Category: Product News

How Great Marketers Use New Technology to Drive Sales Success

sales success

What do top marketers have in common?

They leverage technology to propel sales success. New sales and marketing tech is constantly changing how innovative marketers work, empowering teams to organize, deliver, optimize, and provide guidance on how best to use content for maximum impact.

To show you the difference that the right tech can make, we asked real-world users to share how they’re using our newly released SmartPage technology to enable their customer-facing teams, prove ROI, and ultimately drive strategic growth.

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Great Products Start by Solving Customer Challenges — and Never Stop

great products start by solving customer challenges and never stop

How do you build a culture of customer satisfaction that keeps solving customers’ challenges at its core? Oliver Sharp, our co-founder and Chief Solution Architect, sat down with Tim Porter, Managing Director at Highspot investor Madrona Venture Group, to discuss this topic. Their conversation not only details our approach to customer success, but offers lessons for other businesses that want to deliver elevated customer experiences.

Product and customer alignment is more important than ever as the subscription business model becomes increasingly common in the B2B space. Oliver explains, “The SaaS business model is explicitly based on this notion of renewing a service. One of the things that it does, which is really cool, is that it aligns your business need of getting that renewal with the goal of wanting your customers to be hugely successful and hugely enthusiastic about your product.”

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Elevate Customer Conversations with Industry-First SmartPage Technology

elevate customer conversations with industry-first smartpage technology

We’re humans — not robots. A common thread that connects us all is our desire for genuine and meaningful interactions, which is why we’re proud to share that our new release is focused on exactly that.

Today marks our Fall ‘19 Release, which introduces industry-first SmartPage technology, designed to provide go-to-market teams with interactive and mobile-ready guidance alongside content so they can have the most effective customer conversations. We’re also introducing the SmartPage Marketplace, offering SmartPage templates, frameworks, best practices, and other expert content from dozens of our Sales Acceleration Partners.

SmartPage technology directly addresses what we’ve heard from our customers: giving sales reps access to great content isn’t enough. Customer-facing teams need guidance — which we define as “what to know, what to say, and what to show” —  at the moment of action to provide the most value in every unique situation, with every individual customer.

We created SmartPage technology as the first platform to deliver extensible capabilities that bring together content, data, and web apps to help go-to-market teams turn strategy into sales action. In the short time that SmartPage technology has been available in beta form, our customers — including Verizon, PitchBook, SAP Concur, Twitter, and hundreds more — have already created 80,000 SmartPages.

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Highspot Launches Industry-First SmartPage Technology to Turn Sales Strategy into Action

highspot launches industry-first smartpage technology to turn sales strategy into action

Fall ‘19 Product Release Introduces New SmartPage Marketplace, Data Slices and Web Apps, Enabling Go-to-Market Teams to Elevate Customer Conversations

 

SEATTLE, September 17, 2019 — Highspot, the sales enablement platform that reps love, today announced its Fall ‘19 Release introducing the general availability of SmartPage™ technology, which gives go-to-market teams context alongside content so they can have the most effective customer conversations. SmartPages offer extensible capabilities across content, data and web applications that drive customer engagement, sales performance and revenue growth.

“If every customer-facing employee knows what to say, show and do with prospects and customers, you have a true competitive advantage,” said Robert Wahbe, CEO, Highspot. “Compelling conversations are the foundation of great customer experience. Our AI-powered guidance pairs content with context at scale, helping everyone on your team become a trusted advisor who delivers real value.”

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Get Everything You Love About Highspot Without Leaving Microsoft Dynamics 365

microsoft dynamics 365 integration

We’re here to help sellers and marketers wherever they are. That’s why we continue to invest heavily in Highspot Everywhere, a technology integration program with more than 50 cloud, on-premises, and mobile integrations. Highspot Everywhere makes it easy for sellers to engage with buyers and close deals faster, more efficiently, and in more ways than ever before.

Today, we’re extending our integration investments with a new, comprehensive integration with Microsoft Dynamics 365. Building on our prior Dynamics 365 integration, we now offer the full suite of Highspot capabilities directly within Dynamics 365 — meaning your reps can use the industry’s highest customer-rated sales enablement platform without having to leave their existing workflow.

