Highspot Blog

Sales enablement has become mission-critical to businesses. As part of the Highspot “Hot Shots” series, today we’ll hear insights from Mike Kunkle, a highly respected sales transformation architect and internationally recognized sales training and sales enablement expert. He has spent 24 years as a corporate leader and consultant, helping companies drive dramatic revenue growth through his best-in-class learning strategies and effective sales transformation methodologies. Today, Mike is the VP of Sales Transformation Services for Fast Lane Digital (a new division of Fast Lane Consulting & Education Services) and founder of Transforming Sales Results, LLC.

What do you see as the most critical aspect of sales enablement and why?

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It comes as no surprise that jobs at technology giants like Amazon, Google, and Facebook have driven an influx of talent to the Pacific Northwest in the last decade. Subsequently, the hyper-growth of technology in the Seattle area has also created a hub for startups. The city is now home to more than 1,293 startups and GeekWire reports that Seattle has risen to the second-best tech city in the country.

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Thanks to technology, sales is now a new game. Buyers have already researched your product (and the competition) and are much further down their purchasing process before they even meet your sales rep. In fact, 64.5% of sales reps have reported experiencing more complex sales processes. This means that your reps need sales readiness and training to be ready for more complex and advanced conversations in their meetings and demos.Continue reading article ›

When sales enablement is evolving and growing as fast as it is, it’s helpful to hear how others approach it, and where sales enablement is going next. Today we begin a new blog series highlighting the expertise of “hot shots” of the sales enablement world. We asked questions of Ben Cotton, a thought leader who leads EMEA sales enablement for HubSpot out of Dublin, Ireland. He works at the intersection of sales and marketing and uses deal support, content, data and education to help HubSpot’s sales organization succeed. Ben is passionate about building sales and marketing alignment, as well as helping businesses create predictable recurring revenue.

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What brand and content marketer doesn’t yearn for some viral content? The ROI on viral content through free advertising and its expansive reach can be tremendous. You can’t guarantee any piece of content will go viral, but you can give it a fighting chance by incorporating these tactics and attributes commonly found in content that has made the leap.

Viral content…

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The world of sales has a lot of stereotypes. Think Glengarry Glen Ross (“Coffee’s for closers!”), Jerry Maguire (“Show me the money!”) or Tommy Boy (“I killed my sale!”). They can be a turnoff for some people who are considering a career in sales (though some certainly seek out the supposed boiler room atmosphere). As for me, I never had any intention of becoming a salesperson. But I’m glad I did.

Common Fears About Sales

With a background in urban planning and biology, entering sales initially felt like being sent to the front lines; the biology world is ruthless, but sales gives it stiff competition. I didn’t think I was profit-driven or competitive enough to be in any industry sales or business oriented. (Don’t get me wrong — I love getting money, and love spending it even more.) In addition, my desire to help people and my tendency to be agreeable deterred me early on. Though I had no expertise in sales, I’ve recently realized that I have more “sales” experience than I thought.Continue reading article ›

Every modern seller today has heard of the power of social selling. But not everyone is doing it. Why? There are a dozen reasons—it’s hard, it’s time-consuming—and it all boils down to one main obstacle: sales teams can’t determine whether their social efforts are effective or not.

Starting today, they can.

We just announced a new way to track and measure social selling engagement that simplifies sales via social media to the click of a button. Using the Highspot for Chrome Plugin, sellers can now easily share the most effective sales assets directly within any online channel. The tool is designed to fit into sales teams’ existing workflows, empower sellers to meet buyers where they are, and provide engagement data that shows the value of social selling efforts across some of the most popular social media platforms, such as LinkedIn, Twitter, and Facebook.Continue reading article ›

The past seven days have been very big for Highspot technology integrations and partnerships. Following last Monday’s announcement of the Highspot Everywhere technology integration program, today we announced a new partnership with SalesLoft to deliver the only native sales enablement integration within the SalesLoft platform.

There was a preview of the integration last week at SalesLoft’s annual user conference, Rainmaker 2018, in Atlanta! Sean Kester, VP of Product Strategy, demoed the native integration on stage as one of three marquee integration partners.  

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International Women’s Day on March 8 celebrated the success of strong women around the world, including women who are paving a path for others kicking off careers in sales.

As a sales executive who is a woman, I’m passionate about empowering and supporting women to succeed in sales. At Highspot, we have a supportive and collaborative culture that stretches and inspires each person to do their best work. For International Women’s Day, we put together a series of tips and tricks for you to stand out and succeed in your sales career.

In the first installment of this series, I cover these topics:

• How to dress at the office
• How to lead a meeting
• How to advocate for yourself

These tips will help whether you’re applying for your dream job, working toward a big promotion, planning an important meeting with executives, or prepping for a must-win sales meeting. Don’t forget to share with your fellow female rock stars! Empowered women empower women!

Sheryl Sandberg said it best: “We need women at all levels, including the top, to change the dynamic, reshape the conversation, to make sure women’s voices are heard and heeded, not overlooked and ignored.”

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Sellers don’t ever stop selling. They are always on the go, and when a buyer needs something, a great seller knows he or she needs to engage quickly. Modern buyers want to buy from modern sellers–and that’s a core part of the Highspot approach to sales enablement.

As part of our approach to adding value to sellers and marketers no matter where they are, we’re announcing Highspot Everywhere, a technology integration program with more than 50 cloud, on-premises, and mobile integrations. It’s the most comprehensive sales and marketing integration capabilities of any sales enablement platform. We partnered with more than 30 leading technology companies, to make Highspot part of sellers’ everyday workflows, making it easy to engage with buyers everywhere they are.

By empowering marketing and sales teams to curate, publish, discover, and pitch sales assets from anywhere, Highspot Everywhere helps sellers close deals faster, more easily, and in more ways than ever before. Continue reading article ›