Highspot Blog

Shawnna Sumaoang

Shawnna is Director of Marketing at Highspot. Her background is in strategic development and execution of marketing and communications programs in the technology industry. Shawnna's current mission is to elevate the role of the sales enablement to a critical business function charged with driving radical improvement in sales effectiveness.

Make This Your Best Sales Kick Off Ever—Five Areas of Focus

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As we’ve all settled back into life the first few weeks of 2017, there have been plenty of water cooler conversations about holidays, trips, and new year’s resolutions around the halls of Highspot. We’ve also talked a lot about what we learned in 2016, and how we plan to apply those learnings in 2017.

Sales Kick Off (SKO) is often one of the best places to put together a structured plan for applying new learnings. By planning ahead for what your reps truly need to succeed after SKO, you can have your best sales year ever.

Put a little focus on these five areas, and you’re bound to see long-term success from this year’s efforts.Continue reading article ›

Straight from SiriusDecisions: Best Practices for Increasing Sales Productivity

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Ask any B2B sales person about their content situation and they’ll likely tell it to you straight: They have volumes and volumes of marketing material to sift through—and not enough time to do it.

Finding content in the various file repositories, SharePoints sites, local hard drives, and cloud file-sharing accounts where it might live can seem downright impossible, and for the most part, it is.

Continue reading article ›

Need to Increase Seller Productivity in 2017? Audit Your Current Performance

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For most organizations that run in a traditional calendar year, Q4 is here, and it’s crunch time to hit those sales numbers. It’s also planning time for FY17, which means figuring out how to improve your sales organization for next year.

There are two ways to hit numbers—an all-out race to the finish line, and, structured improvements that aim to help sellers be more productive. If you can move the needle in terms of seller productivity, the benefits will be magnified across performance and revenue.Continue reading article ›

Want Your Sales Team to Crush Quota? Remove Information Overload.

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Recently, CEB posted about a little-discussed correlation in selling organizations—the more burdened a sales team, (in terms of content, disparate tools, complex internal processes)—the lower their sales conversion rate.

As it turns out, more isn’t always more. According to research, the more we overload sales teams with content, tools, and processes, the worse they have a tendency to perform. CEB reports that 62% of perceived seller burden can be attributed to overly complex internal processes and procedures. In other words, the majority of sellers attribute their job frustrations to their own sales (and marketing) organizations.

Odds are, I don’t have to sell you on this correlation. We ask today’s sales reps to do a lot, and by weighing them down with more, more, more, we restrict them from delivering more of what they really need: sales.Continue reading article ›

Highspot is Blazing a Trail for Sales Enablement Professionals at Dreamforce 2016

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At the risk of sounding cliché, it’s hard to believe Dreamforce is next week! As I’ve prepared to travel to San Francisco, I’ve been thinking a lot about what I want to get out of the event, and it struck me that the breadth and depth of vendors in attendance, content available, and people in attendance is incredible.

In fact, it can be downright overwhelming.

Dreamforce has more than 2,000 sessions scheduled, of which 301 have self-identified as having a Sales Enablement theme! This makes sense, because Sales Enablement is a huge component of a modern sales organization, and integrating into Salesforce is one of the best ways to make sure sales gets what they need, when they need it. The problem is, of these 301 sessions, it’s unclear how many of them are truly centered around Sales Enablement.Continue reading article ›

Best Practice: Content Mapping Made Easy

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If you’re like me, before you go on a trip to a place you’ve never been before, you take some time to look over a map of the area—either on paper or on your phone. I like to know the major roadways, potential construction zones or slowdowns, and the general direction I need to head to get where I’m going. In a lot of ways, deploying a Sales Enablement solution is like taking a trip to a place you’ve never been before. Instead of mapping highways and byways, it’s a good idea to map out your organization’s content before you take the trip.

We work with our customers to build a content map as one of the first steps in the implementation process. I thought it would be helpful to share a little insight around what a content map looks like, how to create one, and how it fits into the Sales Enablement design process.Continue reading article ›

Four Steps to Turn Sales Enablement into Revenue

Recently, we co-hosted a webinar with SiriusDecisions called Connect Sales Content to Revenue. This session was chock-full of research-backed advice to help you turn your sales enablement efforts into measurable revenue contributions. If you want to take sales enablement to the next level, there are a few important steps to consider, and we’ve outlined them below from the webinar discussion.

It’s important to note that before you get started, you’ll want to meet with sales finance to obtain your organization’s revenue plan. Measuring sales enablement’s impact on increasing revenue is the key to ensuring your efforts drive the greatest impact on business value, and you need the revenue plan to do it. This step often gets missed, and that’s a shame because sales enablement loses out on its “seat at the table” as a result. Don’t lose your seat at the table! Start with sales finance and then use the four steps below to start turning your enablement efforts into revenue.Continue reading article ›

Five “Must Haves” to Ensure Your Sales Enablement Platform Gets Adopted

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Sales enablement technology is continuing to take hold as an important investment for organizations of all sizes. In fact, sixty-eight percent of sales executives plan to invest in sales enablement technology to improve sales process and productivity.

While that’s an impressive stat and shows the importance of a measurable, structured approach to sales enablement, without a plan to drive adoption amongst sales reps, technology can only do so much. According to a study from CSO Insights, just over half of all organizations lack a formal sales enablement vision.

The fact is, in order to maximize the value of a sales enablement platform, you need both the right technology and the right plan to drive and maintain adoption. Here are five critical components you should consider when searching for a sales enablement platform to improve adoption.Continue reading article ›

Sales Enablement Pro Series: Tips for Embarking on a Successful Sales Enablement Rollout

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As the leader in sales enablement technology, Highspot is dedicated to improving the effectiveness of sales reps. Today we are introducing a new chapter in this pursuit, the Sales Enablement Pro blog series.

The Sales Enablement Pro Series is designed to convey insights from sales enablement experts. These are forward-thinking leaders whose job depends upon connecting the dots between marketing and sales and ensuring the best available content is in the hands of those who need it.

Our series will showcase the practical application of not only sales enablement technology, but also the strategies and tactics for achieving higher sales conversions. We hope you find these conversations useful in the quest to optimize your own sales enablement goals.Continue reading article ›

SiriusDecisions Helps Navigate a Noisy Sales Asset Management Market

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Today’s technology empowers marketing and sales teams to work together to improve sales effectiveness, and they do so in ways that were unfathomable just five years ago. The thing is though, there are a lot of solutions on the market claiming to be “sales enablement”, and while you may know your organization needs a sales enablement solution, finding the right one for your company’s unique needs can be a confusing process.

SD-Sales-Asset-Management-Report-Landing-Page-290x175-03042016Recently, SiriusDecions published a report that compares the leading vendors in Sales Asset Management—the foundation of Sales Enablement—and calls out specific capabilities you should look for when selecting a solution. Continue reading article ›