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 ›
Succeeding in Sales When You’re Not a Natural Salesperson
The world of sales has a lot of stereotypes. Think Glengarry Glen Ross (“Coffee’s for closers!”), Jerry Maguire (“Show me the money!”) or Tommy Boy (“I killed my sale!”). They can be a turnoff for some people who are considering a career in sales (though some certainly seek out the supposed boiler room atmosphere). As for me, I never had any intention of becoming a salesperson. But I’m glad I did.
Common Fears About Sales
With a background in urban planning and biology, entering sales initially felt like being sent to the front lines; the biology world is ruthless, but sales gives it stiff competition. I didn’t think I was profit-driven or competitive enough to be in any industry sales or business oriented. (Don’t get me wrong — I love getting money, and love spending it even more.) In addition, my desire to help people and my tendency to be agreeable deterred me early on. Though I had no expertise in sales, I’ve recently realized that I have more “sales” experience than I thought.Continue reading article ›
Advice for Women Getting Started in Sales
International Women’s Day on March 8 celebrated the success of strong women around the world, including women who are paving a path for others kicking off careers in sales.
As a sales executive who is a woman, I’m passionate about empowering and supporting women to succeed in sales. At Highspot, we have a supportive and collaborative culture that stretches and inspires each person to do their best work. For International Women’s Day, we put together a series of tips and tricks for you to stand out and succeed in your sales career.
In the first installment of this series, I cover these topics:
- How to lead a meeting
- How to advocate for yourself
These tips will help whether you’re applying for your dream job, working toward a big promotion, planning an important meeting with executives, or prepping for a must-win sales meeting. Don’t forget to share with your fellow female rock stars! Empowered women empower women!
Sheryl Sandberg said it best: “We need women at all levels, including the top, to change the dynamic, reshape the conversation, to make sure women’s voices are heard and heeded, not overlooked and ignored.”
Sales Coaching: 4 Best Practices from the World of Sports
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.
Infographic: What’s the ROI on SKO?
You’ve done your annual company sales kickoff. There was sales training, product training, dynamic speakers, team-building social events, food, frivolity — maybe there was even a little roleplaying to practice those newly formed sales skills. But here’s the question: was it a total waste of time and money? Was it just an excuse to schmooze?
The typical AE spends 2.7 years on the job* and takes 4.7 months to ramp — often more. So, it’s essential to do something to train and keep that AE on track to retire quota. If you’re wondering what the return is on your investment in SKO every year, you’re not alone.
5 Fast Ways for Sales Enablement Leaders to Modernize for 2018
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.
New Sales Readiness Capabilities with Highspot + MindTickle
Highspot and MindTickle have partnered to deliver a state-of-the-art solution for sales enablement and readiness. By combining the best of MindTickle’s sales onboarding and coaching with Highspot’s end-to-end sales enablement platform, this integration provides easy access to MindTickle training in context of sales assets from Highspot, when and where reps need it.
As MindTickle puts it, they aim to “empower your reps with the knowledge and skills to win.” At Highspot, we share a similar mindset. We’re passionate about helping reps win by having the right content for every conversation and the analytics to know what’s working and what’s not.
That’s why we are excited about this latest integration that further extends the end-to-end enablement capabilities of Highspot, so customers can achieve new levels of success.
LearnCore + Highspot Integration to Provide Access to Content, Coaching, and In-Context Learning
According to Mark Lindwall of Forrester: “The onus is on sales leaders, sales trainers, and other sales enablement professionals with responsibility for training the sales force, to revamp current development practices and realign salespeople to their buyers’ needs so that buyers experience more valuable conversations that make it easier to buy.”
That’s why we’re excited to announce our new partnership with LearnCore, the innovative video coaching and learning solution for sales and customer success teams. Through this integration, we’ll work together to focus on helping sales teams better leverage their training within the context of their content and daily sales activities. By combining LearnCore’s innovative approach to sales rep learning, testing, certification, and coaching with the power of Highspot’s sales enablement platform, the integration provides reps with one-stop access to the tools they rely upon for effective customer conversations.
Old School Meets New School — How Top-Performing Sales Organizations Onboard New Reps
Those two words can make even the most seasoned professionals cringe. After all, by the time we’re entrenched in the business world, we think we’ve long since left the classroom behind.
But the fact remains that there is still a place for classroom environments in some business scenarios — and immersive sales training is one of those areas. In fact, SiriusDecisions recently released its State of Onboarding 2017, and 73% of top-performing (and even 73% of less-than top performing) organizations still rely on classroom training to onboard new sales reps.
Highspot and Brainshark: A New Standard in Sales Enablement
Ask any sales leader to point out the difference between success and failure. Chances are, they’ll mention content and training before you can count to three.
Just as a good plan is only as useful as a team’s ability to execute it, so too an optimal sales enablement platform is a direct reflection of how it delivers the full range of what users need. The partnership between Highspot and Brainshark is built upon this premise.
Starting today, customers of both companies have seamless access to the features that make each unique. For Highspot customers, the power of Brainshark’s sales training solution is now available within the Highspot user experience. For Brainshark customers, the content authoring, training, and coaching they rely upon may now be accessed via Highspot’s industry-leading sales content management, customer engagement, and analytics platform. It’s a partnership that rewrites the scope of modern sales enablement capabilities and helps sales teams overcome their most daunting effectiveness challenges.