One of the biggest advantages of companies with successful sales enablement strategies is their ability to maintain focus. From content mapping through launch and optimization, they’re clear on why they invested, where they’re going, who is involved, and the steps required to reach their goals. Today we’ll share a framework for how they do it, courtesy of the Highspot services team. Continue reading article ›
John is the Director of Content & Communications at Highspot.
How to Sell Smarter with AI for Sales Enablement
For sales reps and marketers, survival skills begin with the ability to separate long-term signals from short-term noise. This influences where reps invest their time, how marketers construct their awareness and demand gen strategies, and the prioritization criteria for sales enablement leaders who need to manage everything from in-context training to playbooks and more.
Today we’re going to dive into AI (Artificial Intelligence) and its evolution from a trend-making concept to a core feature of any modern sales enablement platform. Continue reading article ›
Highspot Raises $15 Million to Extend Leadership in Sales Enablement
We are delighted to announce a $15 million investment in Highspot, the sales enablement solution that sales reps and marketers love. This Series B investment, led by Shasta Ventures, with participation from Salesforce Ventures and existing investor, Madrona Venture Group, will help us extend our ability to provide reps with capabilities that result in more effective customer conversations.
Over the past 12 months, we’ve grown our customer base by 300% and are now the solution of choice for enterprise companies seeking to increase buyer engagement by optimizing their sales and marketing content and improving the readiness of their sales reps.Continue reading article ›
Content: Your Ticket to High-Performing ABM
The business impact of Account-Based Marketing (ABM) cannot be overstated. In just a few short years, it has recast sales and marketing strategies, inspired new technology decisions, and provoked rapid tactical shifts in sales pipeline management. Looking ahead, we anticipate ABM will exert increasing influence over the processes, content, audience engagement, and analytics that drive revenue growth.
Eyes on the Prize: How Sales Enablement is Transforming Sales Rep Experiences
For sales reps, innovation that matters is innovation that pays. Today we’ll illustrate how reps win more deals by leveraging modern sales enablement technology to stay focused when others waver. And how an aligned approach to sales and marketing innovation makes this possible.
Compare & Contrast
When you first heard about sales enablement, what was the problem you were trying to solve? How were your existing processes and technologies getting in the way of solving it? What strategies and tactics did you prioritize? Chances are, many of the issues encountered in the early days of your sales enablement journey persist today, if in a different and more competitive form. Odds are equally high that at some point, self-imposed distractions have prevented you from fully solving your original problem. As a consequence, your sales reps and their revenue goals have suffered. Continue reading article ›
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.
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 ›