Highspot Blog

Managing Your Content: Sales Enablement as Editor-in-Chief

High-performing sales teams have one characteristic in common: active leadership.  With it, the most relevant content for every sales stage reaches its intended target.  Without it, the same content goes underutilized, leaving teams on the wrong side of their prime opportunities. Today we’ll describe how best-in-class companies lead by positioning sales enablement as editor-in-chief.  The benefits: sales content that is easier to find, more consistent in quality, and tightly aligned with business goals.  

As highlighted in our recently released Best Practices in Sales Enablement, Volume 2: Put Your Sales Content to Work, content mapping and validation are two of the most important steps in deploying a sales enablement platform.  Both activities require an editor’s eye and intuition, as well as the decisiveness to highlight what’s most important and remove what’s not.  Continue reading article ›

Improve Sales Performance with Highspot and Brainshark

Highspot and Brainshark have entered into a strategic partnership to give sales teams a complete, end-to-end sales enablement solution.  By leveraging the capabilities of both companies, customers will have streamlined access to the content they need for every phase of sales training and content management.  From onboarding reps to optimizing sales content and improving audience engagement, Highspot and Brainshark will empower companies to recalibrate what sales enablement can do for them and execute with greater agility than ever before. 

The Highspot and Brainshark partnership will help sales teams become experts in their field quicker, engage their audiences more effectively, and share best practices in real-time.  This combination will help customers of both companies accelerate their sales processes and increase win rates.Continue reading article ›

From Content to Close: Removing Friction with Sales Enablement

Salespeople are acquainted with the phrase Always Be Closing.  The faster they can reach quota, the better their business will run.  Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.

From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive.  It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.Continue reading article ›

Elevate Sales Performance with Highspot and ToutApp

Highspot and ToutApp have established a first-of-its-kind partnership that brings together sales enablement and sales productivity to help reps stay focused on the relationships and conversations that matter.  By combining the benefits of these fast-growing software platforms, sales teams can digitize their processes and orchestrate customer engagements more comprehensively than ever before.    

Now companies can dramatically improve sales effectiveness by combining Highspot’s content recommendations, delivery, and analytics with their sales prospecting workflows. Using Highspot, sales and marketing teams are able to manage, find, customize, share, and analyze their content on an integrated platform built to drive faster conversions and higher revenue.  With ToutApp, sales teams are able to align sales workflows, increase their pipeline, improve engagement consistency, and forecast results with greater accuracy.  The result: sales teams are now in better position to scale their activities and outmaneuver the competition.   

Here’s an introduction to the combined features of Highspot and ToutApp:

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Sales Enablement for Marketers

Turn Sales Content into a Revenue Driver

For today’s full-stack revenue marketer, delivering consistent results and measurable ROI impact can feel reminiscent of Sisyphus trying to push that fabled boulder up a mountain, only to watch it roll back down again and again.

The fact is, marketing is pushing a boulder up a mountain. It spends 28% of its budget (not to mention the soft costs associated with headcount) on creating content, but 65% of content produced for sales is never used. Sales teams scream for more and better content, but they often can’t find content that already exists.

This inefficiency leads to a vicious cycle: Deliver more content, only to have sales ask for even more. Push the boulder, watch it roll down again.Continue reading article ›

Faster Sales Start Here: Sales Enablement Best Practices Volume 1

Sales enablement pros encounter fresh challenges and opportunities every day.  At Highspot, we help them make the most of both.

Today we’re launching Volume 1 of our Best Practices series.  The series will provide real-world insights for businesses seeking to improve their sales enablement activities.  Each volume will deliver a range of experience-based suggestions for those new to sales enablement, as well as for seasoned executives seeking to optimize current investments.  At the conclusion of the series, readers will be better-equipped to drive higher sales performance through more effective and efficient sales enablement.  Continue reading article ›

Sales Training Content Management with Highspot

Olympic athletes and leading sales reps know the value of training.  They invest in it heart and soul.  Today we’ll share how Highspot is helping reps outperform the competition with training options mapped to the unique demands of your business. 

