Articles

Some organizations complain that buyer expectations have become unrealistic. Others have adapted—and are seeing the benefits: Research from McKinsey shows that personalization during the sales cycle can drive revenue increases of 10–15%, with some companies seeing gains as high as 25%. Buying committees may be growing, and buyer expectations with them. Even so, organizations are […]

Sales teams are under pressure to do more with less: Less time, less margin for error, and less room for missed opportunities. In that environment, guesswork doesn’t cut it. Yet, many frontline managers and sales leaders still make critical coaching and strategy decisions based on anecdotal insights or unfounded assumptions. It comes down to a […]

For GTM teams today, the era of growth by just doing more is over. Market conditions have created a new mandate: Do what works, and do it at scale. To reach today’s buyers, GTM teams must be precise and strategic. They must be able to transform their data into insights and, from there, translate those […]

Go-to-market teams are being asked to do more with less. Budgets are tighter. Headcount is frozen. And buying decisions have slowed to a crawl: 78% of business buyers say their company is more cautious about spending than ever before. The odds are stacked against reps, and it’s up to enablement to help them develop new […]

Think about your go-to-market organization like an orchestra: Each GTM function is a section—strings, woodwind, brass, or percussion. All of these sections are led by a conductor (or, in this scenario, by a shared go-to-market strategy). When those sections play in harmony, the result is a beautiful symphony and thunderous applause. When they don’t, a […]

The business world speaks a unique, shared language. But within that language are a variety of dialects, evolved to suit various industries and their specific environments. For example, those working in financial services may share a common tongue with those working in manufacturing, but their dialects are markedly different—and might not even be mutually intelligible. […]

The days of business cards and physical pricing sheets are in the rearview. Sales is a digital game, and buyers prefer it that way—only about 20% of B2B buyers say they hope to return to in-person sales. So, if in-person sales is a thing of the past, where are prospects buying? Increasingly, the answer is […]

Reps have one job, and it has nothing to do with their deck skills or design know-how. Their core responsibilities are to build relationships, close deals, and secure the growth that drives the business forward. Somewhere along the way, that focus slipped. Instead of connecting with buyers, reps are often stuck at their desks—manually editing […]

Your gut instinct is an evolutionary response designed to keep you alive. It was intended to help you avoid poisonous snakes, not figure out how to optimize marketing spend or steer global sales strategy. In high-stakes business scenarios, it should never be the only thing guiding you. Instead, data and analytics should lead the way—unlike […]

Imagine a sales rep as a pilot in training. They’ve got the gear and the flight plan, but no amount of equipment or preparation can replace the calm, confident voice of the flight instructor in their headset. That voice is similar to the voice of the sales coach—the steady presence that shapes sellers and helps […]

Sales managers’ days are a running word problem—if they spend an unscheduled hour on deal coaching and another preparing a rep for a high-stakes call, how many hours are left over for essential work? The answer? Usually zero. In this equation, the crucial factor is time. Managers are pulled in a dozen different directions, and […]

Imagine if you walked into the office one morning and, all of a sudden, were expected to build and deliver a compelling presentation about a new, company-wide initiative that, before that moment, you had never even heard of. What would you be feeling? Panic is probably an understatement. Unfortunately, that’s the exact scenario that partner […]

While post-sales teams often step in after a prospect has signed on the dotted line, that doesn’t mean their role is limited to everything that happens after the sale concludes. In fact, that couldn’t be further from the truth. The sales process is never really over. Instead, it just takes on a new angle, one […]

Creating a great relationship between channel partners and sellers is like building a bridge. The better the relationship, the stronger the bridge — and the more likely it is to weather adverse conditions. Building a great bridge between sellers and partners requires effort and trust. More than that, it requires an enablement strategy designed just […]

Ideally, a product launch should be like a relay. Each team in the launch process would smoothly hand the baton (the new product) — off to the next team. Eventually, the person running the final leg of the race (sales) would cross the finish line, winning the race and landing the launch. Unfortunately, it rarely […]

Technology evolves fast, but buyer’s demands evolve faster. It’s not conjecture — there’s a real correlation between innovation and buyer expectations: 73% of customers expect better personalization with the advancement of technology. The correlation between new technology and higher demands explains a lot about today’s sales environment: Everything has taken a digital slant, which has […]

As economic circumstances change, buyer behavior does as well — it’s a vicious cycle that can make it feel next to impossible to generate reliable pipeline. But insulating yourself against volatility introduces its own set of challenges. It places new pressure on every quota-carrying rep, from pre-sales to post-sales, and adds additional responsibilities onto already […]

In the best-case scenario, your onboarding program leaves new reps feeling prepared to hit the ground running. Worst case scenario? It leaves them feeling disoriented and devalued: Respectively, 56% and 49% of employees associated these feelings with their latest onboarding experience. Good onboarding sets the stage for shared success to come. It establishes a strong […]

The enablement industry is full of bold, daring women carving a path toward excellence. Across the board, women in enablement are spearheading growth, navigating change, and priming their organizations for durable, long-lasting success. At Highspot, we’re so incredibly lucky to work with so many of these exceptionally talented leaders. To honor their impact, we’re closing […]

Bulletproof differentiation and a jaw-dropping value proposition won’t always win you the deal. For nearly three-quarters of buyers, that’s only part of the equation. Seventy-two percent of buyers are more likely to engage with a sales rep who provides personalized content tailored to their specific needs. It makes sense — who would choose a boilerplate […]

Sales coaching is a line item on just about every sales manager and sales leader’s to-do list. Coaching increases individual performance by 70% and organizational performance by 48% — it has to be a priority. But on the daily to-do list, coaching is a task that frequently slips. Sales leaders are juggling direct reports, deal […]

When deciding whether to keep an item, professional organizer Marie Kondo suggests asking yourself: “Does this spark joy?” When it comes to sales content, perhaps the better question is: “Does this spark revenue?” At least, that’s one question you can ask when deciding whether to keep or discard a content item cluttering up your Highspot […]

When women are well represented in the C-suite, profits can be almost 50% higher. But why does a higher percentage of women in executive positions correlate with improved revenue outcomes? And why does a diverse workforce, complete with a diverse leadership team, translate into such a significant strategic advantage? It’s a matter of perspective. Every […]

Just a few years ago, sellers spent 36% of their time selling. Today, just 28% of sellers’ time is spent on direct selling activities, with the rest allocated to growing administrative demands. These distractions are a net drain on seller productivity, taking more and more time away from the activities that lead to revenue. As […]