Highspot Blog

SiriusDecisions State of Sales Enablement 2017

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Earlier this year, we released our State of Sales Enablement report. Full of insights from sales enablement pros across industries and in organizations of all sizes, this benchmark report has become an annual tradition that we look forward to compiling each year.

And now, we’re excited to see that industry analyst SiriusDecisions has taken a different lens and released its own findings in this area. The report is a summary of key findings from a survey of 250 B2B sales enablement professionals from a variety of industries and revenue bands.Continue reading article ›

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 ›

Highspot Raises $15 Million to Extend Leadership in Sales Enablement

We are delighted to announce a $15 million investment in Highspot, the sales enablement solution that sales reps and marketers love.  This Series B investment, led by Shasta Ventures, with participation from Salesforce Ventures and existing investor, Madrona Venture Group, will help us extend our ability to provide reps with capabilities that result in more effective customer conversations.

Over the past 12 months, we’ve grown our customer base by 300% and are now the solution of choice for enterprise companies seeking to increase buyer engagement by optimizing their sales and marketing content and improving the readiness of their sales reps.Continue reading article ›

Sales Enablement Society: May Meeting Recap—The Sales Enablement Saloon

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To start, President Chuck Marcouiller shared our mantra: “The Sales Enablement Society exists to create a saloon environment where the best sales, marketing, and enablement minds get together to learn, debate, and enlighten each other through jointly-developed experience.”

SES Seattle is aimed to elevate the position, enlighten each other, and expand our networks. For this meeting, the focus was on best practices, so we did a few rounds of “best practice speed dating.”Continue reading article ›

Content: Your Ticket to High-Performing ABM

The business impact of Account-Based Marketing (ABM) cannot be overstated. In just a few short years, it has recast sales and marketing strategies, inspired new technology decisions, and provoked rapid tactical shifts in sales pipeline management. Looking ahead, we anticipate ABM will exert increasing influence over the processes, content, audience engagement, and analytics that drive revenue growth.

Today we’re pleased to announce the availability of Content: Your Ticket to High-Performing ABM.  You can download your copy at the Highspot Resource Library.Continue reading article ›

Highspot is a High Performer in the G2 Crowd Grid Report for Sales Enablement

We’re excited to report that software review platform G2 Crowd has named Highspot a High Performer in its Spring 2017 Grid Report for Sales Enablement. Based on customer satisfaction from verified user reviews and market presence, the report ranks 15 leading sales enablement providers on a variety of factors.

Highspot received the highest Satisfaction score among sales enablement providers, and 99% of users rated our solution 4 or 5 stars. 94% of users believe we’re headed in the right direction, and users said they would be likely to recommend Highspot at a rate of 96%.Continue reading article ›

Must-See Sales Enablement Sessions at SiriusDecisions Summit 2017

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Tis the season for must-attend events! Up next is SiriusDecisions Summit 2017. If you’re going to be in Las Vegas for the event, stop by our booth (#623) to say hi! We’ll have a drawing and swag that we know you’ll love and can answer any questions you may have about improving your sales enablement processes.

Speaking of sales enablement, in addition to the top-notch exhibitors, this year’s Summit includes several sales enablement sessions that you won’t want to miss. In these sessions, SiriusDecisions analysts offer research-backed guidance to help you accelerate your sales enablement and training programs.Continue reading article ›

Resolve the Marketing and Sales Content Dispute

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When it comes to sales and marketing types, they want to like each other. In fact, in my experience, they want to love each other! After all, sales and marketing work towards a common goal—generating more revenue. But the fact remains that as long as sales relies on marketing to help close deals and marketing relies on sales to get the company message out, there’s bound to be conflict.

What we have here is a failure to communicate.

Sales wants very specific, personalized content that they can find at a moment’s notice. Marketing feels they publish volumes of content (and they do—but 65% of it can’t be found), and they’re sensitive to changing content because it changes the company message. In the end, we have two mission critical groups with a common goal—but different ways of getting there—and mounting frustration.Continue reading article ›

Eyes on the Prize: How Sales Enablement is Transforming Sales Rep Experiences

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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 ›

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

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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—serviced—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. Continue reading article ›