Highspot Blog

sales training

If you’re a sales professional or support a sales team, you live with a common challenge every day: The pace of change is relentless. New and changing products, updated processes, management directives, competitive intel, pricing changes — the list goes on.

For those of us in the supporting cast, this means there is a constant stream of opportunities to share knowledge and improve the skills of our front-line teams. Anyone in sales enablement or sales readiness knows there will never be a shortage of learning to develop and deliver. The challenge is that we too often choose the wrong methods to effectively enable our teams to leverage new skills or knowledge. We’re all guilty of forcing mandatory, one-size-fits-all training because it’s “more efficient” (pronounced “easy”). Let’s take a look at some common scenarios.

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Apptio sales success story

You know you are doing something right when customers advocate to adopt Highspot when they move to new companies! Recently, I had the opportunity to speak with Sean Goldie, Director of Sales Enablement at Apptio. For several years, Highspot worked with Sean while he was at SAP Concur — one of Highspot’s oldest customers. I was exceptionally excited when Highspot brought on Apptio as a new customer because 1.) Apptio is another awesome Seattle-based company and 2.) it meant I got to reconnect with Sean!

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

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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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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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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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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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Modern-Buyer-v04-Blog-Banner-v01.01

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 ›

medical device sales

As a medical device sales rep, you work to change lives for the better every day — but who is helping change yours?

When your long hours are filled with scheduling appointments, device demonstrations, and navigating the field, daily life can cause aches and pains. Our current life sciences customers including ERT, IQVIA, and Phenomenex have provided insight into the challenges that medical devices sales reps regularly encounter. The good news is that as the industry’s most trusted sales enablement platform, Highspot has the solution.  

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