Highspot Blog

Highspot Loves Reps (and Marketers)—Announcing quarterly customer awards

Highspot Sales Enablement Quarterly Customer Awards

At Highspot, we’re focused on empowering sales and marketing with easy-to-use content management tools, leading-edge customer engagement, and superior analytics.

Earlier this year, we were curious what sales reps and marketers think about our platform and services, so we kicked off an effort to find out. In the end, we were thrilled to confirm that #RepsLoveHighspot! Highspot gets high marks across our customer base time and again, which isn’t something we take lightly. In fact, our adoption numbers of more than 90% make us proud!

But, the love isn’t a one-way street. #HighspotLovesReps (and marketers and sales enablement pros too!), so we’re honoring our customers who have excelled on the platform in the last quarter. Based on data-driven insights from the platform, we can see who is on the sales enablement leader board—and we want you to, too.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 ›

Sales Enablement Pro Series: Insights and Advice

The Highspot team is dedicated to helping sales reps maximize their time and resources.  Today we’re sharing perspectives from Sean Goldie, Sales Enablement Manager at Concur.  Having driven sales, marketing, and enablement activities in multiple capacities, Sean offers actionable advice we think sales enablement pros will find exciting.  

The Sales Enablement Pro Series is designed to highlight the everyday application of proven strategies.  Through the Series, experts illustrate observations and suggestions based upon real-world experience.

Here are Sean’s responses to 6 questions central to sales enablement success.  (Plus one wildcard, just for fun.) 

Please tell us a little about yourself and your sales enablement role at Concur.

I’m the Sales Enablement Manager for Tools & Technology.  In this role I support the sales team globally, with a charter of maximizing our investment in sales enablement tools.

I came into my role through sales.  When I joined Concur, I was a sales rep.  About 2 ½ years into it, a General Manager knocked on my door.  The company had a sales training function and wanted the SMB team trained by a sales rep, someone who had been in role and knows what it’s like.  I then built out an onboarding academy and program, where I onboarded all of our SMB reps – 175 folks in an 18-month period.   

I then started asking myself, “What is this thing called sales enablement?”  I realized it’s more than training and technology.  It’s also the messages marketing sends that get distilled for the field.  From that point I took a turn in marketing, to better understand the function so I could return to sales enablement and really succeed. 

Today the sales enablement org is centralized and consists of 30 dedicated resources.  I’m in the global distribution org within the operations group – sales operations.Continue reading article ›

Sales Enablement Pro Series: Key Strategies and Tactics for Success

At Highspot, we’re committed to improving the performance of sales reps and their marketing colleagues.  Today we’re sharing insights from Brian Groth, a sales enablement leader at Xactly.  Brian offers a unique combination of knowledge and advice we think other sales enablement pros will find valuable. 

The Sales Enablement Pro Series is designed to highlight the everyday application of proven strategies.  Through the Series, experts illustrate observations and suggestions based upon real-world experience.

Here are Brian’s responses to 10 questions important to sales enablement success.  (Plus one extra, just for fun.) 

Please tell us a little about yourself and your sales enablement role at Xactly: 

I run sales enablement at Xactly.  It’s a position the company hired me to start.  In this role I look after everything from productivity improvement strategies to the tools, guidance, content, training, and processes our sales team needs.  There are approximately 100 people on the sales team at our company, including lead-gen.  

Why did your company create a sales enablement function? How were sales enablement activities handled prior to a formal function/team being created? 

The company was hiring faster than ever before and realized they were in over their heads.  They couldn’t keep pace with training needs, starting with sales bootcamps.  There was a shortage of written guidance, different sales processes depending upon each team, and sales enablement was being handled ad-hoc.

Continue reading article ›

Sales Enablement Pro Series: Tips for Embarking on a Successful Sales Enablement Rollout

SE-Professional-Payscale-Blog-Banner-v02r02

As the leader in sales enablement technology, Highspot is dedicated to improving the effectiveness of sales reps. Today we are introducing a new chapter in this pursuit, the Sales Enablement Pro blog series.

The Sales Enablement Pro Series is designed to convey insights from sales enablement experts. These are forward-thinking leaders whose job depends upon connecting the dots between marketing and sales and ensuring the best available content is in the hands of those who need it.

Our series will showcase the practical application of not only sales enablement technology, but also the strategies and tactics for achieving higher sales conversions. We hope you find these conversations useful in the quest to optimize your own sales enablement goals.Continue reading article ›