Highspot Blog

Highspot Hot Shots: Mike Kunkle, Sales Enablement Leader

Highspot Sales Enablement Hot Shots: Mike Kunkle

Sales enablement has become mission-critical to businesses. As part of the Highspot “Hot Shots” series, today we’ll hear insights from Mike Kunkle, a highly respected sales transformation architect and internationally recognized sales training and sales enablement expert. He has spent 24 years as a corporate leader and consultant, helping companies drive dramatic revenue growth through his best-in-class learning strategies and effective sales transformation methodologies. Today, Mike is the VP of Sales Transformation Services for Fast Lane Digital (a new division of Fast Lane Consulting & Education Services) and founder of Transforming Sales Results, LLC.

What do you see as the most critical aspect of sales enablement and why?

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True Sales Readiness Brings Together Learning and Content

Readiness means sales training and content

Thanks to technology, sales is now a new game. Buyers have already researched your product (and the competition) and are much further down their purchasing process before they even meet your sales rep. In fact, 64.5% of sales reps have reported experiencing more complex sales processes. This means that your reps need sales readiness and training to be ready for more complex and advanced conversations in their meetings and demos.Continue reading article ›

Highspot Hot Shots: Ben Cotton, Sales Enablement Leader at HubSpot

SE Hot Shots Blog Banner - Ben Cotton v01.01

When sales enablement is evolving and growing as fast as it is, it’s helpful to hear how others approach it, and where sales enablement is going next. Today we begin a new blog series highlighting the expertise of “hot shots” of the sales enablement world. We asked questions of Ben Cotton, a thought leader who leads EMEA sales enablement for HubSpot out of Dublin, Ireland. He works at the intersection of sales and marketing and uses deal support, content, data and education to help HubSpot’s sales organization succeed. Ben is passionate about building sales and marketing alignment, as well as helping businesses create predictable recurring revenue.

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New Research: 2018 State of Sales Enablement

state of sales enablement 2018

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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Sales Coaching: 4 Best Practices from the World of Sports

sales coaching best practices

What do sports teams, households, classrooms, and sales teams have in common? There’s a coach backing all of these teams who enables and motivates people to succeed. If you take a moment to think about it, you may begin to see coaches in almost every aspect of your life. Coaches can take the form of a parent, professor, mentor, The Voice, NFL head coach, sales manager, or even your friend.

From competing for my high school track team to my job here at Highspot as an account development representative, I attribute my growth, drive, and success to the individuals who have coached me: the coach who helped me perfect my form over the hurdle, and the coach who helped me close my first deal.

These coaches made a huge impact on me personally, and I’ve come to appreciate the skills with which they helped me develop. Coaching has been and always will be about helping your people experience meaningful progress and growth.

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5 Fast Ways for Sales Enablement Leaders to Modernize for 2018

Sales enablement modernization to improve sales productivity

Keeping up with buyers today is exhausting. Their behaviors are constantly shifting, and they do more research up-front and on their own than ever before. According to CEB, the average B2B buyer gets 57 percent of the way through their purchase decision before ever engaging a supplier sales rep.

But ponder this: the modern sales rep doesn’t have a problem with any of that. The top echelon of sales reps is knocking it out of the park even in today’s buyer-first environment. Why? Because they’ve figured out what works. Sales enablement teams have the power to lead a shift across the sales organization to update old school “conventional wisdom” and modernize the way reps work.

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Sales Enablement: Getting Buy-in

how to get company buy-in

“That’s how we’ve always done it.” Some of the most expensive words in any business.

Whether it be tools, processes or mentalities, tradition often becomes the scapegoat when faced with the possibility of new. Longstanding conventions seem like a brick wall, and it is easy to become blind to the possibility of change.

In the information era we live in, there is an abundance of knowledge, news, and resources available, yet it seems as though they are often overlooked until there is a critical need that compels us to notice. Proactivity is therefore critical: organizations should always strive to improve and refine processes, and as you become aware of a need for a process improvement or software enhancement, the next steps are vital. Yet, despite their importance, these next steps can certainly feel ominous, creating an uncertainty of what to do and how to begin. Tradition can seem like the easy way out.

As with most tasks, dealing with this uncertainty proves to be the hardest part. Fortunately, while each situation is unique, the general process itself can be broken down into a few, simple steps. So, where do you start?

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SKO: Planning and Prep for Success

sko planning and preparation

Is there any more exciting time of year for sales enablement pros, marketers, and sellers than sales kickoff? Your company’s SKO is inevitably a powerful opportunity for you to make an impact — including gaining alignment around the buyer’s journey across sales and marketing. Your company and products have evolved, and this year’s SKO should reflect that so everyone can jumpstart the year.

2018 SKO should look different from the one you did last year. Why?

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Customer Reviews Make or Break Your B2B Brand

G2 Crowd Grid for Sales Enablement 2018

Hi, my name is Shawnna. And I am a shopoholic.

OK, maybe it’s not that extreme. (Even though my husband, in his battle against my ever-growing wardrobe of shoes, may disagree.)

As an avid online shopper, one thing that has become a must in any of my purchasing decisions is reading customer reviews. Hearing from actual customers that have not only purchased the shoes, but have also tried to walk a mile in them, is invaluable for me.Continue reading article ›