Highspot Blog

meet seattle's next generation of tech

Something was different about the 2019 GeekWire Bash. Attendance continued to grow, the dodgeball competition was fierce, but what really stood out was the excitement in the air emanating from the fresh, excited faces of young company leaders, employees, and families.

It’s no secret that Seattle’s tech scene is booming. Startups are sprouting, top talent is arriving from Silicon Valley and beyond, and local companies are investing heavily in STEM education.

These realities came to life in a visible way at the event — from the number of notable startups attending to children participating for the first time. After mingling with Seattle’s brightest tech stars and crushing the ping pong tournament like quota, the Highspot team left with three insights that illuminate the exciting future of Seattle’s technology landscape.

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sales innovation

After more than a month leading the EMEA operations for Highspot, I’ve had the opportunity to speak with a diverse range of customers and industry peers here in the UK and around the world. A common thread throughout these conversations is palpable excitement for how modern processes and technology are fundamentally transforming sales for the better.

This theme has dominated London’s Sales Innovation Expo. In the race for revenue, sales leaders and their teams need the most direct route to closing deals and wowing customers. Therefore, we must be diligent in evaluating the latest craze and its potential to make a tangible difference for the business.

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b2b pipeline generation

It’s no secret — B2B pipeline generation is a challenge. Finding the perfect potential customer can vex even the most experienced marketing or sales professionals. To help ease the pressure, here are some tried-and-true strategies to maximize your prospecting opportunities and deliver more qualified leads — and, ultimately, pipeline and revenue — for your business.

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highspot slack integration

At Highspot, we obsess over inventing innovative ways to make sales and marketing teams more efficient. From leveraging our unique content management approach to Highspot Everywhere’s 50+ integrations, customers gain back hours every week.

That brings us to why we’re particularly excited about being the first sales enablement platform with a Slack integration — it goes right to the heart of our obsession around efficiency. With Highspot’s Slack integration, marketers and sellers save time by using Highspot’s capabilities from directly within Slack.

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highspot clari integration

Today’s winning sales teams know that the modern buyer has changed. Buyers expect customized experiences and prioritize vendors who empower them with valuable information and don’t sell to them with generic pitches. Successful sales teams also know that delivering an effective, personalized buyer experience requires actionable analytics around buyer engagement and sales activity data. This is modern selling — using data-driven insights to adapt to buyer behavior and predictably grow revenue.

Highspot Integration with Clari Enhances Revenue Processes, Analytics

Our friends at Clari share our view of what it takes to succeed in sales today. That’s why we’ve teamed up to integrate Highspot into Clari’s Connected Revenue Operations platform. Building on Highspot Everywhere, which focuses on adding value to sellers and marketers no matter where they work, the combination of Highspot and Clari delivers a single workstream for managing and enabling modern selling. Together, we’re empowering marketing, sales enablement, sales operations, and sales performance management teams to effectively collaborate on the fastest, most predictable path to revenue.

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life sciences sales and marketing alignment

For our first Highspot Market Pulse survey, we chose to explore the state of sales and marketing alignment within the rapidly growing life sciences industry. According to KPMG, global annual sales for the medical device industry alone will reach nearly $800 billion by 2030. Our research found that there is a clear opportunity in life sciences for process improvement between sales and marketing teams.

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content that fuels revenue growth

Regardless of what line of business you are in, content-based marketing provides businesses with an effective way to engage audiences while also generating new leads that translate to revenue growth.

The prerequisite to driving high-quality leads into the hands of the people who can capitalize on them is to discover what content your target audience actually wants to see. Creating content that provides value follows a methodical process with a few key steps. Here’s how to get started.

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playbook for successful sales kickoff

Picture this: You plod into a conference center expecting endless slides and nap-worthy sessions. Instead, you’re met with Journey bumping through the speakers, a breakfast buffet, and colleagues who have either had unhealthy amounts of coffee, or who are genuinely pumped to be at your company’s yearly sales kickoff (SKO) — or both!

This was the scene at Highspot Momentum 2019 — our excuse to spend two days celebrating (and analyzing) our collective wins, learning from customers including Apptio, SAP Concur, and PitchBook, and getting energized about the year ahead. Our goal was straight-forward: create an SKO experience this year that will still be the gold standard five years from now.

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buyer engagement and sales enablement

What Is Buyer Engagement?

Buyer engagement describes the interactions between buyers and sales reps. Some examples of buyer engagement include opening an email, watching a video, reading content provided by a rep, and answering a rep’s phone call. The more meaningful the interaction, the more likely a buyer is to work with a rep.

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sales strategy 2019

Effective sales strategies are developed through careful evaluation and constant improvement. At Highspot, we work with sales and marketing leaders every day to enable their success, so we know firsthand the importance of a strong sales strategy.

Below, we’ve answered the most frequently asked questions about developing a winning sales strategy.

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