Highspot Blog

How to Create Content That Fuels Revenue Growth

content that fuels revenue growth

Regardless of what line of business you are in, content-based marketing provides businesses with an effective way to engage audiences while also generating new leads that translate to revenue growth.

The prerequisite to driving high-quality leads into the hands of the people who can capitalize on them is to discover what content your target audience actually wants to see. Creating content that provides value follows a methodical process with a few key steps. Here’s how to get started.

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Sales Strategy Demystified: How to Develop, Measure, and Achieve Sales Success

sales strategy 2019

Effective sales strategies are developed through careful evaluation and constant improvement. At Highspot, we work with sales and marketing leaders every day to enable their success, so we know firsthand the importance of a strong sales strategy.

Below, we’ve answered the most frequently asked questions about developing a winning sales strategy.

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Best Practices to Boost Your Buyer Engagement

buyer-engagement-blog

The evolution of B2B buyer behavior has become startlingly similar to consumer purchasing. Case in point: When I wanted to purchase a social media management tool, I started with a quick Google search, just as if I was buying a new phone or gadget.

And similar to making a major consumer purchase, I didn’t feel confident in my vendor of choice until a helpful rep gave me a demo. Despite an abundance of information online, I still needed to engage with an actual seller to finalize my decision. For many modern buyers, this experience is very familiar.Continue reading article ›

How to Define and Measure Sales Effectiveness

sales effectiveness

What is sales effectiveness?

There isn’t one single answer. Some might say effectiveness comes down to performance against goals, while others might define it in terms of revenue or profit. Sometimes, it even gets conflated with sales efficiency. While both sales effectiveness and sales efficiency relate to the improvement of sales performance, efficiency reveals how fast sales reps complete tasks — but not whether they’re performing the right tasks. That’s the focus of sales effectiveness.

Because sales effectiveness is variable and unique to each company, it can be difficult to assess your sales team’s efforts. But without a clear definition of sales effectiveness, it’s impossible to get started measuring and, most importantly, improving.

To help with this conundrum, we’ve written a guide to provide a straightforward explanation of sales effectiveness and the metrics that matter. Read on and we’ll walk you through the process of identifying, measuring, and improving your sales effectiveness.

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How to Create Marketing Content That Sales Will Love

marketing content that sales will love

Despite all of the effort that goes into creating content, an eye-opening 60 to 70% of marketing content sits unused. This means that a significant portion of the time and resources going into content creation is really just going to waste.

How can you ensure that your sales team will use your marketing content? Here are five tips to create content that your sales team will not only use, but love.

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4 Techniques for Effective Consultatitve Selling

4 techniques for effective consultative selling

To traditional sellers, consultative selling can feel intimidating. Instead of maintaining power in the selling process, the seller must yield it to the buyer. It’s certainly not easy to do, but consultative selling can pay off because it provides the personalized experience that modern buyers have grown to expect today. It requires selflessness and time, but implementing consultative selling techniques can help grow an organization’s sales team, increase customer loyalty, and solve each customer’s biggest needs.

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Getting Guided Selling Right

getting guided selling right

Selling is hard. Doing it well is even harder. On any given day, a seller has to keep track of multiple tasks, diverse objectives, and different layers of information in order to have a chance at making the sale, not to mention meeting quota.

To start, a sales rep has to have the most up-to-date information on products and be trained on new versions, new messaging, and new features and functionalities. Reps have to understand and put into action their company’s sales methodology whenever they engage with prospects. And they must have just the right content on hand, ready with the information their prospect needs to help them progress through the buyer’s journey, taking another step toward making a purchase decision.Continue reading article ›

4 Steps to Sales Pitches That Engage Your Buyers

sales pitches

Buyers have had enough. In today’s fast-paced business environment, they don’t have time to sift through bad subject lines, generic follow-ups, sales jargon, or typos. This means that for today’s sales reps and marketers, the struggle to engage buyers is very real.

The truth is, your buyer is more informed than ever. SiriusDecisions states that the modern buyer has already gone through 67% of the buyer’s journey by the time they have their first meaningful interaction with a seller. This means that they’re out there doing independent research and educating themselves before you even reach them.

Since the modern buyer is educated and independent, sales and marketing teams must ensure that their outreach conveys the exact message that their buyer needs to hear at the exact moment that they need to hear it. Now more than ever, landing the right sales pitch that compels buyers to engage with your company is key. But how do you master the perfect balance between controlling the messaging that your sales reps are sending out and giving them the freedom to customize and personalize their outreach?

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The Relationship Between Winning Sellers and Content

content management and sales enablement

Sales enablement has become a must-have for every company that competes with other organizations for the attention of modern buyers. As a leading provider of sales enablement technology, at Highspot we believe it is our responsibility to share what we know about emerging trends that are impacting this market: what’s working, what’s not, and what “good” looks like in sales enablement.

One of the most important topics for every company practicing sales enablement is content management. It’s a subject that’s near and dear to our hearts because it tends to be a primary pain point for every sales and marketing team that Highspot is uniquely designed to solve.

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4 Best Practices That Will Turn Your Sales Playbook into Sales Action

sales playbook best practices

Plans and strategies are only as useful as their implementation, which is why every sales organization needs a sales playbook.

Sales playbooks help organizations put their plans into action, guiding sellers through every step of the sales process. When reps have access to practical, simple resources, they will have more effective buyer conversations that lead to higher customer retention rates, better lead conversion rates, and increased numbers of reps meeting their quota.Continue reading article ›