Highspot Blog

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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You know you’re talking to someone who values innovation when it’s in their job title. Jason Bailey is the Director of Marketing Programs and Innovation for Fiserv, a provider of technology solutions to the financial world, including banks, credit unions, securities processing organizations, and insurance companies. This interview provides insights into how innovators think about sales enablement.

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

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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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Artificial intelligence is the next big thing for sales. Sales leaders know it, but many aren’t sure what to do with sales AI yet.

A recent MIT survey found that 85% of executives believe that AI will give their companies a competitive advantage, yet only about 20% have incorporated AI into their business.

Although hype is building around the potential of sales AI, business leaders are struggling to find a starting place.

If you’re a sales leader looking to give your team an edge over the competition, these six opportunities will give you the guidance you need to begin using AI to streamline your sales processes.

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As the B2B sales landscape becomes more complex, traditional sales processes no longer entice, engage, or win over modern buyers.

In order for sellers to remain competitive in today’s fast-changing business landscape, they must understand and adapt to new buyer behavior and effectively exceed expectations at every turn.

So, what are the traits that make up winning sellers? Let’s take a look at their anatomy and the steps that leaders can take to nurture more successful reps.

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Whether it’s a modified sales process, updated compensation plan, or new sales tool, change management can be one of the most challenging obstacles that sales teams face. The ability to lead change can make or break the success of your team’s ability to adapt to major business changes, so it’s important to implement an effective change management strategy to help your reps adopt change within your organization.

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One of the best things about being in marketing is being able to meet a future customer at the beginning of their buying journey! I had this opportunity with Dun & Bradstreet.

The Dun & Bradstreet team was keenly interested in learning more about how their marketing team could leverage sales enablement to both empower their salesforce and ensure their efforts were succeeding. I got to follow Dun & Bradstreet through their entire buyer’s journey, and once they were a customer, I got an insider’s view on everything that went into the purchasing process. This interview provides a peek behind the scenes at Dun & Bradstreet!

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

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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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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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When best-in-class enablement software meets best-in-class engagement software, you get a powerful combination designed to elevate the experience for both sellers and customers. That’s why we are excited to celebrate the introduction of our new integration with Outreach.

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