Highspot Blog

Defining Success with Sales Enablement

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What is Sales Enablement?

Sales enablement is becoming more and more of a common term in organizations big and small. But, just as no organization is the same, no definition of the concept of arming sales to succeed is exactly the same. Some see sales enablement as a role (or team) within the organization, some see it as the technology that does (or should) power content distribution and management, and some categorize it as a hybrid of the two. And, there are many degrees of differences along the spectrum.

At Highspot, we define sales enablement as a strategic, ongoing process that equips sales teams to have consistently effective engagements with prospects and customers throughout the buyer’s journey. In other words, it’s the teams, tools, and technology used in the ongoing quest to help sales close more deals, faster. For what it’s worth, the teams that “do” sales enablement may not have the term in their titles—it could be the marketing team, a dedicated sales enablement team, or even members of the sales team itself who are most involved in activities and deliverables to empower sales.

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Connecting Your Sales Process to The Buyer’s Journey

Road trips are a great way to get to know someone.  They reveal compatibilities, interests, and perspectives on everything from the best route to worthwhile stops.  These rites of passage are similar to shared expeditions of buyers and sellers.  Both require clear understanding of the ultimate destination, open communication, and eagerness to engage.  

Still, buyers and sellers are different.  On one side there are needs to fulfill and benefits to derive; on the other, revenue goals and customer satisfaction.  What is a journey for buyers is a process for sellers.  Successful sales and marketing teams manage both paths to mutual advantage while accelerating the results they care about most.

From then to now

We hear many stories about how the buyer’s journey is changing.  How it’s becoming more fluid and dynamic, and how buyers have more control than ever before.  All true.  What’s not true but remains broadly perceived is that the journey is now a random walk.  That buyers are less likely to follow a well-worn trail and more apt to advance from one stage to another with little predictability.  High-performing sellers know better.  Today we’ll share how they remain proactive – and how sales enablement helps establish strong links between the sales process and the buyer’s journey.   Continue reading article ›

Make This Your Best Sales Kick Off Ever—Five Areas of Focus

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As we’ve all settled back into life the first few weeks of 2017, there have been plenty of water cooler conversations about holidays, trips, and new year’s resolutions around the halls of Highspot. We’ve also talked a lot about what we learned in 2016, and how we plan to apply those learnings in 2017.

Sales Kick Off (SKO) is often one of the best places to put together a structured plan for applying new learnings. By planning ahead for what your reps truly need to succeed after SKO, you can have your best sales year ever.

Put a little focus on these five areas, and you’re bound to see long-term success from this year’s efforts.Continue reading article ›

Making a Difference in Our Community

Community spirit runs deep at Highspot.  It’s a driving force of our culture and a personal attribute we value.  After a massively successful year, our ADR team recently put their energy to work at Food Lifeline in Seattle, where they packed 3,790lbs of food, providing 3,158 meals for people in need.  It was the least they could do to help others make big strides of their own.      

Neighborhood connections deepen awareness of challenges too often overlooked.  They help us keep our eyes on what matters and encourage us to make the largest impact we can.  In this and more, volunteering is a two-way street with upside for everyone involved.  Continue reading article ›

Sales Enablement for Challenger Selling

Strength and flexibility are hallmarks of best-in-class salespeople and sales technology.  They are also at the core of what makes Challenger Selling™ so impactful.  Today we’ll highlight how sales enablement is helping companies optimize their Challenger™ sales model and deliver superior results for their customers. 

The Challenger Sale has upgraded solution selling by showing salespeople how to take greater control over conversations and demolish their quota.  It has also transformed the ways sales teams leverage content to guide prospects through each phase of the buyer’s journey.  By helping companies better organize, find, customize, share, and analyze their sales content, modern sales enablement platforms are integral to making the most of Challenger selling.Continue reading article ›

Sales Enablement for Inside Sales: Webinar Recap and First-Hand Perspective

Product insights are gifts that keep on giving.  They shape our priorities, validate decisions, and light our path.  At Highspot, these nuggets of real-world context are helping us deliver the features and value sales enablement pros need.  

Our sources range from industry leaders and customers to our very own team.  Today’s guest post is from Olivia Long, one of the Account Development Reps at Highspot.  Olivia brings a wealth of first-hand perspective to her role and is here to share a portion of it with you.  Her topic: how sales enablement has transformed her approach and results.  Continue reading article ›

Transform Your Business: Best Practices in Sales Enablement Volume 3

There’s an art and a science to driving sales performance.  The best sales enablement pros know the difference and how to employ both to their advantage.  By using best practices, they’re able to make a bigger impact on sales and marketing than ever before.

Today we’re launching the third and final volume of our best practices guides.  Like others in the series, Best Practices in Sales Enablement Volume 3: Transform Your Business showcases leading techniques for positioning and optimizing sales enablement investments.  It shares high-level concepts and proven real-world experiences, all while looking ahead to what’s next. Continue reading article ›

Straight from SiriusDecisions: Best Practices for Increasing Sales Productivity

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Ask any B2B sales person about their content situation and they’ll likely tell it to you straight: They have volumes and volumes of marketing material to sift through—and not enough time to do it.

Finding content in the various file repositories, SharePoints sites, local hard drives, and cloud file-sharing accounts where it might live can seem downright impossible, and for the most part, it is.

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Managing Your Content: Sales Enablement as Editor-in-Chief

High-performing sales teams have one characteristic in common: active leadership.  With it, the most relevant content for every sales stage reaches its intended target.  Without it, the same content goes underutilized, leaving teams on the wrong side of their prime opportunities. Today we’ll describe how best-in-class companies lead by positioning sales enablement as editor-in-chief.  The benefits: sales content that is easier to find, more consistent in quality, and tightly aligned with business goals.  

As highlighted in our recently released Best Practices in Sales Enablement, Volume 2: Put Your Sales Content to Work, content mapping and validation are two of the most important steps in deploying a sales enablement platform.  Both activities require an editor’s eye and intuition, as well as the decisiveness to highlight what’s most important and remove what’s not.  Continue reading article ›

Need to Increase Seller Productivity in 2017? Audit Your Current Performance

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For most organizations that run in a traditional calendar year, Q4 is here, and it’s crunch time to hit those sales numbers. It’s also planning time for FY17, which means figuring out how to improve your sales organization for next year.

There are two ways to hit numbers—an all-out race to the finish line, and, structured improvements that aim to help sellers be more productive. If you can move the needle in terms of seller productivity, the benefits will be magnified across performance and revenue.Continue reading article ›