Highspot Blog

Sales Operations: What It Is, Why It’s Necessary, and How to Best Implement It

sales operations

In the early days of sales operations, sales ops professionals measured financial analytics, conducted reports, and predicted sales forecasting. Mainly, they were problem-solving number crunchers.

These days, they do all that and much more.

Modern sales ops professionals play a vital role in the success of a sales organization by staying ahead of problems and enabling the sales team to focus on selling. When implemented alongside strategic training, tools, and engagement techniques, sales operations can help sales teams become more productive and efficient and have a positive impact on both the top- and bottom-line performance.Continue reading article ›

The Evolution of Sales Readiness—from Classroom to Training-in-Context

sales readiness

The term “practice makes perfect” is often associated with coaches and their effort to persuade individuals on their team to train as much as possible during their free time, and it turns out that these coaches were on to something. Studies have found that in order to become an expert, individuals must spend no less than 10,000 hours practicing and honing their skills.

The idea that practice makes an individual better applies to far more than team sports: it is also applicable when discussing the ever-changing B2B sales landscape. Today’s buyers are more informed and demanding than ever and require that sellers are ready at a moment’s notice with value-added insights. Before this can occur, however, reps must be equipped with the proper training and tools to quickly navigate these complex buyer conversations. If not, sellers will find new opportunities at organizations they feel will provide the tools and support they need to thrive and evolve.Continue reading article ›

4 Techniques for Effective Consultatitve Selling

4 techniques for effective consultative selling

To traditional sellers, consultative selling can feel intimidating. Instead of maintaining power in the selling process, the seller must yield it to the buyer. It’s certainly not easy to do, but consultative selling can pay off because it provides the personalized experience that modern buyers have grown to expect today. It requires selflessness and time, but implementing consultative selling techniques can help grow an organization’s sales team, increase customer loyalty, and solve each customer’s biggest needs.

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Getting Guided Selling Right

getting guided selling right

Selling is hard. Doing it well is even harder. On any given day, a seller has to keep track of multiple tasks, diverse objectives, and different layers of information in order to have a chance at making the sale, not to mention meeting quota.

To start, a sales rep has to have the most up-to-date information on products and be trained on new versions, new messaging, and new features and functionalities. Reps have to understand and put into action their company’s sales methodology whenever they engage with prospects. And they must have just the right content on hand, ready with the information their prospect needs to help them progress through the buyer’s journey, taking another step toward making a purchase decision.Continue reading article ›

4 Steps to Sales Pitches That Engage Your Buyers

sales pitches

Buyers have had enough. In today’s fast-paced business environment, they don’t have time to sift through bad subject lines, generic follow-ups, sales jargon, or typos. This means that for today’s sales reps and marketers, the struggle to engage buyers is very real.

The truth is, your buyer is more informed than ever. SiriusDecisions states that the modern buyer has already gone through 67% of the buyer’s journey by the time they have their first meaningful interaction with a seller. This means that they’re out there doing independent research and educating themselves before you even reach them.

Since the modern buyer is educated and independent, sales and marketing teams must ensure that their outreach conveys the exact message that their buyer needs to hear at the exact moment that they need to hear it. Now more than ever, landing the right sales pitch that compels buyers to engage with your company is key. But how do you master the perfect balance between controlling the messaging that your sales reps are sending out and giving them the freedom to customize and personalize their outreach?

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4 Best Practices That Will Turn Your Sales Playbook into Sales Action

sales playbook best practices

Plans and strategies are only as useful as their implementation, which is why every sales organization needs a sales playbook.

Sales playbooks help organizations put their plans into action, guiding sellers through every step of the sales process. When reps have access to practical, simple resources, they will have more effective buyer conversations that lead to higher customer retention rates, better lead conversion rates, and increased numbers of reps meeting their quota.Continue reading article ›

7 Essential Elements of a Winning Sales Playbook Template

sales playbook tips

As a Highspot Account Development Representative, I know it is no longer the case that sellers get to control the buying process — rather, it’s the reverse. In many ways, the role of the salesperson has shifted from being the pitcher in baseball, where they get to dictate when and how to deliver the pitch, to the batter, where they now must be ready for anything the prospect decides to throw at them. In fact, it’s estimated that 50 to 80% of the buyer’s decision-making process happens before the sales rep gets involved.

For salespeople to combat this paradigm shift in buying patterns and behavior, we must be ready for any conversation, question, or objection, no matter where our prospects are in the buyer’s journey — and we have to be able to turn on a dime. That’s why Highspot is designed to empower sales reps like me with modern sales plays and sales playbooks.

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Opportunities for AI in Your Sales Tech Stack

sales ai

Artificial intelligence is the next big thing for sales. Sales leaders know it, but many aren’t sure what to do with sales AI yet.

A recent MIT survey found that 85% of executives believe that AI will give their companies a competitive advantage, yet only about 20% have incorporated AI into their business.

Although hype is building around the potential of sales AI, business leaders are struggling to find a starting place.

If you’re a sales leader looking to give your team an edge over the competition, these six opportunities will give you the guidance you need to begin using AI to streamline your sales processes.

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The Secrets to Creating Winning Sellers

sales training and productivity

As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

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Four Steps to Successful Change Management

change management best practices

Whether it’s a modified sales process, updated compensation plan, or new sales tool, change management can be one of the most challenging obstacles that sales teams face. The ability to lead change can make or break the success of your team’s ability to adapt to major business changes, so it’s important to implement an effective change management strategy to help your reps adopt change within your organization.

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