There have been a lot of mergers, acquisitions, and consolidation activity in the sales and marketing tech arena in recent months — and the noise is only expected to increase. This brings more risk and uncertainty for customers and potential buyers in the market for SaaS software. Why? Because nearly 90% of all acquisitions fail, and it’s often the customers — not the vendors — that become innocent victims, left short-changed and holding the bill.Continue reading article ›
Customer Love Fuels Record Growth
At Highspot, our mission is to create breakthrough products that transform the way millions of people work. Our focus is to deliver exceptional customer experiences at every turn. How do we accomplish that? By building beautifully designed software with a spark of magic.
Why have companies like Amazon, Twitter, Snap, NVIDIA, Aetna, Workday, Twillio, and many more started a relationship with Highspot? Continue reading article ›
Highspot Named Among Most Innovative Tech Companies
More great news coming out of Highspot: We’ve won an American Business Award for Most Innovative Tech Company of the Year from the Stevies®!
According to the American Business Award judges, “Highspot created integrations across learning management platforms to further enhance the ability for sellers to sell. Highspot has further developed its artificial intelligence capabilities over the course of last year.”
“All of us at Highspot are honored to be recognized by the American Business Awards alongside many other impressive companies,” said Jake Braly, vice president of marketing at Highspot. “The fact that this award is focused on innovation highlights the hard work of our product and engineering teams — dedicated to building beautifully designed sales enablement software with a spark of magic, that marketers and sales reps love.”Continue reading article ›
Second Annual Sales Enablement Stars
Last year, we recognized leaders in the sales enablement community with the first Sales Enablement Star Awards. We’re excited to continue this annual tradition and recognize this year’s group of sales enablement standouts!
Seattle Startup Scene in 2018
It comes as no surprise that jobs at technology giants like Amazon, Google, and Facebook have driven an influx of talent to the Pacific Northwest in the last decade. Subsequently, the hyper-growth of technology in the Seattle area has also created a hub for startups. The city is now home to more than 1,293 startups and GeekWire reports that Seattle has risen to the second-best tech city in the country.
New Integration with SalesLoft for Highspot Everywhere
The past seven days have been very big for Highspot technology integrations and partnerships. Following last Monday’s announcement of the Highspot Everywhere technology integration program, today we announced a new partnership with SalesLoft to deliver the only native sales enablement integration within the SalesLoft platform.
There was a preview of the integration last week at SalesLoft’s annual user conference, Rainmaker 2018, in Atlanta! Sean Kester, VP of Product Strategy, demoed the native integration on stage as one of three marquee integration partners.
Highspot Everywhere Launches with More than 50 Certified Technology Integrations
Sellers don’t ever stop selling. They are always on the go, and when a buyer needs something, a great seller knows he or she needs to engage quickly. Modern buyers want to buy from modern sellers–and that’s a core part of the Highspot approach to sales enablement.
As part of our approach to adding value to sellers and marketers no matter where they are, we’re announcing Highspot Everywhere, a technology integration program with more than 50 cloud, on-premises, and mobile integrations. It’s the most comprehensive sales and marketing integration capabilities of any sales enablement platform. We partnered with more than 30 leading technology companies, to make Highspot part of sellers’ everyday workflows, making it easy to engage with buyers everywhere they are.
By empowering marketing and sales teams to curate, publish, discover, and pitch sales assets from anywhere, Highspot Everywhere helps sellers close deals faster, more easily, and in more ways than ever before. Continue reading article ›
New Research: 2018 State of Sales Enablement
Sales enablement has revealed itself to be an increasingly critical contributor to B2B sales growth, giving businesses a powerful advantage in connecting with today’s modern buyers. This is just one of the many insights that come out of this year’s State of Sales Enablement report.
This year’s report shows the gap in success between those with and without formal sales enablement programs is widening.
In the report, which is now available for download, you’ll see that sales enablement is transformational in companies. This tectonic shift is creating more empowered and productive sales organizations, and it further illustrates the importance of enacting or updating a sales enablement strategy quickly—before competitors gain the edge.
Quarterly Customer Awards: Spreading the Highspot Love
It’s that time of quarter again: we’ve pulled the latest stats to highlight the customers who have been killing it on Highspot. The biggest win is the awesome results our customers have achieved by using the Highspot platform.
It’s always a treat to see how many of our customers love using our platform, but as much as #RepsLoveHighspot, it’s important to remember that #HighspotLovesReps, #HighspotLovesMarketers, and #HighspotLovesSalesEnablement as well. And we’d like to highlight some of those users who showed the Highspot platform a lot of love last quarter.
How to Boost Quota Performance by 11% (Hint: Stop Focusing on Quota Performance)
The most important metric for sales, at the end of the day, is quota attainment. The calculation is straightforward: take the total sales that a rep, region, or team closes over a certain time period and divide it by the quota for that same period. As an example, if a sales team meets its quota target for a given period, it would achieve 100% sales quota attainment. If it closes only half of the quota target, it would achieve 50%.
But there’s a few problems with sales quota attainment:
- The quick fix for poor sales quota attainment is to get rid of lower-performing sales reps. According to CSO Insights, an average sales team’s annual turnover is around 25%. But, ironically, the quick-fix approach to improving attainment backfires. Sales teams soon find themselves having to hire, onboard, train, ramp, and transition pipeline to a large portion of their constantly churning sales organization. And quota attainment actually suffers as a result.
- Sales quota attainment is a lagging indicator. That means some really important things have to happen before a rep can successfully retire quota – like getting trained, delivering the pitch, and engaging with prospects. By over-focusing on quota attainment, these important activities are overlooked.