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.

SiriusDecisions 2018 Recap: Getting Serious About Sales Enablement Success

SiriusDecisions Summit 2018 recap

Nobody comes to Las Vegas hoping they’ll lose. In Vegas, you can’t help but aim to win — and win big. The same goes for sales. But unlike in Vegas, where the path to success is as simple as walking up to a blackjack table, winning in sales takes more time, more energy, and more strategy. That’s where sales enablement comes in.

Attending SiriusDecisions Summit 2018 last week in Las Vegas was extremely informative for those in the sales enablement function. Nearly every session that I attended discussed sales enablement in some regard—and the sessions that I am about to recap went a step further to show how successful sales enablement can lead to big sales and marketing wins.Continue reading article ›

Customer Reviews Make or Break Your B2B Brand

G2 Crowd Grid for Sales Enablement 2018

Hi, my name is Shawnna. And I am a shopoholic.

OK, maybe it’s not that extreme. (Even though my husband, in his battle against my ever-growing wardrobe of shoes, may disagree.)

As an avid online shopper, one thing that has become a must in any of my purchasing decisions is reading customer reviews. Hearing from actual customers that have not only purchased the shoes, but have also tried to walk a mile in them, is invaluable for me.Continue reading article ›

Sales Enablement: The Largest Gatherings. Ever.

sales enablement soiree

The last few weeks have felt like a sales enablement whirlwind!

A few years ago, when I joined the sales enablement community, it was difficult to find a place where I could connect with other sales enablement peers, practitioners, and thought leaders. In fact, I can’t think of a single one!

Fast forward only a few short years, and I had the honor of participating in two events that will likely be pivotal in building the sales enablement industry and expanding professional networks for existing practitioners.

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The Sales Enablement Guide to Dreamforce 2017

dreamforce sales enablement

It’s one of our favorite times of the year: Dreamforce, as you know, is always exciting, informative, and something of a spectacle, with more than 171,000 people registered last year. #DF17 next week will surely surpass that.

Dreamforce isn’t the only reason we’re looking forward to next week: this year, we’re once again giving our sales enablement-focused brethren an opportunity to get even more out of Dreamforce at our free all-day event at the Four Seasons, which has become an annual tradition.

Are you ready for next week? Probably — and it can’t hurt to get even more ready. If you’re interested in sales enablement, we picked out a few things you’ll want to check out while you’re in San Francisco for the event:

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Looking Back at the CEB Sales and Marketing Summit 2017 — Finding Sales and Marketing Alignment

ceb sales and marketing summit 2017

Gone are the days when selling was a linear path: Locate a lead, nurture it with a set of marketing materials, go on a sales call (or series of sales calls), and close the deal.

In today’s B2B selling environment, the sales funnel is more like an infinity loop that flows from marketing to sales and back again until the buyer is ready to engage.

Last week at the CEB Sales and Marketing Summit, I attended several great sessions. Two in particular stood out to me because they focused on something near and dear to my heart — sales and marketing alignment.

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Customer Obsession: Recap of Forrester B2B Marketing 2017

Forrester B2B Marketing 2017 recap

B2B marketing is evolving rapidly thanks to new technology and a new focus on what matters most. The Forrester B2B Marketing event in Austin last week was exciting, particularly for product or content marketers. If you missed it, here are some highlights:

Conference Theme: Customer Obsession

On the surface, the event theme of “customer obsession” sounded a lot like what we’ve been hearing for the past few years. But they put a new spin on the idea by discussing technologies and working to keep us thinking about really innovating around customers. John Bruno of Forrester talked about the simple but revolutionary innovation when the Heinz Company redesigned the ketchup bottle to turn it upside down to solve a big pain point for their customer. The question to ask is, “Is there anything we should be doing that we’re not doing because conventional wisdom says no?”

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Highspot Loves Reps (and Marketers) — Quarterly Customer Awards

highspot sales enablement quarterly customer awards

At Highspot, we’re focused on empowering sales and marketing with easy-to-use content management tools, leading-edge customer engagement, and superior analytics.

Earlier this year, we were curious about what sales reps and marketers think about our platform and services, so we kicked off an effort to find out. In the end, we were thrilled to confirm that #RepsLoveHighspot! Highspot gets high marks across our customer base time and again, which isn’t something we take lightly. In fact, our adoption numbers of more than 90% make us proud!

But, the love isn’t a one-way street. #HighspotLovesReps (and marketers and sales enablement pros, too!), so we’re honoring our customers who have excelled on the platform in the last quarter. Based on data-driven insights from the platform, we can see who is on the sales enablement leaderboard — and we want you to, too.

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Old School Meets New School — How Top-Performing Sales Organizations Onboard New Reps

onboarding for top-performing sales organizations

Classroom training.

Those two words can make even the most seasoned professionals cringe. After all, by the time we’re entrenched in the business world, we think we’ve long since left the classroom behind.

But the fact remains that there is still a place for classroom environments in some business scenarios — and immersive sales training is one of those areas. In fact, SiriusDecisions recently released its State of Onboarding 2017, and 73% of top-performing (and even 73% of less-than top performing) organizations still rely on classroom training to onboard new sales reps.

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SiriusDecisions State of Sales Enablement 2017

siriudecisions state of sales enablement 2017

Earlier this year, we released our State of Sales Enablement report. Full of insights from sales enablement pros across industries and in organizations of all sizes, this benchmark report has become an annual tradition that we look forward to compiling each year.

And now we’re excited to see that industry analyst SiriusDecisions has taken a different lens and released its own findings in this area. The report is a summary of key findings from a survey of 250 B2B sales enablement professionals from a variety of industries and revenue bands.

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