Let’s dive deeper into four key benefits.

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Highspot Launches New Integration with Microsoft Dynamics 365

highspot launches new integration with microsoft dynamics 365

New Release for Microsoft AppSource Delivers AI-driven Content to Improve Buyer Engagement Across Entire Sales Process

SEATTLE, June 11, 2019 – Highspot, the highest customer-rated sales enablement platform, today launched a new integration with Microsoft Dynamics 365 for Sales, which is available on Microsoft AppSource. Joint customers can now leverage Highspot’s full suite of capabilities directly within their Dynamics 365 environment to elevate buyer engagement and ultimately, further accelerate revenue growth.

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Challenger Sales Shares Two Elements for Winning Critical Customer Moments

challenger sales critical customer moments

You need the skills to perform and the content to deliver.

Neil Armstrong was the first man on the moon. That’s pretty well known. What’s less well-known is his distinguished service as a fighter pilot in the Korean war and his close brush with disaster. On his seventh mission, the wing of Armstrong’s Panther jet clipped an anti-aircraft cable and was cut completely in half. With his plane mortally wounded, Armstrong prepared to bail out, but he had one problem — he had never received proper ejection training.

So, what did Armstrong do? He grabbed the flight manual and studied in the nick of time, learning the protocol and following the steps to make it out alive.

A key moment with a customer isn’t quite as life-and-death as bailing out of a wounded fighter jet — but there is an interesting analogy in this story worth exploring.

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Highspot Sales Acceleration Partners Fill a Growing Need for Sales Enablement Expertise

sales acceleration partners

We all know that dynamics between buyers and sellers have changed and continue to evolve faster than the time it takes a hot prospect to turn cold.

As power shifts increasingly to the buyer, sales organizations must transform — or get outmaneuvered by competitors. Buyer demands make it more difficult to engage, connect, and close deals, especially as these buyers become educated earlier in their journey. The 2019 State of Sales Enablement report found that more than half of the respondents noticed today’s buyers conducting more research prior to engaging sales than ever before.

The antidote is great technology that puts the right content at the seller’s fingertips at the right time. But this still leaves a major wildcard — the quality of the content itself. While Highspot can help pinpoint content that’s working or not with analytics, the content’s quality must be addressed with deep expertise.

That’s exactly why we’re so excited to announce the introduction of Highspot Sales Acceleration Partners.

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Highspot + Slack: Leverage Highspot Without Leaving the Conversation

highspot slack integration

At Highspot, we obsess over inventing innovative ways to make sales and marketing teams more efficient. From leveraging our unique content management approach to Highspot Everywhere’s 50+ integrations, customers gain back hours every week.

That brings us to why we’re particularly excited about being the first sales enablement platform with a Slack integration — it goes right to the heart of our obsession around efficiency. With Highspot’s Slack integration, marketers and sellers save time by using Highspot’s capabilities from directly within Slack.

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Highspot and Clari Connect Go-to-Market Teams for Efficient Revenue Operations

highspot clari integration

Today’s winning sales teams know that the modern buyer has changed. Buyers expect customized experiences and prioritize vendors who empower them with valuable information and don’t sell to them with generic pitches. Successful sales teams also know that delivering an effective, personalized buyer experience requires actionable analytics around buyer engagement and sales activity data. This is modern selling — using data-driven insights to adapt to buyer behavior and predictably grow revenue.

Highspot Integration with Clari Enhances Revenue Processes, Analytics

Our friends at Clari share our view of what it takes to succeed in sales today. That’s why we’ve teamed up to integrate Highspot into Clari’s Connected Revenue Operations platform. Building on Highspot Everywhere, which focuses on adding value to sellers and marketers no matter where they work, the combination of Highspot and Clari delivers a single workstream for managing and enabling modern selling. Together, we’re empowering marketing, sales enablement, sales operations, and sales performance management teams to effectively collaborate on the fastest, most predictable path to revenue.

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