Highspot Blog

Sales Enablement: The Largest Gatherings. Ever.

sales enablement soiree

The last few weeks have felt like a sales enablement whirlwind!

A few years ago, when I joined the sales enablement community, it was difficult to find a place where I could connect with other sales enablement peers, practitioners, and thought leaders. In fact, I can’t think of a single one!

Fast forward only a few short years, and I had the honor of participating in two events that will likely be pivotal in building the sales enablement industry and expanding professional networks for existing practitioners.

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The Sales Enablement Guide to Dreamforce 2017

dreamforce sales enablement

It’s one of our favorite times of the year: Dreamforce, as you know, is always exciting, informative, and something of a spectacle, with more than 171,000 people registered last year. #DF17 next week will surely surpass that.

Dreamforce isn’t the only reason we’re looking forward to next week: this year, we’re once again giving our sales enablement-focused brethren an opportunity to get even more out of Dreamforce at our free all-day event at the Four Seasons, which has become an annual tradition.

Are you ready for next week? Probably — and it can’t hurt to get even more ready. If you’re interested in sales enablement, we picked out a few things you’ll want to check out while you’re in San Francisco for the event:

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SiriusDecisions Technology Exchange Recap: Creating the Business Justification for Technology

SiriusDecisions Technology Exchange 2017

This week we were in Austin for SiriusDecisions Technology Exchange. It was a great opportunity to learn about new tech trends in the sales and marketing space from the many sessions from SiriusDecisions, as well as the case studies that were presented with vendors. Here are the highlights from the week:

Creating the Business Justification for Technology

Gil Canare, Senior Research Director at SiriusDecisions, went over the steps to creating the business justification for technology investments. In the live poll from the presentation, over 80 percent of attendees said that their organization’s most common purchase driver is capabilities related. The need for new capabilities and to do more with technology is an ever-present issue for today’s fast-changing buyer needs.

Gil noted that with each technology purchase, there are there are internal and external purchase drivers, impacts to the business the technology will introduce, and ultimately a justification for the purchase. Internal and external drivers can help you to paint a picture of why you need a certain solution at a given time. Are there new capabilities that the company needs? Is there competitive pressure and your organization needs to implement new tools to keep you? Outlining exactly what the drivers of the purchase decision are is the first key step to justifying a new technology purchase. Continue reading article ›

Monitoring Sales Enablement Platform Effectiveness

One of the biggest advantages of companies with successful sales enablement strategies is their ability to maintain focus.  From content mapping through launch and optimization, they’re clear on why they invested, where they’re going, who is involved, and the steps required to reach their goals.  Today we’ll share a framework for how they do it, courtesy of the Highspot services team.  Continue reading article ›

SiriusDecisions State of Sales Enablement 2017

siriudecisions state of sales enablement 2017

Earlier this year, we released our State of Sales Enablement report. Full of insights from sales enablement pros across industries and in organizations of all sizes, this benchmark report has become an annual tradition that we look forward to compiling each year.

And now we’re excited to see that industry analyst SiriusDecisions has taken a different lens and released its own findings in this area. The report is a summary of key findings from a survey of 250 B2B sales enablement professionals from a variety of industries and revenue bands.

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How to Sell Smarter with AI for Sales Enablement

For sales reps and marketers, survival skills begin with the ability to separate long-term signals from short-term noise.  This influences where reps invest their time, how marketers construct their awareness and demand gen strategies, and the prioritization criteria for sales enablement leaders who need to manage everything from in-context training to playbooks and more.  

Today we’re going to dive into AI (Artificial Intelligence) and its evolution from a trend-making concept to a core feature of any modern sales enablement platform. Continue reading article ›

Sales Enablement Society: May Meeting Recap — The Sales Enablement Saloon

sales enablement society may recap

To start, President Chuck Marcouiller shared our mantra: “The Sales Enablement Society exists to create a saloon environment where the best sales, marketing, and enablement minds get together to learn, debate, and enlighten each other through jointly developed experience.”

SES Seattle aims to elevate the position, enlighten each other, and expand our networks. For this meeting, the focus was on best practices, so we did a few rounds of “best practice speed dating.

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Content: Your Ticket to High-Performing ABM

The business impact of Account-Based Marketing (ABM) cannot be overstated. In just a few short years, it has recast sales and marketing strategies, inspired new technology decisions, and provoked rapid tactical shifts in sales pipeline management. Looking ahead, we anticipate ABM will exert increasing influence over the processes, content, audience engagement, and analytics that drive revenue growth.

Today we’re pleased to announce the availability of Content: Your Ticket to High-Performing ABM.  You can download your copy at the Highspot Resource Library.

As the raw material for ABM, targeted content aligned with the buyer’s journey is a key factor in whether or not audiences respond to marketing activities. We assembled this eBook to share practical tips on managing, customizing, sharing, and analyzing such content to support ABM.

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ATD International Conference & Exposition in ATL

ATD International Conference and Exposition in Atlanta

The future of work is most definitely upon us, whether we’re ready or not. Millennials are playing an active role in changing how we all work, from expectations around technology to success measurement to how, when, and where “work” occurs. And, this makes sense. PWC says millennials will make up 50% of the workforce by 2020, so it’s only natural they’re taking the rest of us on a journey of adaption when it comes to the way we approach day-to-day business life.Continue reading article ›