Author: John Tintle

John Tintle

John is the Director of Content & Communications at Highspot.

Faster Sales Start Here: Sales Enablement Best Practices Volume 1

Sales enablement pros encounter fresh challenges and opportunities every day.  At Highspot, we help them make the most of both.

Today we’re launching Volume 1 of our Best Practices series.  The series will provide real-world insights for businesses seeking to improve their sales enablement activities.  Each volume will deliver a range of experience-based suggestions for those new to sales enablement, as well as for seasoned executives seeking to optimize current investments.  At the conclusion of the series, readers will be better-equipped to drive higher sales performance through more effective and efficient sales enablement.  Continue reading article ›

Deconstructing Sales Enablement ROI

deconstructing sales enablement roi

In any new project or technology, one business metric stands above all others: ROI. It is the ultimate measure of whether or not value is created. Today, we’re illustrating an example of how a modern sales enablement platform generates superior return on Iivestment against performance targets we’ve found highly attainable.

The following infographic, Deconstructing Sales Enablement ROI, showcases the two primary lenses through which customers evaluate their investment: sales efficiency and sales effectiveness. It also lists assumptions based on real-world customer experiences, starting with Highspot’s industry-leading usage rate.

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Sales Training Content Management with Highspot

sales training content management

Olympic athletes and leading sales reps know the value of training. They invest in it heart and soul. Today, we’ll share how Highspot is helping reps outperform the competition with training options mapped to the unique demands of your business.

In a recent survey of more than 400 B2B sales reps, marketers, and sales enablement leaders, improving training was cited by over 60% as among the top five categories positively impacted by sales enablement. Sharing best practices was of nearly equal importance and just behind easy access to content and increased efficiency. This is in line with research from Aberdeen Group indicating that 54% of best-in-class sales leaders support standard sales training with additional sales education activities.

Customer conversations indicate the importance of sales training will only increase, and with it the need to dramatically improve how training gets done today.

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Sales Enablement Pro Series: Art, Science, and Choosing the Right Platform

For every sales team, outperforming the competition requires a unique combination of art and science.  Last week’s SiriusDecisions Summit provided insights into how modern companies are operationalizing their strategies to take advantage of both. 

A highlight of the event was Greg Munster’s presentation on how the latest in sales enablement technology is making a difference at Red Hat.  Greg spoke to a packed ballroom of sales enablement, sales, and marketing leaders interested in accomplishing similar goals.  Here are some of the highlights of Greg’s chat:

  • Sales reps are presented with too much content in too many places, making it difficult to parse the most relevant from the relatively lower-impact. Lacking insights into sales usage and content value, marketing will continue struggling to generate what sales really needs.
  • An abundance of pre-existing sales tools makes content management difficult for reps and marketers. This is exacerbated at Red Hat, a company with a unique culture allowing for usage of multiple tools.  According to Greg, “Sales people would go to 12 different places to find content.  That’s 11 too many.”
  • Armed with the expectation that sales enablement software would help them overcome content sprawl and optimize sales performance, Red Hat embarked upon a thorough analysis of their needs and 15+ vendor solutions. Ultimately they selected Highspot, not only because of our robust and flexible feature set, but also because we tightly aligned with their requirements and support Open Source.

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Sales Enablement Pro Series: Insights and Advice

The Highspot team is dedicated to helping sales reps maximize their time and resources.  Today we’re sharing perspectives from Sean Goldie, Sales Enablement Manager at Concur.  Having driven sales, marketing, and enablement activities in multiple capacities, Sean offers actionable advice we think sales enablement pros will find exciting.  

The Sales Enablement Pro Series is designed to highlight the everyday application of proven strategies.  Through the Series, experts illustrate observations and suggestions based upon real-world experience.

Here are Sean’s responses to 6 questions central to sales enablement success.  (Plus one wildcard, just for fun.) 

Please tell us a little about yourself and your sales enablement role at Concur.

I’m the Sales Enablement Manager for Tools & Technology.  In this role I support the sales team globally, with a charter of maximizing our investment in sales enablement tools.

I came into my role through sales.  When I joined Concur, I was a sales rep.  About 2 ½ years into it, a General Manager knocked on my door.  The company had a sales training function and wanted the SMB team trained by a sales rep, someone who had been in role and knows what it’s like.  I then built out an onboarding academy and program, where I onboarded all of our SMB reps – 175 folks in an 18-month period.   

