Highspot Blog

Best Practices to Boost Your Buyer Engagement

buyer-engagement-blog

The evolution of B2B buyer behavior has become startlingly similar to consumer purchasing. Case in point: When I wanted to purchase a social media management tool, I started with a quick Google search, just as if I was buying a new phone or gadget.

And similar to making a major consumer purchase, I didn’t feel confident in my vendor of choice until a helpful rep gave me a demo. Despite an abundance of information online, I still needed to engage with an actual seller to finalize my decision. For many modern buyers, this experience is very familiar.Continue reading article ›

The Relationship Between Winning Sellers and Content

content management and sales enablement

Sales enablement has become a must-have for every company that competes with other organizations for the attention of modern buyers. As a leading provider of sales enablement technology, at Highspot we believe it is our responsibility to share what we know about emerging trends that are impacting this market: what’s working, what’s not, and what “good” looks like in sales enablement.

One of the most important topics for every company practicing sales enablement is content management. It’s a subject that’s near and dear to our hearts because it tends to be a primary pain point for every sales and marketing team that Highspot is uniquely designed to solve.

Continue reading article ›

6 Critical Capabilities That Gartner Says Your Sales Enablement Solution Should Have

Highspot-Blog-Title-Gartner-Sales-Content-Management-Report-2018

When it comes to winning over modern buyers, we could all use a little help from sales enablement solutions.

Companies are seeking solutions to equip their sellers to deliver a better buyer experience as today’s buyers demand more from their engagement with sellers. By 2021, 15% of all sales technology spending will be applied to sales enablement technology, up from the 2017 level of 7.2%, according to Gartner’s 2018 Digital Content Management for Sales Market Guide. That represents a growth rate of over 208%!

In the Market Guide, Gartner evaluated 19 Representative Vendors within the Digital Content Management for Sales space. Highspot met all vendor capabilities and use cases identified.

Continue reading article ›

Sales Enablement vs. Sales Engagement: Which Do You Need?

sales enablement vs. sales engagement

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.

Continue reading article ›

REEL Sales Enablement with Phill Sundal at DiscoverOrg

I always find it fun to interview fellow marketers and bond through our shared understanding of great products, strong value propositions — and common pain points. The pain of sales and marketing alignment (or misalignment) is one that every marketer knows but few know how to solve. After trying to tackle this issue in several different ways, Phill Sundal at DiscoverOrg finally found success with Highspot. In the interview below, he outlines the successes and failures he encountered as he worked to bring sales and marketing into alignment at his company.

Here is the video interview, as well as the interview transcript, below:

Continue reading article ›

Highspot Hot Shots: Matt McClendon, President of DSG

In our fast-paced world where modern-day buyers are more demanding than ever, sales enablement comes to play a crucial role in sellers’ success. But there’s more to it than that. Not only do companies need the right sales enablement solution — they need the right approach.

This is one reason why we’re excited to share insights and advice from Matt McClendon, President of DSG, as part of our Highspot “Hot Shots” series. Matt has a passion for creating sales-friendly playbooks and helping clients provide their sales channels with the content, tools, and training required to lead compelling customer conversations. DSG has provided professional services, creative services, and enablement tools to hundreds of B2B companies and more than 100,000 salespeople.

Continue reading article ›

REEL Sales Enablement with Jason Bailey at Fiserv

Fiserv sales success story

You know you’re talking to someone who values innovation when it’s in their job title. Jason Bailey is the Director of Marketing Programs and Innovation for Fiserv, a provider of technology solutions to the financial world, including banks, credit unions, securities processing organizations, and insurance companies. This interview provides insights into how innovators think about sales enablement.

Here is the video interview, as well as the interview transcript, below:

Continue reading article ›

The Secrets to Creating Winning Sellers

sales training and productivity

As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

Continue reading article ›

Four Steps to Successful Change Management

change management best practices

Whether it’s a modified sales process, updated compensation plan, or new sales tool, change management can be one of the most challenging obstacles that sales teams face. The ability to lead change can make or break the success of your team’s ability to adapt to major business changes, so it’s important to implement an effective change management strategy to help your reps adopt change within your organization.

Continue reading article ›