Highspot Blog

Social Prospecting: Getting Connected with the Modern Buyer

Social Prospecting

Sales enablement as a technology is still a grey area for a lot of people. In account development, I talk with several people every day who could benefit from our solution–but the term sales enablement sometimes stands in the way. That’s why it’s my job as a sales rep to educate and guide them, rather than shuffle them along to a contract. The mantra of educating and guiding should be your approach to social prospecting, too.

From a tactical standpoint, we practice the same sales methodology that we preach, which is largely due to how the modern B2B buyer behaves. We’re a point a time where there’s a seemingly infinite amount of information and twice as many product reviews (thanks to our friend Jeff from Amazon), and buyers have the incredible freedom and power to self-educate. Which is why when I’m looking to connect with my prospects, I need to be offering some value elsewhere, which is often just good conversation. We’re looking for people who might not know about our company or technology, yet own some degree of the problem they consciously or unconsciously are looking to solve. Social media offers another channel through which you can meet your potential buyers, and offers some awesome power with the right approach. So let’s dance.

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Infographic: What’s the ROI on SKO?

ROI of 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 role playing 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.

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How to Boost Quota Performance by 11% (Hint: Stop Focusing on Quota Performance)

Boost Quota Performance

The most important metric for sales at the end of the day is quota attainment. The calculation is straightforward: take the total sales that a rep, region or team closes over a certain time period and divide it by the quota for that same period. As an example, if a sales team meets its quota target for a given period, it would achieve 100% sales quota attainment. If it closes only half of the quota target, it would achieve 50%.

But there’s a few problems with sales quota attainment:

  1. The quick fix for poor sales quota attainment is to get rid of lower performing sales reps. According to CSO Insights, an average sales team’s annual turnover is around 25 percent. But ironically, the quick-fix approach to improving attainment backfires. Sales teams soon find themselves having to hire, onboard, train, ramp, and transition pipeline to a large portion of their constantly churning sales organization. And quota attainment actually suffers as a result.
  2. Sales quota attainment is a lagging indicator. That means some really important things have to happen before a rep can successfully retire quota – like getting trained, delivering the pitch, and engaging with prospects. By over-focusing on quota attainment these important activities are overlooked.

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Peer to Peer Relationships: Inside Sales and Field Sales

Building peer-to-peer relationships in sales

When we talk about modern-day sales cycles, we hear a lot of challenges. Just about every sales rep will tell you that the sales cycle is getting increasingly complex. With the continuous advent of new technology, leadership teams have more visibility and insight into how effective their current business operations are. Because of this, there are now multiple stakeholders, all of whom want a voice in why and how to improve their current processes.

So, what does this mean for sales organizations? As an account development representative, I talk every day with people who are experiencing these kinds of challenges—and I also am part of a team that is selling into this increasingly complex world. Let’s take a closer look at how peer-to-peer relationships within sales organizations can make a tremendous, positive impact on modern sales cycles.Continue reading article ›

SKO: Planning and Prep for Success

Highspot-SKO-Sales Kick Off

Is there any more exciting time of year for sales enablement pros, marketers and sellers than SKO? Your company’s sales kickoff is inevitably a powerful opportunity for you to make an impact—including gaining alignment around the buyer’s journey across sales and marketing. Your company and products have evolved, and this year’s SKO should reflect that so everyone can jumpstart the year.

2018 SKO should look different from the one you did last year. Why?

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Highspot Ranks in Gartner Market Guide for Sales Content Management

2017 Gartner Market Guide for Sales Content Management

We’re delighted to share that Highspot has been recognized as a Representative Vendor in the 2017 Gartner “Market Guide for Digital Content Management for Sales.”

The report found that digital sales content management applications improve the delivery of internal- and external-facing content to salespeople, or improve engagement with prospects and clients, and even increase win rates, deal velocity and deal sizes.

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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 3.0 – The Future of Sales Will Require Sales Enablement

Sales-3.0-The-Future-of-Sales-Will-Require-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 delivered hugely this year!

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.Continue reading article ›

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 ›