Category: Sales Enablement

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 ›

Must-See Sales Enablement Sessions at SiriusDecisions Summit 2017

siriusdecisions summit 2017

‘Tis the season for must-attend events! Up next is SiriusDecisions Summit 2017. If you’re going to be in Las Vegas for the event, stop by our booth (#623) to say hi! We’ll have a drawing and swag that we know you’ll love and can answer any questions you may have about improving your sales enablement processes.

Speaking of sales enablement, in addition to the top-notch exhibitors, this year’s summit includes several sales enablement sessions that you won’t want to miss. In these sessions, SiriusDecisions analysts offer research-backed guidance to help you accelerate your sales enablement and training programs.

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Sales 3.0 — The Future of Sales Will Require Sales Enablement

the future of sales requires sales enablement

Last week, Highspot attended Sales 3.0 in San Francisco. For those that don’t know, Sales 3.0 is a long running — and evolving — conference run by Gerhard Gschwandtner, the founder and CEO of Selling Power. It’s devoted to introducing B2B sales leaders to sales technologies, trends, and strategies to produce increased revenue and improved sales performance, and it delivered hugely this year!

gerhard gschwandtner

Photo of Gerhard Gschwandtner kicking off Sales 3.0

According to Gerhard, Sales 1.0 was about hustle. Sales 2.0 was when everything went online and became a science. And now, Sales 3.0 centers around the app explosion (think Salesforce App Exchange) and the inclusion of artificial intelligence (AI) in all aspects of our lives, while balancing technology with our innate human qualities.

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Resolve the Marketing and Sales Content Dispute

resolve marketing sales content dispute

When it comes to sales and marketing types, they want to like each other. In fact, in my experience, they want to love each other! After all, sales and marketing work towards a common goal — generating more revenue. But the fact remains that as long as sales relies on marketing to help close deals, and marketing relies on sales to get the company message out, there’s bound to be conflict.

Failure to Communicate

Sales wants very specific, personalized content that they can find at a moment’s notice. Marketing feels that they publish volumes of content (and they do — but 65% of it can’t be found), and they’re sensitive to changing content because it changes the company message. In the end, we have two mission-critical groups with a common goal — but different ways of getting there — and mounting frustration.

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Eyes on the Prize: How Sales Enablement is Transforming Sales Rep Experiences

Eyes-on-the-Prize-Blog-Banner-v01.03

For sales reps, innovation that matters is innovation that pays.  Today we’ll illustrate how reps win more deals by leveraging modern sales enablement technology to stay focused when others waver.  And how an aligned approach to sales and marketing innovation makes this possible. 

Compare & Contrast

When you first heard about sales enablement, what was the problem you were trying to solve?  How were your existing processes and technologies getting in the way of solving it?  What strategies and tactics did you prioritize?  Chances are, many of the issues encountered in the early days of your sales enablement journey persist today, if in a different and more competitive form.  Odds are equally high that at some point, self-imposed distractions have prevented you from fully solving your original problem.  As a consequence, your sales reps and their revenue goals have suffered. Continue reading article ›