In a recent survey of over 400 B2B sales reps, marketers, and sales enablement leaders, improving training was cited by over 60% as among the top five categories positively impacted by sales enablement.  Sharing best practices was of nearly equal importance and just behind easy access to content and increased efficiency.  This is inline with research from Aberdeen Group indicating that 54% of best-in-class sales leaders support standard sales training with additional sales education activities. 

Customer conversations indicate the importance of sales training will only increase, and with it the need to dramatically improve how training gets done today.       Continue reading article ›

A New Study Links Sales Enablement to Higher Conversion Rates

Sales Enablement Practitioner Survey Report

ABM. Social Selling. Predictive Analytics. Sales Enablement. Which one is most effective at boosting sales performance?  Hard to compare, exactly, as the best practice is to do them all.  But a recent survey found that those companies focused on sales enablement, on average, saw a 10% improvement on pipeline conversion rates.

A new Highspot/Heinz Marketing survey of nearly 400 B2B respondents titled “The Sales Enablement Practitioner Survey” shows a heightened investment in sales enablement teams, initiatives, and technology directly—and in many cases dramatically—increases sales conversion rates for B2B companies.

According to the survey, more than 50% of companies that have committed to sales enablement efforts have experienced improved sales conversion rates of greater than 10%. A full 23% of companies have seen conversion rates increase by 20% or more, and 11% have increased their conversion rate by greater than 30%. That’s a 30% increase in revenue from existing pipeline!

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Sales Content: What Winners Do Differently – Learnings from SiriusDecisions Summit

You’ve probably had that feeling: late for an appointment, you’re in a rush to pull everything together, and at the last minute you realize that you’ve misplaced your keys. It’s panic time to find the one thing you really need.

Oftentimes, sales people experience this panic feeling when they’re trying to close a deal. It’s the last minute, they need a specific piece of material per the client’s request, and simply can’t find it.

Last week’s SiriusDecisions Summit (which just gets better every year), gave us a lot of lessons and guidance on how to help our sales teams be more efficient and effective—in other words, how to give them the keys to close the deals.

Sales Content: What Winners Do Differently

Heather Cole and Christine Polewarczyk’s session on “Sales Content: What Winners Do Differently,” shared some fantastic data from research SiriusDecisions recently published:

  • 79% of B2B buyers report that the content provided by a rep is very to extremely influential in their selection of one vendor over another.
  • On average, B2B buyers consume over 17 pieces of content as they progress through the buying cycle.
  • Similarly, sellers use 10 pieces of internal content to close the deal, on average, with “high performers” using 20% more than low performers.

Continue reading article ›

Sales Enablement Pro Series: Art, Science, and Choosing the Right Platform

For every sales team, outperforming the competition requires a unique combination of art and science.  Last week’s SiriusDecisions Summit provided insights into how modern companies are operationalizing their strategies to take advantage of both. 

A highlight of the event was Greg Munster’s presentation on how the latest in sales enablement technology is making a difference at Red Hat.  Greg spoke to a packed ballroom of sales enablement, sales, and marketing leaders interested in accomplishing similar goals.  Here are some of the highlights of Greg’s chat:

  • Sales reps are presented with too much content in too many places, making it difficult to parse the most relevant from the relatively lower-impact. Lacking insights into sales usage and content value, marketing will continue struggling to generate what sales really needs.
  • An abundance of pre-existing sales tools makes content management difficult for reps and marketers. This is exacerbated at Red Hat, a company with a unique culture allowing for usage of multiple tools.  According to Greg, “Sales people would go to 12 different places to find content.  That’s 11 too many.”
  • Armed with the expectation that sales enablement software would help them overcome content sprawl and optimize sales performance, Red Hat embarked upon a thorough analysis of their needs and 15+ vendor solutions. Ultimately they selected Highspot, not only because of our robust and flexible feature set, but also because we tightly aligned with their requirements and support Open Source.

Continue reading article ›