Highspot Blog

A Better Way to Prepare for Your Next Sales Call

how to prepare for your next sales call

It cannot be said enough that proper preparation influences the outcome of any meeting.  

This is even more important in a sales meeting.  There is a very short amount of time to make a proper impression as an individual.  Up until this point, most of the prospect’s interactions have been with marketing efforts or perhaps an email exchange or two with a salesperson to coordinate a time to speak directly. Everyone has worked so hard to get to this moment so why squander it without a bit of preparation on the industry, company, and person?  

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Engage More Effectively With Your Customers

effective customer engagement

Engagement is the lifeblood of the sales conversation — an indifferent customer is a deal waiting to fail. And in our hyper-informed age, you can’t deeply engage your customer without content. Every interaction with customers involves content and more content — pitch decks, whitepapers, case studies, and on and on. To meet the insatiable need, marketing teams are churning out a sea of material. Sales teams are overwhelmed by it all and feel like they are drowning … but still don’t have exactly what they need.

Everyone knows that their content isn’t moving the sales process forward as effectively as it should, but nobody is sure exactly why or how. We have met with many, many customers to understand how they use content to drive sales. Virtually all of them complain about three problems that constantly hold them back from closing more deals.

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