Highspot Blog

Quality over quantity: we’ve all heard the age-old advice to prioritize value instead of numbers. But of course, in sales, sellers need both quality and quantity to build a busy pipeline of qualified buyers. Sales enablement and sales engagement support sales teams in forming meaningful connections with buyers at scale and streamlining sales processes. There’s strong support for both:

• Sales enablement: Aberdeen has shown that companies with successful sales enablement programs see 23% higher lead conversion rate.
• Sales engagement: SiriusDecisions reports that training and supporting sellers with sales engagement can potentially increase the tenure of sales reps by 40 to 65%.

But what’s the difference between sales enablement and sales engagement — and which do you need for your sales team to ensure quality and quantity? To answer that question, it helps to start by defining the two different practices.

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The expectations of today’s buyers have undergone a drastic transformation. Consumer-oriented companies such as Amazon and Airbnb have created great user and customer experiences that have set the bar high for more informed and frictionless buying experiences. These expectations have quickly carried over into the world of B2B buying and changed how marketers engage and influence buyers along their purchasing journey.

In our eBook, which is now available for download, you’ll learn that the modern buyer is more informed, more independent, and more demanding than ever before. But are your sellers equipped to win them over?
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At Highspot, our mission is to create breakthrough products that transform the way millions of people work. Our focus is to deliver exceptional customer experiences at every turn. How do we accomplish that? By building beautifully designed software with a spark of magic.

Why have companies like Amazon, Twitter, Snap, NVIDIA, Aetna, Workday, Twillio, Zendesk, and many more started a relationship with Highspot? Continue reading article ›

Sales enablement has revealed itself to be an increasingly critical contributor to B2B sales growth, giving businesses a powerful advantage in connecting with today’s modern buyers. This is just one of the many insights that come out of this year’s State of Sales Enablement report.

This year’s report shows the gap in success between those with and without formal sales enablement programs is widening.

In the report, which is now available for download, you’ll see that sales enablement is transformational in companies. This tectonic shift is creating more empowered and productive sales organizations, and it further illustrates the importance of enacting or updating a sales enablement strategy quickly—before competitors gain the edge.

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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, and 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.
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Making the decision to invest in sales enablement is a huge step towards truly accelerating your customer acquisition efforts, but how do you structure this organization?  What are their core objectives and responsibilities?

Sales enablement is different than sales operations. According to SiriusDecisions, the difference is as follows:

Generally, sales enablement focuses on onboarding and certification, sales asset management, sales communications, and coaching and training skills. Sales operations, on the other hand, handles planning, territory optimization, compensation, sales analytics, and technology.

With this in mind, the following three core areas of responsibility lay the foundation for how to structure and staff your sales enablement group. The roles and responsibilities will vary based on the size of company, sales and distribution model, and markets served, but these three areas will remain constant.Continue reading article ›