Highspot Blog

Elevate Sales Performance with Highspot and ToutApp

Highspot and ToutApp have established a first-of-its-kind partnership that brings together sales enablement and sales productivity to help reps stay focused on the relationships and conversations that matter.  By combining the benefits of these fast-growing software platforms, sales teams can digitize their processes and orchestrate customer engagements more comprehensively than ever before.    

Now companies can dramatically improve sales effectiveness by combining Highspot’s content recommendations, delivery, and analytics with their sales prospecting workflows. Using Highspot, sales and marketing teams are able to manage, find, customize, share, and analyze their content on an integrated platform built to drive faster conversions and higher revenue.  With ToutApp, sales teams are able to align sales workflows, increase their pipeline, improve engagement consistency, and forecast results with greater accuracy.  The result: sales teams are now in better position to scale their activities and outmaneuver the competition.   

Here’s an introduction to the combined features of Highspot and ToutApp:

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A New Study Links Sales Enablement to Higher Conversion Rates

Sales Enablement Practitioner Survey Report

ABM. Social Selling. Predictive Analytics. Sales Enablement. Which one is most effective at boosting sales performance?  Hard to compare, exactly, as the best practice is to do them all.  But a recent survey found that those companies focused on sales enablement, on average, saw a 10% improvement on pipeline conversion rates.

A new Highspot/Heinz Marketing survey of nearly 400 B2B respondents titled “The Sales Enablement Practitioner Survey” shows a heightened investment in sales enablement teams, initiatives, and technology directly—and in many cases dramatically—increases sales conversion rates for B2B companies.

According to the survey, more than 50% of companies that have committed to sales enablement efforts have experienced improved sales conversion rates of greater than 10%. A full 23% of companies have seen conversion rates increase by 20% or more, and 11% have increased their conversion rate by greater than 30%. That’s a 30% increase in revenue from existing pipeline!

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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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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 ›

Highspot Integrates 3rd party BI Solutions

High-performing sales organizations quickly adjust to the buying environment of their customers and the dynamic needs of their business.  Now more than ever, they rely upon data to accomplish their goals. With new 3rd party BI integration capabilities, Highspot is bringing deeper insights to business leaders by enabling the combination of sales data with other company data.  

The catalyst is Highspot’s BI Kit™, which permits sales data to be seamlessly imported into 3rd party BI solutions and data warehouses and combined with data sets from other teams, such as finance, HR, and operations. This ability to include sales, content, and customer engagement data from the Highspot platform with other company data will provide business leaders with valuable insight to improve sales and go-to-market performance.

Our most recent integration is with Microsoft Power BI.  Announced this morning at Build, Microsoft’s premier event for developers, the combination of Power BI and Highspot will provide 360-degree perspective into content performance and its impact on business goals.  This will allow sales teams to monitor results and optimize effectiveness as never before.

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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 ›

Turn your Content into a Reliable Revenue Driver

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What if every time your marketing team produced a piece of content, you knew its inherent value? If every one-sheet, white paper, presentation, and infographic was so measurable you knew if it worked or didn’t? Imagine the productivity improvements and bottom-line impact (not to mention employee satisfaction) that could result in such progress.

In a recent post on the SiriusDecisions blog, Sharon Little explains how using revenue as a North star for content production can transform an organization’s quality and performance of sales content. She argues that this approach saves time, minimizes production of unnecessary content, and creates more value for both customers and the sales team. Continue reading article ›

Sales Enablement is a “Must Have” for Sales Content Management

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Content.

‘Content’ comes in many forms and is used in many ways throughout the marketing and sales processes, but one thing’s for certain: Content is the backbone of the sales conversation—it’s the starting point of most conversations and you can’t close a deal without it.

And yet, 65% of content created for sales is wasted and the biggest complaint from sales with respect to content is that they can’t find it.Continue reading article ›

Aberdeen research finds “Sales Enablement is a Must Have”

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A new research report just surfaced from Aberdeen Group confirms what we at Highspot have known all along: Best-in-class organizations view sales enablement as a must-have.

Aberdeen’s research shows that best-in-class organizations have:

  • 99% overall team quota attainment – 62% higher than average companies
  • 75% reps achieving quota – 50% higher than average companies
  • 13% year-over-year revenue growth – 205% higher than average companies
  • 3% reduction is sales cycle time – 725% better than average companies

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The Competitive Edge for Sales: Dedicated Sales Enablement

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Does your organization have a sales enablement strategy?

It should!

No matter the organization size or industry, a thoughtful strategy for sales success—including a dedicated sales enablement (or sales readiness) team and a Sales Enablement platform—is a game changer.

Clients often come to us because they need help closing the divide that exists between sales and marketing, and our platform can help do just that. But, the platform is only one part of the equation, and we were curious how many companies have implemented holistic sales enablement programs across the board, what they consider as sales enablement activities, how effective they are, and how actively are organizations executing them.

So, that’s why we partnered with Heinz Marketing to conduct a study comprised of nearly 450 B2B sales and marketing professionals, aimed at answering those questions, and more. You can read the full survey report here.Continue reading article ›