Highspot Blog

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

siriusdecisions-best-practices-in-sales-productivity-technology-exchange

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.

Continue reading article ›

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

lenati-sales-enablement-optimizer-blog-banner-v01-01

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 ›

Improve Sales Performance with Highspot and Brainshark

Highspot and Brainshark have entered into a strategic partnership to give sales teams a complete, end-to-end sales enablement solution.  By leveraging the capabilities of both companies, customers will have streamlined access to the content they need for every phase of sales training and content management.  From onboarding reps to optimizing sales content and improving audience engagement, Highspot and Brainshark will empower companies to recalibrate what sales enablement can do for them and execute with greater agility than ever before. 

The Highspot and Brainshark partnership will help sales teams become experts in their field quicker, engage their audiences more effectively, and share best practices in real-time.  This combination will help customers of both companies accelerate their sales processes and increase win rates.Continue reading article ›

Want Your Sales Team to Crush Quota? Remove Information Overload.

highspot-sales-information-overload-blog

Recently, CEB posted about a little-discussed correlation in selling organizations—the more burdened a sales team, (in terms of content, disparate tools, complex internal processes)—the lower their sales conversion rate.

As it turns out, more isn’t always more. According to research, the more we overload sales teams with content, tools, and processes, the worse they have a tendency to perform. CEB reports that 62% of perceived seller burden can be attributed to overly complex internal processes and procedures. In other words, the majority of sellers attribute their job frustrations to their own sales (and marketing) organizations.

Odds are, I don’t have to sell you on this correlation. We ask today’s sales reps to do a lot, and by weighing them down with more, more, more, we restrict them from delivering more of what they really need: sales.Continue reading article ›

Put Your Sales Content to Work: Best Practices in Sales Enablement Volume 2

Few positions are as competitively intense as that of a sales rep.  Day-to-day, minute-to-minute, they rely upon the most current intelligence and content.  By leveraging the benefits of modern sales enablement technology, sales reps can work smarter and close deals more effectively than ever before.

Today we’re launching Volume 2 of our Best Practices series.  This is the second in a three-part series of guidebooks that deliver field-tested recommendations for companies striving to get more out of their sales enablement processes and technology.  Each book acknowledges the broad assortment of priorities, assets, and customer insights that sales enablement pros need to manage every day.  From helping reps identify the best-performing content for each stage of a buying cycle to analyzing content performance, sales enablement lends order to what can be a chaotic process.  The result: faster conversions and higher revenues. Continue reading article ›

From Content to Close: Removing Friction with Sales Enablement

Salespeople are acquainted with the phrase Always Be Closing.  The faster they can reach quota, the better their business will run.  Modern sales enablement helps reps accelerate conversions by streamlining processes and saving time. Today we’ll describe how advances in fully integrated content management and customer engagement have made this possible.

From extra clicks to added steps and mistimed syncs to incompatible platforms, friction in the sales process is expensive.  It creates distance between reps and prospects, delaying productive conversations and interrupting the flow of information among sales, marketing, and customers.Continue reading article ›

Highspot is Blazing a Trail for Sales Enablement Professionals at Dreamforce 2016

highspot-dreamforce-2016-trailblazer-sales-enablement

At the risk of sounding cliché, it’s hard to believe Dreamforce is next week! As I’ve prepared to travel to San Francisco, I’ve been thinking a lot about what I want to get out of the event, and it struck me that the breadth and depth of vendors in attendance, content available, and people in attendance is incredible.

In fact, it can be downright overwhelming.

Dreamforce has more than 2,000 sessions scheduled, of which 301 have self-identified as having a Sales Enablement theme! This makes sense, because Sales Enablement is a huge component of a modern sales organization, and integrating into Salesforce is one of the best ways to make sure sales gets what they need, when they need it. The problem is, of these 301 sessions, it’s unclear how many of them are truly centered around Sales Enablement.Continue reading article ›