Category: Best Practices

Scaling Sales to Win with Sales Enablement

scaling sales to win with sales enablement

Every founder anticipates the moment when their business must scale because rapid growth demands it. But growing a business is as challenging as it is exhilarating.

That’s because it’s difficult to hire, train, and enable a sales force capable of sustained growth. Only 16% of sales leaders are confident that they have the talent they need to succeed in the future. Research conducted by Xerox showed that 87% of the new knowledge learned in sales training is lost within 12 weeks. And once they’re trained, up to 1/3 of a sales professional’s time is spent looking for or creating content to share with prospects.

Though harrowing, these numbers reveal an opportunity for operational changes that can optimize the sales process from onboarding to content. The solution I’m referring to is sales enablement.

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Highspot Sales Acceleration Partners Fill a Growing Need for Sales Enablement Expertise

sales acceleration partners

We all know that dynamics between buyers and sellers have changed and continue to evolve faster than the time it takes a hot prospect to turn cold.

As power shifts increasingly to the buyer, sales organizations must transform — or get outmaneuvered by competitors. Buyer demands make it more difficult to engage, connect, and close deals, especially as these buyers become educated earlier in their journey. The 2019 State of Sales Enablement report found that more than half of the respondents noticed today’s buyers conducting more research prior to engaging sales than ever before.

The antidote is great technology that puts the right content at the seller’s fingertips at the right time. But this still leaves a major wildcard — the quality of the content itself. While Highspot can help pinpoint content that’s working or not with analytics, the content’s quality must be addressed with deep expertise.

That’s exactly why we’re so excited to announce the introduction of Highspot Sales Acceleration Partners.

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How to Align Your Sales Collateral with the Modern Buyer’s Journey

sales collateral best practices

The best sellers use tailored sales collateral — materials developed by their business to support the sales process — to engage prospects at the right time with the right information to close deals faster. Today’s most effective collateral bears little resemblance to the jargon-heavy brochures of years past. In fact, modern sales collateral pivots away from the vendor’s perspective and instead incorporates insight from credible third parties. According to Gartner, “content that features a third party telling or validating a story is inherently more credible and trustworthy than the same story told by a vendor.”

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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 ›