Highspot Blog

Highspot-SKO-Sales Kick Off

Is there any more exciting time of year for sales enablement pros, marketers and sellers than SKO? Your company’s sales kickoff is inevitably a powerful opportunity for you to make an impact—including gaining alignment around the buyer’s journey across sales and marketing. Your company and products have evolved, and this year’s SKO should reflect that so everyone can jumpstart the year.

2018 SKO should look different from the one you did last year. Why?

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Holiday Joy Blog Banner v01.01

What an incredible year it’s been! And not just when it comes to company momentum. We have been expanding our community involvement, to give back even more to the community that’s given so much to us. In the spirit of the holidays this year, we at Highspot held our first-ever clothing drive.

By way of background, earlier this year we established several fun committees to create further cross-functional alignment outside of our day-to-day activities. One of these is our Volunteer Crew, which sets up quarterly volunteer projects. In the past year, we’ve done events such as creating food packages and building a community garden. Highspot is actively working to establish a consistent voice in charity contributions and to scale our community involvement.

With such a large sales team, we decided to make this clothing drive a friendly competition, with the intent of collecting as many clothes as possible to give back to our hometown, Seattle. Continue reading article ›

Hi, my name is Shawnna. And I am a shopoholic.

OK, maybe it just feels that extreme. Although, my husband and his battle against my ever-growing wardrobe of shoes may disagree.

But as an avid online shopper, one thing that has become a must in any purchasing decision are customer reviews. Hearing from actual customers that have not only purchased that same pair of shoes, but have also tried to walk a mile in them is invaluable.Continue reading article ›

2017 Gartner Market Guide for Sales Content Management

We’re delighted to share that Highspot has been recognized as a Representative Vendor in the 2017 Gartner “Market Guide for Digital Content Management for Sales.”

The report found that digital sales content management applications improve the delivery of internal- and external-facing content to salespeople, or improve engagement with prospects and clients, and even increase win rates, deal velocity and deal sizes.

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Buyer personas

In a customer-first world, alignment on buyer personas has never been more vital. They are key in gaining our target buyer’s attention and staying focused on their needs. Being strategic with creating buyer personas gives us a better chance of nurturing the prospect from buyer to customer, and I believe the key to this is through aligning content to the buyer’s journey.

Most companies know the importance of buyer personas and have ingrained them into their go-to-market strategy, but the problem is they don’t know how to use them. Even more troublesome, they don’t have the correct content to present to each of their buyer personas and there’s no way to serve content to the persona at the right stage of their journey.

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sales-enablement-soiree

The last few weeks have felt like a sales enablement whirlwind!

A few years ago, when I joined the sales enablement community, it was difficult to find a place where I could connect with other sales enablement peers, practitioners, and thought leaders. In fact, I can’t think of a single one!

Fast forward only a few short years, and I had the honor of participating in two events that will likely be pivotal in building the sales enablement industry and expanding professional networks for existing practitioners.Continue reading article ›

New Highspot Features: Page Builder and Smart Update

Sales teams are bombarded with new information all the time: new products, new features, new promos, new content. It can be hard to know what to prioritize. The latest release of the Highspot sales enablement platform is designed to help marketing and sales cut through the noise and share information, content—and content updates—with ease. Let’s take a look at two of the key features of this release.

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Dreamforce-2017-Blog-Banner

It’s one of our favorite times of the year: Dreamforce, as you know, is always exciting, informative… and something of a spectacle, with more than 171,000 people registered last year.   #DF17 next week will surely surpass that.

Dreamforce isn’t the only reason we’re looking forward to next week: this year we’re once again giving our sales enablement-focused brethren an opportunity to get even more out of Dreamforce, at our free all-day event at the Four Seasons, which has become an annual tradition.

Are you ready for next week? Probably—and it can’t hurt to get even more ready. If you’re interested in sales enablement, we picked out a few things you’ll want to check out while you’re in San Francisco for the event:

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SiriusDecisions Technology Exchange 2017

This week we were in Austin for SiriusDecisions Technology Exchange. It was a great opportunity to learn about new tech trends in the sales and marketing space from the many sessions from SiriusDecisions, as well as the case studies that were presented with vendors. Here are the highlights from the week:

Creating the Business Justification for Technology

Gil Canare, Senior Research Director at SiriusDecisions, went over the steps to creating the business justification for technology investments. In the live poll from the presentation, over 80 percent of attendees said that their organization’s most common purchase driver is capabilities related. The need for new capabilities and to do more with technology is an ever-present issue for today’s fast-changing buyer needs.

Gil noted that with each technology purchase, there are there are internal and external purchase drivers, impacts to the business the technology will introduce, and ultimately a justification for the purchase. Internal and external drivers can help you to paint a picture of why you need a certain solution at a given time. Are there new capabilities that the company needs? Is there competitive pressure and your organization needs to implement new tools to keep you? Outlining exactly what the drivers of the purchase decision are is the first key step to justifying a new technology purchase. Continue reading article ›

CEB-2017-Blog-Banner-v01.01

Gone are the days when selling was a linear path: Locate a lead, nurture it with a set of marketing materials, go on a sales call (or series of sales calls), and close the deal.

In today’s B2B selling environment, the sales funnel is more like an infinity loop that flows from marketing to sales and back again until the buyer is ready to engage.

Last week at the CEB Sales and Marketing Summit, I attended several great sessions. Two in particular stood out to me because they focused on something near and dear to my heart—sales and marketing alignment.Continue reading article ›