Highspot Blog

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 ›

Connecting Your Sales Process to The Buyer’s Journey

Road trips are a great way to get to know someone.  They reveal compatibilities, interests, and perspectives on everything from the best route to worthwhile stops.  These rites of passage are similar to shared expeditions of buyers and sellers.  Both require clear understanding of the ultimate destination, open communication, and eagerness to engage.  

Still, buyers and sellers are different.  On one side there are needs to fulfill and benefits to derive; on the other, revenue goals and customer satisfaction.  What is a journey for buyers is a process for sellers.  Successful sales and marketing teams manage both paths to mutual advantage while accelerating the results they care about most.

From then to now

We hear many stories about how the buyer’s journey is changing.  How it’s becoming more fluid and dynamic, and how buyers have more control than ever before.  All true.  What’s not true but remains broadly perceived is that the journey is now a random walk.  That buyers are less likely to follow a well-worn trail and more apt to advance from one stage to another with little predictability.  High-performing sellers know better.  Today we’ll share how they remain proactive – and how sales enablement helps establish strong links between the sales process and the buyer’s journey.   Continue reading article ›

Make This Your Best Sales Kick Off Ever—Five Areas of Focus

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As we’ve all settled back into life the first few weeks of 2017, there have been plenty of water cooler conversations about holidays, trips, and new year’s resolutions around the halls of Highspot. We’ve also talked a lot about what we learned in 2016, and how we plan to apply those learnings in 2017.

Sales Kick Off (SKO) is often one of the best places to put together a structured plan for applying new learnings. By planning ahead for what your reps truly need to succeed after SKO, you can have your best sales year ever.

Put a little focus on these five areas, and you’re bound to see long-term success from this year’s efforts.Continue reading article ›

Want Your Sales Team to Crush Quota? Remove Information Overload.

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Recently, CEB posted about a little-discussed correlation in selling organizations—the more burdened a sales team, (in terms of content, disparate tools, complex internal processes)—the lower their sales conversion rate.

As it turns out, more isn’t always more. According to research, the more we overload sales teams with content, tools, and processes, the worse they have a tendency to perform. CEB reports that 62% of perceived seller burden can be attributed to overly complex internal processes and procedures. In other words, the majority of sellers attribute their job frustrations to their own sales (and marketing) organizations.

Odds are, I don’t have to sell you on this correlation. We ask today’s sales reps to do a lot, and by weighing them down with more, more, more, we restrict them from delivering more of what they really need: sales.Continue reading article ›

From Content to Close: Removing Friction with Sales Enablement

Salespeople are acquainted with the phrase Always Be Closing.  The faster they can reach quota, the better their business will run.  Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.

From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive.  It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.Continue reading article ›

Elevate Sales Performance with Highspot and ToutApp

Highspot and ToutApp have established a first-of-its-kind partnership that brings together sales enablement and sales productivity to help reps stay focused on the relationships and conversations that matter.  By combining the benefits of these fast-growing software platforms, sales teams can digitize their processes and orchestrate customer engagements more comprehensively than ever before.    

Now companies can dramatically improve sales effectiveness by combining Highspot’s content recommendations, delivery, and analytics with their sales prospecting workflows. Using Highspot, sales and marketing teams are able to manage, find, customize, share, and analyze their content on an integrated platform built to drive faster conversions and higher revenue.  With ToutApp, sales teams are able to align sales workflows, increase their pipeline, improve engagement consistency, and forecast results with greater accuracy.  The result: sales teams are now in better position to scale their activities and outmaneuver the competition.   

Here’s an introduction to the combined features of Highspot and ToutApp:

Continue reading article ›

Sales Enablement for Marketers

Turn Sales Content into a Revenue Driver

For today’s full-stack revenue marketer, delivering consistent results and measurable ROI impact can feel reminiscent of Sisyphus trying to push that fabled boulder up a mountain, only to watch it roll back down again and again.

The fact is, marketing is pushing a boulder up a mountain. It spends 28% of its budget (not to mention the soft costs associated with headcount) on creating content, but 65% of content produced for sales is never used. Sales teams scream for more and better content, but they often can’t find content that already exists.

This inefficiency leads to a vicious cycle: Deliver more content, only to have sales ask for even more. Push the boulder, watch it roll down again.Continue reading article ›

Faster Sales Start Here: Sales Enablement Best Practices Volume 1

Sales enablement pros encounter fresh challenges and opportunities every day.  At Highspot, we help them make the most of both.

Today we’re launching Volume 1 of our Best Practices series.  The series will provide real-world insights for businesses seeking to improve their sales enablement activities.  Each volume will deliver a range of experience-based suggestions for those new to sales enablement, as well as for seasoned executives seeking to optimize current investments.  At the conclusion of the series, readers will be better-equipped to drive higher sales performance through more effective and efficient sales enablement.  Continue reading article ›

Deconstructing Sales Enablement ROI

In any new project or technology, one business metric stands above all others: ROI.  It is the ultimate measure of whether or not value is created.  Today we’re illustrating an example of how a modern sales enablement platform generates superior Return on Investment against performance targets we’ve found highly attainable.    

The following infographic, Deconstructing Sales Enablement ROI, showcases the two primary lenses through which customers evaluate their investment: sales efficiency and sales effectiveness.  It also lists assumptions based upon real-world customer experiences, starting with Highspot’s industry-leading usage rate. Continue reading article ›

Sales Training Content Management with Highspot

Olympic athletes and leading sales reps know the value of training.  They invest in it heart and soul.  Today we’ll share how Highspot is helping reps outperform the competition with training options mapped to the unique demands of your business. 

In a recent survey of over 400 B2B sales reps, marketers, and sales enablement leaders, improving training was cited by over 60% as among the top five categories positively impacted by sales enablement.  Sharing best practices was of nearly equal importance and just behind easy access to content and increased efficiency.  This is inline with research from Aberdeen Group indicating that 54% of best-in-class sales leaders support standard sales training with additional sales education activities. 

Customer conversations indicate the importance of sales training will only increase, and with it the need to dramatically improve how training gets done today.       Continue reading article ›