Category: Sales Enablement

Sales Enablement Society: April Meeting Recap — The Calm in the Chaos

sales enablement society april recap

The second Sales Enablement Society Seattle meet-up took place in probably the coolest building in downtown, at least for a history fanatic like me: the Smith Tower. Built in 1914, it was considered the tallest building west of the Mississippi. Stepping into the antique service elevators was like going back a century in time to the “good old days.”

As I walked into the meet-up, my first observation was that our newly appointed chapter president, Chuck Marcouiller, had the words “chaos imperative” scrawled across the whiteboard.

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A Sales Enablement Game Plan for Marketers

Competitive marketers know how every step they take impacts sales.  They combine boldness with shrewd analysis to win deals and keep customers happy. As sales enablement becomes increasingly vital to their company’s success, these same marketers are again expanding their comfort zone to drive greater top-line impact.  Today we’ll share how and why.  

A larger role awaits

Marketers face daily decisions on the style of offense they’ll play and how long they’ll play it.  Too often, the hyperactivity of a product launch, announcement, or campaign gives way to pursuit of the next new thing.  Ideas and supporting assets are defended rather than fine-tuned and sales teams are given less than optimal support.  By abandoning the offensive too early, many marketing teams shortchange the revenue growth they originally set out to achieve.    

Our recommendation: stay in the game.  

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Sales Enablement Society: First Inaugural Seattle Chapter Meet-Up Recap

Sales Enablement Society Seattle

Did we tell attendees what to expect? No.

The meet-up description was rather vague, simply a promise that it wouldn’t turn into a “vendor” discussion. Frankly, we had our brand value to hold up, so we wanted to ensure that our first inaugural Seattle Sales Enablement Society meet-up was truly centered around the core mission of the society: To elevate the sales enablement profession.Continue reading article ›

First Annual Sales Enablement Stars

sales enablement stars awards 2017

Recently, we put out a call for nominations for a program launched just this year to recognize stand-out members of the sales enablement community. Interest was over the top, and I’m excited to share the details on our very first Sales Enablement Stars!

Still a relatively new field, no two organizations define it the same way, but one thing is certain — sales enablement is critical to sales success. With the sales cycle becoming increasingly complex, it’s up to sales enablement pros to bring together sales and marketing to help drive more effective customer engagements. It’s a challenging role that requires process management, people skills, creative thinking, and an understanding of current technology. It can also be a thankless job, and we wanted to do something to change that.Continue reading article ›

New Research by Highspot and Heinz Marketing: State of Sales Enablement 2017

Sales enablement is giving businesses the competitive edge they need.  As illustrated in this year’s State of Sales Enablement Report, critical performance advantages have emerged at companies investing in this high-growth category.

Fundamental sales enablement strategies and tactics are now in place among a broad cross-section of companies.  From smaller sales teams just getting started to larger and more complex organizations, sales enablement has become a strategic commitment with significant upside.  Continue reading article ›

Defining Sales Enablement Roles and Responsibilities for Organizational Success

defining sales enablement roles and responsibilities

One of the great things about being in an industry that is still defining itself is that there are no real boundaries. When it comes to sales enablement, the sky is the limit because we’re all defining what it is and what it means to our individual organizations.

Conversely, this freedom can also cause confusion or friction when determining “who does what” to empower sales. As a sales enablement professional, it can be difficult to understand where responsibilities start and stop, when to enlist other teams, and what may be overlooked as being done already (but isn’t).

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Defining Success with Sales Enablement

defining success with sales enablement

What is Sales Enablement?

Sales enablement is becoming more of a common term in organizations big and small. But just as no organization is the same, no definition of sales enablement is exactly the same. Some see sales enablement as a role or team, some see it as the technology that powers content distribution and management, and some categorize it as a hybrid of the two — with many degrees of difference along the spectrum.

At Highspot, we define sales enablement as a strategic, ongoing process that equips sales teams to have consistently effective engagements with prospects and customers throughout the buyer’s journey. In other words, it’s the teams, tools, and technology used in the ongoing quest to help sales close more deals faster. Sometimes, the teams that do sales enablement don’t even have the term in their titles — it could be the marketing team, a dedicated sales enablement team, or the sales team itself that are most involved in activities and deliverables that empower sales.

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Sales Enablement for Inside Sales: Webinar Recap and First-Hand Perspective

Product insights are gifts that keep on giving.  They shape our priorities, validate decisions, and light our path.  At Highspot, these nuggets of real-world context are helping us deliver the features and value sales enablement pros need.  

Our sources range from industry leaders and customers to our very own team.  Today’s guest post is from Olivia Long, one of the Account Development Reps at Highspot.  Olivia brings a wealth of first-hand perspective to her role and is here to share a portion of it with you.  Her topic: how sales enablement has transformed her approach and results.  Continue reading article ›

Transform Your Business: Best Practices in Sales Enablement Volume 3

There’s an art and a science to driving sales performance.  The best sales enablement pros know the difference and how to employ both to their advantage.  By using best practices, they’re able to make a bigger impact on sales and marketing than ever before.

Today we’re launching the third and final volume of our best practices guides.  Like others in the series, Best Practices in Sales Enablement Volume 3: Transform Your Business showcases leading techniques for positioning and optimizing sales enablement investments.  It shares high-level concepts and proven real-world experiences, all while looking ahead to what’s next. Continue reading article ›

Managing Your Content: Sales Enablement as Editor-in-Chief

High-performing sales teams have one characteristic in common: active leadership.  With it, the most relevant content for every sales stage reaches its intended target.  Without it, the same content goes underutilized, leaving teams on the wrong side of their prime opportunities. Today we’ll describe how best-in-class companies lead by positioning sales enablement as editor-in-chief.  The benefits: sales content that is easier to find, more consistent in quality, and tightly aligned with business goals.  

As highlighted in our recently released Best Practices in Sales Enablement, Volume 2: Put Your Sales Content to Work, content mapping and validation are two of the most important steps in deploying a sales enablement platform.  Both activities require an editor’s eye and intuition, as well as the decisiveness to highlight what’s most important and remove what’s not.  Continue reading article ›