Highspot Blog

Blog: REEL Sales Enablement with Phill Sundal at DiscoverOrg

I always find it fun to interview fellow marketers and bond through our shared understanding of great products, strong value propositions — and common pain points. The pain of sales and marketing alignment (or misalignment) is one that every marketer knows but few know how to solve. After trying to tackle this issue in several different ways, Phill Sundal at DiscoverOrg finally found success with Highspot. In the interview below, he outlines the successes and failures he encountered as he worked to bring sales and marketing into alignment at his company.

Here is the video interview, as well as the interview transcript, below:

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Quarterly Customer Awards: They Love Us, They Really Love Us!

We are back again with our Quarterly Customer Awards! Every quarter we pull the latest stats from the Highspot platform to highlight the customers who have been crushing it. From sales to marketing to sales enablement, it’s great to know that the customers we love love us right back!

As much as this is a celebration for the winners of the past quarter, it’s also a big win for us. With more than 120% net retention and zero customer churn, customers are at the core of everything we do — and we’re keeping it that way.Continue reading article ›

The Secret Sauce for a Winning Sales Culture

In sales, you win some and you lose some — but when it comes to walking into your office every day, you should always feel like a winner with the full support of your company. That’s why we’re proud to share that Highspot has been recognized as one of the 50 Best Companies to Sell For by Selling Power.

For 18 consecutive years, the research team at Selling Power magazine has gathered data and evaluated companies based on the following categories: compensation and benefits, sales rep onboarding, sales enablement, sales training, and sales culture. With a focus on helping sellers be their best and establishing a passionate and positive organization, Highspot ranked among other companies including Google, Microsoft, and Paylocity.

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Why Content Personalization is Not One-Size-Fits-All

In today’s omnichannel, hyper-digital, and buzz-filled world, it’s no surprise that personalized content is the key to breaking through the noise and engaging modern buyers.

The two questions leaders should be asking to unlock standout success are:

  1. How can we provide sales reps with an intuitive and efficient way to personalize content?

  2. How can we provide marketers with the visibility and analytics they need to inform their content development efforts?


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Six Tips to Tune-Up Your Sales Team’s Productivity

sales productivity

In today’s competitive market, buyer behavior is constantly changing in response to new technologies and buying processes, and smart sellers must evolve to keep up. Even the highest performing sales teams have to stay alert and on the lookout for new ways to boost sales productivity to keep their competitive edge — or risk falling behind. According to our 2018 State of Sales Enablement report, nearly 70% of respondents reported that their company’s sales process was becoming more complex, and 55% reported that the increasing level of sales process complexity impacted their sales performance. With these new sales process challenges, it’s more important than ever to regularly take time to focus on optimizing sales productivity. After all, productivity means profit. When a business improves its salesforce’s effectiveness and productivity, it makes it easier for sellers to close deals that drive revenue.

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REEL Sales Enablement Interview with Joe Andrews at InsideView

InsideView sales enablement

I love Highspot—but, of course, I’m biased. So one of my favorite things to do is get out in the field and chat with customers about how much they love Highspot, too. While I was at SiriusDecisions Summit, I had the chance to check in with Joe Andrews, Vice President of Marketing at InsideView, on the current sales enablement efforts there with Highspot.

Here’s the video interview, as well as the interview transcript, below:

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The Framework for a Solid Sales Playbook

sales playbook framework

In the old days, a sales playbook may have been nothing more than a fat 3-ring binder with some tabs in it. While talking on the phone to a prospective buyer, a salesperson could tuck the receiver under his ear, grab the playbook off the shelf, and flip through the tabbed sections in it to find the play he was looking for. Then, as now, the sales playbook was a source of cumulative knowledge from the sales team and guidance from sales management, gathered together into a single resource. It spelled out best practices and diagrammed the required steps to lead the prospect through the sales cycle to the desired finish: the sale.

The sales landscape has transformed drastically since then, and yesterday’s playbook won’t cut it anymore. Sales has become more complex than ever. In fact, a majority (70%) of sales reps report that they are experiencing more complex sales processes. This is up from 64.5% last year. The buyer’s journey has taken the place of a more rigid sales cycle so that sellers need to be able to react as the process unfolds and provide personalized responses to prospective buyers at a moment’s notice. In the age of the modern buyer, they come to the sales interaction better prepared and better informed than ever, with expectations for a fully digitized and seamless experience.

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Life at One of Washington’s 100 Best Companies to Work For

Combine a creative culture with Seattle skyline views and a fridge full of snacks, and what do you get? One of Washington’s best places to work.

Highspot has been named one of Washington’s 100 Best Companies to Work For by Seattle Business magazine. The 29th annual ranking was record-breaking, with more than 77,000 Washington state employees participating in the in-depth, direct-to-employee survey.

As a first-time entrant, Highspot debuted in the top 5 of the midsize companies category. This is a proud moment for all, especially being located in the nation’s fastest growing city this decade.

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Winning Over the Modern Buyer

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The expectations of today’s buyers have undergone a drastic transformation. Consumer-oriented companies such as Amazon and Airbnb have created great user and customer experiences that have set the bar high for more informed and frictionless buying experiences. These expectations have quickly carried over into the world of B2B buying, changing how marketers will engage and influence buyers along their purchasing journey.

In our eBook, which is now available for download, you’ll learn that the modern buyer is more informed, more independent, and more demanding than ever before. But are your sellers equipped to win them over?Continue reading article ›