Highspot Blog

Picture this: You plod into a conference center expecting endless slides and nap-worthy sessions. Instead, you’re met with Journey bumping through the speakers, a breakfast buffet, and colleagues who have either had unhealthy amounts of coffee, or who are genuinely pumped to be at your company’s yearly sales kickoff (SKO) — or both!

This was the scene at Highspot Momentum 2019 — our excuse to spend two days celebrating (and analyzing) our collective wins, learning from customers including Apptio, SAP Concur, and PitchBook, and getting energized about the year ahead. Our goal was straight-forward: create an SKO experience this year that will still be the gold standard five years from now.

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What Is Buyer Engagement?

Buyer engagement describes the interactions between buyers and sales reps. Some examples of buyer engagement include opening an email, watching a video, reading content provided by a rep, and answering a rep’s phone call. The more meaningful the interaction, the more likely a buyer is to work with a rep.

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Effective sales strategies are developed through careful evaluation and constant improvement. At Highspot, we work with sales and marketing leaders every day to enable their success, so we know firsthand the importance of a strong sales strategy.

Below, we’ve answered the most frequently asked questions about developing a winning sales strategy.

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The evolution of B2B buyer behavior has become startlingly similar to consumer purchasing. Case in point: When I wanted to purchase a social media management tool, I started with a quick Google search, just as if I was buying a new phone or gadget.

And similar to making a major consumer purchase, I didn’t feel confident in my vendor of choice until a helpful rep gave me a demo. Despite an abundance of information online, I still needed to engage with an actual seller to finalize my decision. For many modern buyers, this experience is very familiar.Continue reading article ›

Winning a buyer’s heart is no easy feat. In today’s age, competition is fierce and mistrust abounds. As with most modern relationships, achieving lasting customer love requires both time and effort from sellers. Use the tips below to ensure that your buyers are feeling the love right from the start.

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Occasionally, an opportunity presents itself that intuitively feels right. And when that opportunity promises to disrupt a market, and when the people you meet are smart, energetic, and passionate, and when the company is deeply aligned around an inspiring vision, you jump on board — quickly!

Joining Highspot as the new managing director of our EMEA operation felt like discovering a family I didn’t know I had and being immediately welcome. Alignment is an oft-used word that has lost some of its meaning through years of corporate messaging, but real alignment is still a brilliant thing to see. I’ve never experienced a company so deeply aligned as Highspot.

United by the core company value to transform the way that millions of people work, Highspot’s talented team keeps customers at the heart of everything. It has been this way since the beginning, when the product was developed to remedy a pain point that the co-founders personally experienced in their careers.

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For an entire day, dozens of my colleagues and I came into work and didn’t do our jobs. None of us got fired. Rather, it was arguably one of the most productive and eye-opening days we have had all year. Allow me to explain.

I lead Highspot’s product marketing team. Typically, I spend my time developing go-to-market strategies, talking with customers, preparing sales teams, creating marketing content — you name it.  On this day, however, I had the opportunity to participate in Highspot’s first annual competitive hackathon.

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Prospecting, pitching, tracking engagement — there’s no question that modern technology solutions have made it easier for sellers to complete these essential tasks. But even as the tools have improved, selling has become more complicated as buyers’ expectations have risen. With increased access to information, buyers today do more of their research independently and invite more internal stakeholders into buying decisions. To capture and win buyers’ attention, sellers must now research and present insightful solutions tailored to multiple decision makers’ needs. The result is that reps end up spending more time trying to keep up with increasingly complex sales processes, impacting overall sales productivity.

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Content is complicated. Marketing often prioritizes creating content and lets evaluating its effectiveness fall to the wayside. Sales, on the other hand, devotes energy to closing deals, leaving little time to uncover new game-changing assets. For many, the constant challenge to create, locate, use, and evaluate content can feel like absolute chaos.

But for some, the answer has been simple: sales enablement. With powerful search capabilities, in-depth analytics, and more, sales enablement platforms have helped businesses maximize their content on every front.

Leading organizations are harnessing the power of sales enablement to solve their challenges and achieve next-level results. For inspiration on how to get the most out of your content, take a look at how these three companies have mastered sales enablement and put an end to content chaos.

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Rome wasn’t built in a day — or a year. But when each day brings progress, achievements soon follow.

Reflecting back on the last 12 months, we are both proud and humbled to note the strides that Highspot has made with the support of our employees, customers, partners, and investors.

In just 365 days, we have witnessed incredible change:

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