Highspot Blog

It’s a whole new world for sellers and marketers. With the dawn of the digital era and the evolution of buyers, forward-thinking companies are transforming their approach to engaging customers — a transformation that begins with analysis and anticipation.

Reflecting back on a successful past first requires looking forward. Agile companies pivot their approaches based on current trends and educated predictions that will shape the business landscape. Many of these trends will be shared at TOPO Summit 2019, where 2,000 leaders (Highspot included!) will come together to discuss critical topics in revenue.

With the conference around the corner, we dove into three of today’s — and tomorrow’s — hottest topics that are impacting the modern market.

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After more than a month leading the EMEA operations for Highspot, I’ve had the opportunity to speak with a diverse range of customers and industry peers here in the UK and around the world. A common thread throughout these conversations is palpable excitement for how modern processes and technology are fundamentally transforming sales for the better.

This theme has dominated London’s Sales Innovation Expo. In the race for revenue, sales leaders and their teams need the most direct route to closing deals and wowing customers. Therefore, we must be diligent in evaluating the latest craze and its potential to make a tangible difference for the business.

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Artificial intelligence is the next big thing for sales. Sales leaders know it, but many aren’t sure what to do with sales AI yet.

A recent MIT survey found that 85% of executives believe that AI will give their companies a competitive advantage, yet only about 20% have incorporated AI into their business.

Although hype is building around the potential of sales AI, business leaders are struggling to find a starting place.

If you’re a sales leader looking to give your team an edge over the competition, these six opportunities will give you the guidance you need to begin using AI to streamline your sales processes.

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Digital transformation — two words anyone who has so much as dabbled in the tech space has heard time and time again. Dubbed by SiriusDecisions as the “buzziest buzzword in B2B,” digital transformation means different things to different organizations. One of the areas where digital transformation is becoming increasingly relevant is in how sellers relate to their customers.

The results of SiriusDecisions’ 2018 Digital Transformation Survey showed that 55 percent of respondents believed that the goal of digital transformation should be on changing engagement with buyers and customers. In other words, how we relate to our customers is rapidly changing. Your buyer needs to be reached quicker with exactly the information they’re looking for, and now more than ever it’s important to invest in digitizing your sales force. Continue reading article ›

Keeping up with buyers today is exhausting. Their behaviors are constantly shifting, and they do more research up-front and on their own than ever before. According to CEB, the average B2B buyer gets 57 percent of the way through their purchase decision before ever engaging a supplier sales rep.

But ponder this: the modern sales rep doesn’t have a problem with any of that. The top echelon of sales reps is knocking it out of the park even in today’s buyer-first environment. Why? Because they’ve figured out what works. Sales enablement teams have the power to lead a shift across the sales organization to update old school “conventional wisdom” and modernize the way reps work.

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For sales reps and marketers, survival skills begin with the ability to separate long-term signals from short-term noise.  This influences where reps invest their time, how marketers construct their awareness and demand gen strategies, and the prioritization criteria for sales enablement leaders who need to manage everything from in-context training to playbooks and more.  

Today we’re going to dive into AI (Artificial Intelligence) and its evolution from a trend-making concept to a core feature of any modern sales enablement platform. Continue reading article ›

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!

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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At Highspot, we’re committed to continual product updates and enhancements in our quest to make sales reps’ jobs more effective and efficient. Last month, I shared that the Highspot Sales Enablement solution now offers inline editing within Microsoft Office 365,  and today I’m excited to unveil two more important product advances: Integration with Microsoft Outlook and automatic content filtering by language based on machine learning capabilities.

The Outlook integration is a “best of both worlds” scenario, as sellers now have the option to decide if they’d like to send content directly from Highspot’s sales content management system or from their corporate email client.Continue reading article ›

Today, Highspot has announced revolutionary new technology that is critical for accurate analytics in sales enablement solutions.

Content Genomics™ tracks the DNA of content as it evolves across an organization, and it is the first application of machine learning to marketing and sales content.

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We all use different ways to find what we need online. One of them is to browse through information that has been organized for you. When you go to the business section of the New York Times, or you look at the items for sale from a particular vendor, you are using a structure that somebody set up with lists or tags. It works well for managing content that is uniform, where everything is controlled by a single person or group. Inside of a company, for example, maybe you have a set of case studies and you organize them based on the product line, geographic region, and customer industry they cover. But, as we discussed in the last post, this model breaks down over time when you apply it to all the information in a dynamic organization. The structure gets more out of date, content isn’t put in the right places, and it gets increasingly impossible to find what you need.

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