Articles

Enablement is an essential function. In fact, 76% of leaders say that enablement has helped drive improvements in sales performance. But as the function has transformed over the years, its role in shaping go-to-market success has expanded beyond just sales teams. Now, organizations are increasingly settling on a new vernacular that positions enablement as a […]

Combine two once-separate companies, two entirely different ways of working, and one single source of truth platform for managing the change, and you’ve got a recipe for a successful merger or acquisition (M&A). That’s not to say it will be easy. During an M&A, you’re facing more than just internal silos. You’re combating those emerging […]

No change initiative is easy — especially not those that disrupt sellers’ most basic instincts about who your customers are, what to say to them, and how to capture their interest. When your ideal customer profile (ICP) evolves, so too does a foundational element of sellers’ day-to-day operations. Their outreach expands to encompass a whole […]

I’m more excited than ever about revenue enablement’s future and Highspot’s momentum. The enablement category had a 31% compound annual growth rate (CAGR) in the past year, according to Gartner, and Highspot is about to close another fiscal year of leading the enablement category in revenue growth – read more about our business growth in […]

Sales excellence is an ambiguous term — largely because it’s always changing to suit the ever-moving goalposts of modern sales targets and growth initiatives. Recognizing this, organizations are redefining what sales excellence means for their teams. Rather than setting arbitrary behavior expectations or relying on outdated, worn-out tactics, businesses are recognizing that their sellers should […]

Ask any executive leader what they would pay to align their sales force to a standardized set of priorities and strategies. The specific number they give will vary, but it’s safe to assume the answer would be somewhere in the ballpark of “quite a lot.” And why wouldn’t it be? According to Forbes, highly aligned […]

For a technology still in development, artificial intelligence has acquired a certain notoriety. Positive, negative, and neutral, there is no shortage of opinions about AI — in no small part because no one has quite determined how to harness its potential. As every organization strives to make sense of what AI means for their business, […]

When the competition is tight, deal outcomes can hinge on the most granular details: not how effectively your sellers communicate your differentiated value but how uniquely they do so. It’s no longer enough to illustrate how your solutions or services outpace your competitors. Now, you need to differentiate effectively and engagingly, with a buying journey […]

Fifty-four wooden blocks make up a Jenga tower. It starts balanced and steady, settled squarely on the table. Remove the wrong block, and it all crumbles. An organization’s go-to-market strategy operates much the same way. From afar, it appears seamless, devoid of any weaknesses or cracks in the construction. Look closer, and notice that it, […]

Enablement has entrenched itself as an essential function, with 76% of leaders crediting their investment in sales enablement as a contributing factor to improvements in sales performance. Although those who choose enablement overwhelmingly see its positive impact on key outcomes, there are still those who hesitate. In the eyes of many leaders, enablement is a […]

You may have noticed a few changes — a renewed experience and a redesigned navigation, among many others, plus more than a few new faces (welcome, everyone!). So, what happened? Put simply: The enablement industry is evolving, presenting new challenges and abundant opportunities. To rise to the occasion, we’ve brought together the Spark and Sales […]

Imagine this: Your marketing team spends hours developing the perfect presentation template. It’s engaging, easy to customize, and aligns with your brand’s messaging perfectly. They send it out to your sales team, excited about the impact it will have. Then, your sellers decide to add some “personal touches.” The fonts are off. The animations are […]

Imagine you’re planning a vacation: Your Internet browser is probably full of tabs for potential hotels, flight details, must-try restaurants, and iconic sightseeing spots. But when you sit down to book tickets and make reservations, those great deals and must-see spots are lost to the chaos of your search history. Now, imagine instead that all […]

Boosting engagement, effectiveness, and efficiency — three common benchmarks enablement teams are expected to achieve — can be challenging enough at your own organization. Attempting to drive them across your channel, however, unlocks a whole new degree of difficulty. Yet, when done right, channel selling can ignite immense potential. It’s a conundrum — channel partners […]

Anyone tasked with landing strategic initiatives with an entire go-to-market organization knows just how difficult it can be: Some reps get the memo, others get a garbled, half-correct version through the grapevine, and still others miss it entirely. To overcome this gap, harness Sales Plays — and transform every confused, sort-of-informed rep into a well-versed […]

Reduction in force. It’s a reality that has become all too familiar for many enablement practitioners in today’s business landscape. Change is a near constant, which means uncertainty is prevalent. Understandably, this can be anxiety-inducing, especially for those impacted by reductions or restructured teams. From feelings of job insecurity to the pressure of fewer resources […]

Business demands seem to move faster every day, making efficiently driving sales productivity essential. However, bandwidth is a concern for enablement teams and reps alike. As business demands speed up, these teams must keep pace, leaving less time for crucial but time-consuming tasks like personalizing buyer interactions and skill development. To overcome the challenge of […]

Enablement serves many key functions in a business: it interprets go-to-market strategy and links it to successful execution, enables organizations to scale at pace, and aligns teams like marketing, sales, and customer success, all while keeping customers’ needs in mind. To successfully execute the multitude of functions served by enablement, operational rigor is a necessity. […]

At its core, enablement aims to empower sales organizations with the right resources, tools, and content to efficiently and effectively reach their goals. These goals, however, are often defined by key business initiatives that are determined outside of just the sales enablement team. To effectively support teams across the business, enablement must align its strategy […]

Adapting to a new platform can seem daunting at first. No matter where you are in the implementation process — whether you’re just getting started with a platform or are adding new capabilities to your existing instance — it can feel overwhelming to transition from vision to action. But, once you do, the benefits speak […]

AI is transforming the sales enablement space, offering capabilities that will reshape the way businesses operate, innovate, and deliver value. Whether operationalizing enablement strategies, improving content creation with data-driven insights, or training and coaching sales reps, AI holds a vast potential to enhance enablement in almost every aspect of its application. For enablement, implementing AI […]

Coaching is an integral part of a holistic approach to learning. By transforming the skills and knowledge learned in training into repeatable behaviors, coaching empowers sales reps to not only retain what they have learned but also apply it effectively in their day-to-day interactions with prospects and customers. When coaches and reps establish a long-term […]

In a rapidly evolving era of innovation, artificial intelligence (AI) is becoming increasingly prevalent, revolutionizing the sales enablement landscape. Meanwhile, common challenges to sales productivity, like difficulties with content management and time constraints, can have detrimental impacts on buyer engagement. For sales enablement, AI could be the key to overcoming these challenges and effectively engaging […]

In enablement, maintaining buyer engagement is key to strong customer relationships that yield positive business outcomes. Maintaining these relationships, however, relies on the confidence of reps in buyer interactions. Coaching rep confidence is one way to make sure that relationships with buyers are strong and supported. Coaching improves rep confidence through practice, empowerment, and support. […]