Highspot Blog

Highspot and Brainshark: A New Standard in Sales Enablement

Ask any sales leader to point out the difference between success and failure. Chances are, they’ll mention content and training before you can count to three.    

Just as a good plan is only as useful as a team’s ability to execute it, so too an optimal sales enablement platform is a direct reflection of how it delivers the full range of what users need.  The partnership between Highspot and Brainshark is built upon this premise.  

Starting today, customers of both companies have seamless access to the features that make each unique.  For Highspot customers, the power of Brainshark’s sales training solution is now available within the Highspot user experience.  For Brainshark customers, the content authoring, training, and coaching they rely upon may now be accessed via Highspot’s industry-leading sales content management, customer engagement, and analytics platform.  It’s a partnership that rewrites the scope of modern sales enablement capabilities and helps sales teams overcome their most daunting effectiveness challenges.       Continue reading article ›

New Research by Highspot and Heinz Marketing: State of Sales Enablement 2017

Sales enablement is giving businesses the competitive edge they need.  As illustrated in this year’s State of Sales Enablement Report, critical performance advantages have emerged at companies investing in this high-growth category.

Fundamental sales enablement strategies and tactics are now in place among a broad cross-section of companies.  From smaller sales teams just getting started to larger and more complex organizations, sales enablement has become a strategic commitment with significant upside.  Continue reading article ›

Connecting Your Sales Process to The Buyer’s Journey

Road trips are a great way to get to know someone.  They reveal compatibilities, interests, and perspectives on everything from the best route to worthwhile stops.  These rites of passage are similar to shared expeditions of buyers and sellers.  Both require clear understanding of the ultimate destination, open communication, and eagerness to engage.  

Still, buyers and sellers are different.  On one side there are needs to fulfill and benefits to derive; on the other, revenue goals and customer satisfaction.  What is a journey for buyers is a process for sellers.  Successful sales and marketing teams manage both paths to mutual advantage while accelerating the results they care about most.

From then to now

We hear many stories about how the buyer’s journey is changing.  How it’s becoming more fluid and dynamic, and how buyers have more control than ever before.  All true.  What’s not true but remains broadly perceived is that the journey is now a random walk.  That buyers are less likely to follow a well-worn trail and more apt to advance from one stage to another with little predictability.  High-performing sellers know better.  Today we’ll share how they remain proactive – and how sales enablement helps establish strong links between the sales process and the buyer’s journey.   Continue reading article ›

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:

Continue reading article ›

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 ›