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.

Sales Enablement Society: May Meeting Recap — The Sales Enablement Saloon

sales enablement society may recap

To start, President Chuck Marcouiller shared our mantra: “The Sales Enablement Society exists to create a saloon environment where the best sales, marketing, and enablement minds get together to learn, debate, and enlighten each other through jointly developed experience.”

SES Seattle aims to elevate the position, enlighten each other, and expand our networks. For this meeting, the focus was on best practices, so we did a few rounds of “best practice speed dating.

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Highspot Is a High Performer in the G2 Crowd Grid Report for Sales Enablement

highspot reviews

We’re excited to report that software review platform G2 Crowd has named Highspot a High Performer in its Spring 2017 Grid Report for Sales Enablement. Based on customer satisfaction from verified user reviews and market presence, the report ranks 15 leading sales enablement providers on a variety of factors.

Highspot received the highest Satisfaction score among sales enablement providers, and 99% of users rated the solution with 4 or 5 stars. 94% of users believe we’re headed in the right direction, and users said they would be likely to recommend Highspot at a rate of 96%.Continue reading article ›

ATD International Conference & Exposition in ATL

ATD International Conference and Exposition in Atlanta

The future of work is most definitely upon us, whether we’re ready or not. Millennials are playing an active role in changing how we all work, from expectations around technology to success measurement to how, when, and where “work” occurs. And, this makes sense. PWC says millennials will make up 50% of the workforce by 2020, so it’s only natural they’re taking the rest of us on a journey of adaption when it comes to the way we approach day-to-day business life.Continue reading article ›

Must-See Sales Enablement Sessions at SiriusDecisions Summit 2017

siriusdecisions summit 2017

‘Tis the season for must-attend events! Up next is SiriusDecisions Summit 2017. If you’re going to be in Las Vegas for the event, stop by our booth (#623) to say hi! We’ll have a drawing and swag that we know you’ll love and can answer any questions you may have about improving your sales enablement processes.

Speaking of sales enablement, in addition to the top-notch exhibitors, this year’s summit includes several sales enablement sessions that you won’t want to miss. In these sessions, SiriusDecisions analysts offer research-backed guidance to help you accelerate your sales enablement and training programs.

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Sales 3.0 — The Future of Sales Will Require Sales Enablement

the future of sales requires sales enablement

Last week, Highspot attended Sales 3.0 in San Francisco. For those that don’t know, Sales 3.0 is a long running — and evolving — conference run by Gerhard Gschwandtner, the founder and CEO of Selling Power. It’s devoted to introducing B2B sales leaders to sales technologies, trends, and strategies to produce increased revenue and improved sales performance, and it delivered hugely this year!

gerhard gschwandtner

Photo of Gerhard Gschwandtner kicking off Sales 3.0

According to Gerhard, Sales 1.0 was about hustle. Sales 2.0 was when everything went online and became a science. And now, Sales 3.0 centers around the app explosion (think Salesforce App Exchange) and the inclusion of artificial intelligence (AI) in all aspects of our lives, while balancing technology with our innate human qualities.

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Resolve the Marketing and Sales Content Dispute

resolve marketing sales content dispute

When it comes to sales and marketing types, they want to like each other. In fact, in my experience, they want to love each other! After all, sales and marketing work towards a common goal — generating more revenue. But the fact remains that as long as sales relies on marketing to help close deals, and marketing relies on sales to get the company message out, there’s bound to be conflict.

Failure to Communicate

Sales wants very specific, personalized content that they can find at a moment’s notice. Marketing feels that they publish volumes of content (and they do — but 65% of it can’t be found), and they’re sensitive to changing content because it changes the company message. In the end, we have two mission-critical groups with a common goal — but different ways of getting there — and mounting frustration.

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Sales Enablement Society: April Meeting Recap — The Calm in the Chaos

sales enablement society april recap

The second Sales Enablement Society Seattle meet-up took place in probably the coolest building in downtown, at least for a history fanatic like me: the Smith Tower. Built in 1914, it was considered the tallest building west of the Mississippi. Stepping into the antique service elevators was like going back a century in time to the “good old days.”

As I walked into the meet-up, my first observation was that our newly appointed chapter president, Chuck Marcouiller, had the words “chaos imperative” scrawled across the whiteboard.

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Sales Enablement Society: First Inaugural Seattle Chapter Meet-Up Recap

Sales Enablement Society Seattle

Did we tell attendees what to expect? No.

The meet-up description was rather vague, simply a promise that it wouldn’t turn into a “vendor” discussion. Frankly, we had our brand value to hold up, so we wanted to ensure that our first inaugural Seattle Sales Enablement Society meet-up was truly centered around the core mission of the society: To elevate the sales enablement profession.Continue reading article ›

First Annual Sales Enablement Stars

sales enablement stars awards 2017

Recently, we put out a call for nominations for a program launched just this year to recognize stand-out members of the sales enablement community. Interest was over the top, and I’m excited to share the details on our very first Sales Enablement Stars!

Still a relatively new field, no two organizations define it the same way, but one thing is certain — sales enablement is critical to sales success. With the sales cycle becoming increasingly complex, it’s up to sales enablement pros to bring together sales and marketing to help drive more effective customer engagements. It’s a challenging role that requires process management, people skills, creative thinking, and an understanding of current technology. It can also be a thankless job, and we wanted to do something to change that.Continue reading article ›

Defining Sales Enablement Roles and Responsibilities for Organizational Success

defining sales enablement roles and responsibilities

One of the great things about being in an industry that is still defining itself is that there are no real boundaries. When it comes to sales enablement, the sky is the limit because we’re all defining what it is and what it means to our individual organizations.

Conversely, this freedom can also cause confusion or friction when determining “who does what” to empower sales. As a sales enablement professional, it can be difficult to understand where responsibilities start and stop, when to enlist other teams, and what may be overlooked as being done already (but isn’t).

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