I then started asking myself, “What is this thing called sales enablement?”  I realized it’s more than training and technology.  It’s also the messages marketing sends that get distilled for the field.  From that point I took a turn in marketing, to better understand the function so I could return to sales enablement and really succeed. 

Today the sales enablement org is centralized and consists of 30 dedicated resources.  I’m in the global distribution org within the operations group – sales operations.Continue reading article ›

Sales Enablement Pro Series: Key Strategies and Tactics for Success

At Highspot, we’re committed to improving the performance of sales reps and their marketing colleagues.  Today we’re sharing insights from Brian Groth, a sales enablement leader at Xactly.  Brian offers a unique combination of knowledge and advice we think other sales enablement pros will find valuable. 

The Sales Enablement Pro Series is designed to highlight the everyday application of proven strategies.  Through the Series, experts illustrate observations and suggestions based upon real-world experience.

Here are Brian’s responses to 10 questions important to sales enablement success.  (Plus one extra, just for fun.) 

Please tell us a little about yourself and your sales enablement role at Xactly: 

I run sales enablement at Xactly.  It’s a position the company hired me to start.  In this role I look after everything from productivity improvement strategies to the tools, guidance, content, training, and processes our sales team needs.  There are approximately 100 people on the sales team at our company, including lead-gen.  

Why did your company create a sales enablement function? How were sales enablement activities handled prior to a formal function/team being created? 

The company was hiring faster than ever before and realized they were in over their heads.  They couldn’t keep pace with training needs, starting with sales bootcamps.  There was a shortage of written guidance, different sales processes depending upon each team, and sales enablement was being handled ad-hoc.

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Redefining Modern Sales Enablement

Modern sales enablement solutions make their predecessor versions unrecognizable.  Not because they’re solving different problems, but because they present radically improved approaches to delivering what sales reps need. 

Today we’ll illustrate the significant limitations of legacy solutions, as well as the fragile characteristics of platforms claiming to be modern. For sales and marketing teams evaluating technology alternatives, understanding the evolution from legacy to truly modern is essential to making informed decisions.  It also provides a view into how Highspot has rewritten the definition of modern sales enablement. 

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Highspot Luminaries: Nancy Nardin

SE Hot Shots Blog Banner - Nancy Nardin v01.01

Every industry has its thought leaders, experts with perspective that’s simultaneously broad and deep.  At Highspot, we call them Luminaries.  Today we’re sharing the second in a series of conversations with these sales enablement stars.

When the Highspot marketing team recently sat down with Nancy Nardin of Smart Selling Tools, we expected insights based upon her distinguished career in sales and as a sales enablement analyst.  She delivered these and much more.Continue reading article ›

CIO Magazine: Getting a Handle on Marketing Technology

CIO Magazine: Getting a Handle on Marketing Technology

Interesting article from Tom Kaneshige at CIO magazine highlighting Highspot and how we score content based on its performance in the sales cycle.

Highspot: Every marketing tech conference will have a theme on content, whether it’s creating original content, aggregating content or amplifying earned content. Highspot, which recently raised $9.6 million in a Series A round, has built a content-scoring engine. It looks at a company’s marketing collateral, such as PowerPoint slides, case studies, data sheets, brochures, call scripts and battle cards, and analyzes how well they performed.

Judging and scoring a piece of content’s performance is tricky, because it’s unclear what the content’s role might have played in, say, a sale.

“This attribution problem is real,” says Highspot co-founder and CEO Robert Wahbe. “One of the ways we try to solve this is to shorten the time horizon. Did this brochure help close a 9-month deal? Hard to say. But did this brochure move to a conversation or proof-of-concept? That’s better.”

Read the article at http://www.cio.com/article/2899092/marketing/getting-a-handle-on-marketing-technology.html.

Is Your Marketing Content Falling into a Black Hole?

unused marketing content

You’re looking for a file on your company’s portal or intranet. They told you that’s where it is. “Just search for it,” they said. So you’ve searched, but you couldn’t find it among the list of documents in the search results. “It’s there,” they said. Sure, it’s probably there, but you can’t find it. It’s as if your content has gone into a black hole. It’s full of Office documents, PDFs, and videos. It has engineering specs, marketing plans, sales playbooks, and maybe even human resources information. “I can’t find it,” you say. So what do you do?

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