Category: Best Practices

Highspot Hot Shots: Matt McClendon, President of DSG

In our fast-paced world where modern-day buyers are more demanding than ever, sales enablement comes to play a crucial role in sellers’ success. But there’s more to it than that. Not only do companies need the right sales enablement solution — they need the right approach.

This is one reason why we’re excited to share insights and advice from Matt McClendon, President of DSG, as part of our Highspot “Hot Shots” series. Matt has a passion for creating sales-friendly playbooks and helping clients provide their sales channels with the content, tools, and training required to lead compelling customer conversations. DSG has provided professional services, creative services, and enablement tools to hundreds of B2B companies and more than 100,000 salespeople.

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REEL Sales Enablement with Jason Bailey at Fiserv

Fiserv sales success story

You know you’re talking to someone who values innovation when it’s in their job title. Jason Bailey is the Director of Marketing Programs and Innovation for Fiserv, a provider of technology solutions to the financial world, including banks, credit unions, securities processing organizations, and insurance companies. This interview provides insights into how innovators think about sales enablement.

Here is the video interview, as well as the interview transcript, below:

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Why Content Personalization Is Not One-Size-Fits-All

content personalization

In today’s omnichannel, hyper-digital, and buzz-filled world, it’s no surprise that personalized content is the key to breaking through the noise and engaging modern buyers.

The two questions leaders should be asking to unlock standout success are:

  1. How can we provide sales reps with an intuitive and efficient way to personalize content?

  2. How can we provide marketers with the visibility and analytics they need to inform their content development efforts?


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Four Steps to Successful Change Management

change management best practices

Whether it’s a modified sales process, updated compensation plan, or new sales tool, change management can be one of the most challenging obstacles that sales teams face. The ability to lead change can make or break the success of your team’s ability to adapt to major business changes, so it’s important to implement an effective change management strategy to help your reps adopt change within your organization.

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REEL Sales Enablement with Erin Osman at Dun & Bradstreet

Dun & Bradstreet sales success story

One of the best things about being in marketing is being able to meet a future customer at the beginning of their buying journey! I had this opportunity with Dun & Bradstreet.

The Dun & Bradstreet team was keenly interested in learning more about how their marketing team could leverage sales enablement to both empower their salesforce and ensure their efforts were succeeding. I got to follow Dun & Bradstreet through their entire buyer’s journey, and once they were a customer, I got an insider’s view on everything that went into the purchasing process. This interview provides a peek behind the scenes at Dun & Bradstreet!

Here is the video interview, as well as the interview transcript, below:

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Why Forced Learning is Ineffective for Sales

sales training

If you’re a sales professional or support a sales team, you live with a common challenge every day: The pace of change is relentless. New and changing products, updated processes, management directives, competitive intel, pricing changes — the list goes on.

For those of us in the supporting cast, this means there is a constant stream of opportunities to share knowledge and improve the skills of our front-line teams. Anyone in sales enablement or sales readiness knows there will never be a shortage of learning to develop and deliver. The challenge is that we too often choose the wrong methods to effectively enable our teams to leverage new skills or knowledge. We’re all guilty of forcing mandatory, one-size-fits-all training because it’s “more efficient” (pronounced “easy”). Let’s take a look at some common scenarios.

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REEL Sales Enablement Interview with Sean Goldie at Apptio

Apptio sales success story

You know you are doing something right when customers advocate to adopt Highspot when they move to new companies! Recently, I had the opportunity to speak with Sean Goldie, Director of Sales Enablement at Apptio. For several years, Highspot worked with Sean while he was at SAP Concur — one of Highspot’s oldest customers. I was exceptionally excited when Highspot brought on Apptio as a new customer because 1.) Apptio is another awesome Seattle-based company and 2.) it meant I got to reconnect with Sean!

Here is the video interview, as well as the interview transcript, below:

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Six Tips to Tune-Up Your Sales Team’s Productivity

sales productivity

In today’s competitive market, buyer behavior is constantly changing in response to new technologies and buying processes, and smart sellers must evolve to keep up. Even the highest performing sales teams have to stay alert and on the lookout for new ways to boost sales productivity to keep their competitive edge — or risk falling behind. According to our 2018 State of Sales Enablement report, nearly 70% of respondents reported that their company’s sales process was becoming more complex, and 55% reported that the increasing level of sales process complexity impacted their sales performance. With these new sales process challenges, it’s more important than ever to regularly take time to focus on optimizing sales productivity. After all, productivity means profit. When a business improves its salesforce’s effectiveness and productivity, it makes it easier for sellers to close deals that drive revenue.

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REEL Sales Enablement Interview with Joe Andrews at InsideView

InsideView sales enablement

I love Highspot—but, of course, I’m biased. So one of my favorite things to do is get out in the field and chat with customers about how much they love Highspot, too. While I was at SiriusDecisions Summit, I had the chance to check in with Joe Andrews, Vice President of Marketing at InsideView, on the current sales enablement efforts there with Highspot.

Here’s the video interview, as well as the interview transcript, below:

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The Framework for a Solid Sales Playbook

sales playbook framework

In the old days, a sales playbook may have been nothing more than a fat 3-ring binder with some tabs in it. While talking on the phone to a prospective buyer, a salesperson could tuck the receiver under his ear, grab the playbook off the shelf, and flip through the tabbed sections in it to find the play he was looking for. Then, as now, the sales playbook was a source of cumulative knowledge from the sales team and guidance from sales management, gathered together into a single resource. It spelled out best practices and diagrammed the required steps to lead the prospect through the sales cycle to the desired finish: the sale.

The sales landscape has transformed drastically since then, and yesterday’s playbook won’t cut it anymore. Sales has become more complex than ever. In fact, a majority (70%) of sales reps report that they are experiencing more complex sales processes. This is up from 64.5% last year. The buyer’s journey has taken the place of a more rigid sales cycle so that sellers need to be able to react as the process unfolds and provide personalized responses to prospective buyers at a moment’s notice. In the age of the modern buyer, they come to the sales interaction better prepared and better informed than ever, with expectations for a fully digitized and seamless experience.

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