Highspot Blog

REEL Sales Enablement with Erin Osman at Dun & Bradstreet

Dun & Bradstreet sales success story

One of the best things about being in marketing is being able to meet a future customer at the beginning of their buying journey! I had this opportunity with Dun & Bradstreet.

The Dun & Bradstreet team was keenly interested in learning more about how their marketing team could leverage sales enablement to both empower their salesforce and ensure their efforts were succeeding. I got to follow Dun & Bradstreet through their entire buyer’s journey, and once they were a customer, I got an insider’s view on everything that went into the purchasing process. This interview provides a peek behind the scenes at Dun & Bradstreet!

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

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Why Forced Learning is Ineffective for Sales

sales training

If you’re a sales professional or support a sales team, you live with a common challenge every day: The pace of change is relentless. New and changing products, updated processes, management directives, competitive intel, pricing changes — the list goes on.

For those of us in the supporting cast, this means there is a constant stream of opportunities to share knowledge and improve the skills of our front-line teams. Anyone in sales enablement or sales readiness knows there will never be a shortage of learning to develop and deliver. The challenge is that we too often choose the wrong methods to effectively enable our teams to leverage new skills or knowledge. We’re all guilty of forcing mandatory, one-size-fits-all training because it’s “more efficient” (pronounced “easy”). Let’s take a look at some common scenarios.

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REEL Sales Enablement Interview with Sean Goldie at Apptio

Apptio sales success story

You know you are doing something right when customers advocate to adopt Highspot when they move to new companies! Recently, I had the opportunity to speak with Sean Goldie, Director of Sales Enablement at Apptio. For several years, Highspot worked with Sean while he was at SAP Concur — one of Highspot’s oldest customers. I was exceptionally excited when Highspot brought on Apptio as a new customer because 1.) Apptio is another awesome Seattle-based company and 2.) it meant I got to reconnect with Sean!

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

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REEL Sales Enablement Interview with Joe Andrews at InsideView

InsideView sales enablement

I love Highspot—but, of course, I’m biased. So one of my favorite things to do is get out in the field and chat with customers about how much they love Highspot, too. While I was at SiriusDecisions Summit, I had the chance to check in with Joe Andrews, Vice President of Marketing at InsideView, on the current sales enablement efforts there with Highspot.

Here’s the video interview, as well as the interview transcript, below:

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The Framework for a Solid Sales Playbook

sales playbook framework

In the old days, a sales playbook may have been nothing more than a fat 3-ring binder with some tabs in it. While talking on the phone to a prospective buyer, a salesperson could tuck the receiver under his ear, grab the playbook off the shelf, and flip through the tabbed sections in it to find the play he was looking for. Then, as now, the sales playbook was a source of cumulative knowledge from the sales team and guidance from sales management, gathered together into a single resource. It spelled out best practices and diagrammed the required steps to lead the prospect through the sales cycle to the desired finish: the sale.

The sales landscape has transformed drastically since then, and yesterday’s playbook won’t cut it anymore. Sales has become more complex than ever. In fact, a majority (70%) of sales reps report that they are experiencing more complex sales processes. This is up from 64.5% last year. The buyer’s journey has taken the place of a more rigid sales cycle so that sellers need to be able to react as the process unfolds and provide personalized responses to prospective buyers at a moment’s notice. In the age of the modern buyer, they come to the sales interaction better prepared and better informed than ever, with expectations for a fully digitized and seamless experience.

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Sales Enablement: Just What the Doctor Ordered for Medical Device Reps

medical device sales

As a medical device sales rep, you work to change lives for the better every day — but who is helping change yours?

When your long hours are filled with scheduling appointments, device demonstrations, and navigating the field, daily life can cause aches and pains. Our current life sciences customers including ERT, IQVIA, and Phenomenex have provided insight into the challenges that medical devices sales reps regularly encounter. The good news is that as the industry’s most trusted sales enablement platform, Highspot has the solution.  

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Successful Sales Communication Strategy in 6 Steps

sales communication strategy

ABC: The motivational sales shorthand for “Always Be Closing” might as well also stand for “Always Be Communicating,” because sales runs on communication. From opening pitch to closing deal, effective communication supports every step in the buyer’s journey and provides a critical link between sellers and internal teams such as marketing.

But sales communication can be a double-edged sword. While its importance in providing sales with critical connections is undeniable, it has the potential to overwhelm or distract sellers from their goals if there is no strategy guiding it. Quality, not quantity, is the key for sales leaders looking to create effective sales communication strategies for their teams. After all, sending more email updates won’t make your sales team any more informed if they aren’t finding the content relevant, valuable, or easily accessible. The guiding goal of any successful sales communication strategy should be to provide salespeople with the right information, in the right place, and at the right time.

Read on for the who, what, when, where, how, and why of developing a sales communication strategy. With these best practices, you’ll have a framework for communicating with your sales team that will keep them informed, prepared, and focused on the goals that matter.

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SiriusDecisions 2018 Recap: Getting Serious About Sales Enablement Success

SiriusDecisions Summit 2018 recap

Nobody comes to Las Vegas hoping they’ll lose. In Vegas, you can’t help but aim to win — and win big. The same goes for sales. But unlike in Vegas, where the path to success is as simple as walking up to a blackjack table, winning in sales takes more time, more energy, and more strategy. That’s where sales enablement comes in.

Attending SiriusDecisions Summit 2018 last week in Las Vegas was extremely informative for those in the sales enablement function. Nearly every session that I attended discussed sales enablement in some regard—and the sessions that I am about to recap went a step further to show how successful sales enablement can lead to big sales and marketing wins.Continue reading article ›

Software Vendors Can’t Buy Customer Love

RepsLoveHighspot Blog Banner v01.01

There have been a lot of mergers, acquisitions, and consolidation activity in the sales and marketing tech arena in recent months — and the noise is only expected to increase. This brings more risk and uncertainty for customers and potential buyers in the market for SaaS software. Why? Because nearly 90% of all acquisitions fail, and it’s often the customers — not the vendors —  that become innocent victims, left short-changed and holding the bill.Continue reading article ›