.  Continue reading article ›

Marketing and Sales: Connecting the Dots Between Perception and Reality

Sales and marketing often hold different worldviews.  Left unreconciled, they can flatten innovative ideas and the career-making opportunities that accompany them.  Today we’re investing a few minutes in how to identify differences between perception and reality, and use the results as a launchpad for revenue growth.   

The Other Side of the Lens

At one point or another, we’ve all perceived a sales and marketing reality that didn’t exist.  We anticipated a behavior that fell short or an opportunity that didn’t materialize.  In the final analysis, chances are you, too, vowed it would not happen again.  This is about minimizing the probability it will.  Continue reading article ›

Highspot and Brainshark: A New Standard in Sales Enablement

Ask any sales leader to point out the difference between success and failure. Chances are, they’ll mention content and training before you can count to three.    

Just as a good plan is only as useful as a team’s ability to execute it, so too an optimal sales enablement platform is a direct reflection of how it delivers the full range of what users need.  The partnership between Highspot and Brainshark is built upon this premise.  

Starting today, customers of both companies have seamless access to the features that make each unique.  For Highspot customers, the power of Brainshark’s sales training solution is now available within the Highspot user experience.  For Brainshark customers, the content authoring, training, and coaching they rely upon may now be accessed via Highspot’s industry-leading sales content management, customer engagement, and analytics platform.  It’s a partnership that rewrites the scope of modern sales enablement capabilities and helps sales teams overcome their most daunting effectiveness challenges.       Continue reading article ›

Sales Reps Love Highspot

At Highspot, we take pride in customer feedback.  It’s our version of candy hearts in mid-February.  Today we’re especially grateful for the Love shown by our customers.  We wouldn’t be the sales enablement industry’s leading platform without it.  

Every sales rep knows the difference between Like and Love.  Like is nice.  It’s optimistic, an opportunity in the making.  Love, on the other hand, is essential.  Lyrically speaking, “All you need is Like” won’t start any sing-alongs.  And business-wise, no customer ever selected a product they Like over an alternative they Love.  Continue reading article ›

New Research by Highspot and Heinz Marketing: State of Sales Enablement 2017

Sales enablement is giving businesses the competitive edge they need.  As illustrated in this year’s State of Sales Enablement Report, critical performance advantages have emerged at companies investing in this high-growth category.

Fundamental sales enablement strategies and tactics are now in place among a broad cross-section of companies.  From smaller sales teams just getting started to larger and more complex organizations, sales enablement has become a strategic commitment with significant upside.  Continue reading article ›

Connecting Your Sales Process to The Buyer’s Journey

Road trips are a great way to get to know someone.  They reveal compatibilities, interests, and perspectives on everything from the best route to worthwhile stops.  These rites of passage are similar to shared expeditions of buyers and sellers.  Both require clear understanding of the ultimate destination, open communication, and eagerness to engage.  

Still, buyers and sellers are different.  On one side there are needs to fulfill and benefits to derive; on the other, revenue goals and customer satisfaction.  What is a journey for buyers is a process for sellers.  Successful sales and marketing teams manage both paths to mutual advantage while accelerating the results they care about most.

From then to now

We hear many stories about how the buyer’s journey is changing.  How it’s becoming more fluid and dynamic, and how buyers have more control than ever before.  All true.  What’s not true but remains broadly perceived is that the journey is now a random walk.  That buyers are less likely to follow a well-worn trail and more apt to advance from one stage to another with little predictability.  High-performing sellers know better.  Today we’ll share how they remain proactive – and how sales enablement helps establish strong links between the sales process and the buyer’s journey.   Continue reading article ›

Making a Difference in Our Community

Community spirit runs deep at Highspot.  It’s a driving force of our culture and a personal attribute we value.  After a massively successful year, our ADR team recently put their energy to work at Food Lifeline in Seattle, where they packed 3,790lbs of food, providing 3,158 meals for people in need.  It was the least they could do to help others make big strides of their own.      

Neighborhood connections deepen awareness of challenges too often overlooked.  They help us keep our eyes on what matters and encourage us to make the largest impact we can.  In this and more, volunteering is a two-way street with upside for everyone involved.  Continue reading article ›

Sales Enablement for Challenger Selling

Strength and flexibility are hallmarks of best-in-class salespeople and sales technology.  They are also at the core of what makes Challenger Selling™ so impactful.  Today we’ll highlight how sales enablement is helping companies optimize their Challenger™ sales model and deliver superior results for their customers. 

The Challenger Sale has upgraded solution selling by showing salespeople how to take greater control over conversations and demolish their quota.  It has also transformed the ways sales teams leverage content to guide prospects through each phase of the buyer’s journey.  By helping companies better organize, find, customize, share, and analyze their sales content, modern sales enablement platforms are integral to making the most of Challenger selling.Continue reading article ›

Sales Enablement for Inside Sales: Webinar Recap and First-Hand Perspective

Product insights are gifts that keep on giving.  They shape our priorities, validate decisions, and light our path.  At Highspot, these nuggets of real-world context are helping us deliver the features and value sales enablement pros need.  

Our sources range from industry leaders and customers to our very own team.  Today’s guest post is from Olivia Long, one of the Account Development Reps at Highspot.  Olivia brings a wealth of first-hand perspective to her role and is here to share a portion of it with you.  Her topic: how sales enablement has transformed her approach and results.  Continue reading article ›