Highspot Blog

Lucas Welch

Highspot equips sales teams to engage today’s buyers with the most effective marketing assets on time, every time. Lucas loves telling stories that make an awareness impact through authentic content, transparent communications, and a flair for narrative.

How to Align Your Sales Collateral with the Modern Buyer’s Journey

sales collateral best practices

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past. In fact, modern sales collateral pivots away from the vendor’s perspective and instead incorporates insight from credible third parties. According to Gartner, “content that features a third party telling or validating a story is inherently more credible and trustworthy than the same story told by a vendor.”

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Meet Seattle’s Next Generation of Tech

meet seattle's next generation of tech

Something was different about the 2019 GeekWire Bash. Attendance continued to grow, the dodgeball competition was fierce, but what really stood out was the excitement in the air emanating from the fresh, excited faces of young company leaders, employees, and families.

It’s no secret that Seattle’s tech scene is booming. Startups are sprouting, top talent is arriving from Silicon Valley and beyond, and local companies are investing heavily in STEM education.

These realities came to life in a visible way at the event — from the number of notable startups attending to children participating for the first time. After mingling with Seattle’s brightest tech stars and crushing the ping pong tournament like quota, the Highspot team left with three insights that illuminate the exciting future of Seattle’s technology landscape.

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Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations

highspot clari integration

Today’s winning sales teams know that the modern buyer has changed. Buyers expect customized experiences and prioritize vendors who empower them with valuable information and don’t sell to them with generic pitches. Successful sales teams also know that delivering an effective, personalized buyer experience requires actionable analytics around buyer engagement and sales activity data. This is modern selling — using data-driven insights to adapt to buyer behavior and predictably grow revenue.

Highspot Integration with Clari Enhances Revenue Processes, Analytics

Our friends at Clari share our view of what it takes to succeed in sales today. That’s why we’ve teamed up to integrate Highspot into Clari’s Connected Revenue Operations platform. Building on Highspot Everywhere, which focuses on adding value to sellers and marketers no matter where they work, the combination of Highspot and Clari delivers a single workstream for managing and enabling modern selling. Together, we’re empowering marketing, sales enablement, sales operations, and sales performance management teams to effectively collaborate on the fastest, most predictable path to revenue.

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