Articles

New hires want to feel valued at their organization from the moment they start their new role. But often, overly generalized onboarding programs that lack detail and relevance can leave new hires feeling disengaged and unsure of what success looks like in their new position. The key to creating successful and engaging onboarding programs starts […]

In times of economic uncertainty, enablement leaders are often tasked with solving a key business challenge: determining how to do more with less. When resources across the business are tight, it is especially critical to ensure that enablement programs are equipped for scalability in order to support the broader sales team in maximizing their ability […]

In sales enablement, managing stakeholder expectations can be a formidable task. Due to the nature of their position, sales enablement professionals can have stakeholders within many different teams and at varying levels of their organization. Each stakeholder is concerned with goals and objectives that may relate only to their specific team or to the organization […]

In times of uncertainty, reducing risk and taking control of what one can do helps build powerful resiliency. With the growing weight of an economic downturn taking shape, organizations able to learn from past mistakes or successes can carve a new path forward and enable organizations to invest in the areas that will help ensure […]

Imagine this classic scenario: a marketing team has invested significant time and resources to create compelling, quality content – but the sales team isn’t using it. While it can be easy to jump to the conclusion that the content simply wasn’t valuable, there might not actually be anything inherently wrong with the content itself. Instead, […]

It’s no secret that reps and marketers alike seek to create a customer-centered buying experience. After all, companies concerned with taking a more customer-centric approach are 60% more profitable than those that don’t. Sales professionals living in the digital world are now tasked with sorting out teems of data and insights about the customer. These […]

Sales enablement at its heart is a lever for change, facilitating transformation and influencing the culture of the sales organization. Their role as change facilitators becomes especially important when navigating mergers and acquisitions, as they can help smoothen transitions and create alignment across various teams. By establishing a vision for change, educating teams cross-functionally, and […]

As an enablement leader, building credibility with stakeholders is key to success. This is especially critical to establish in the early stages of a new enablement function – whether it is being created from scratch or built upon an existing foundation. For their voices to be heard, enablement leaders need to build a strong business […]

Before the internet, marketing had to prove its return on investment in various ways that included the use of third-party systems to track its effectiveness to consumers. Think Nielsen ratings for television and circulation numbers for magazines and newspapers. Now, marketing and sales teams can align even closer thanks to the analytics solutions the digital […]

As we close out this year’s Women’s History Month, we’re thrilled to highlight women who have achieved outstanding progress in enablement over the past year. Whether it’s developing a robust onboarding program for new sellers, gaining alignment with key stakeholders and leadership, establishing a culture of learning, creating more space for work-life balance, or fostering […]

Fostering a culture of collaboration among reps can enable effective problem-solving, active communication, and meaningful connections. Ultimately, this helps create a sense of belonging for reps that can empower engagement and motivate personal development. Mentorship programs can be a key asset to curate this culture by providing a space to develop mutually beneficial professional relationships […]

The benefits of providing reps with the best performing content and the risks of failing to do so are very familiar in sales enablement. When we first launched Highspot at ExtraHop, this is a balance we quickly realized we needed to strike, as we made a few early mistakes in our deployment that made user […]

Trust is a foundational practice in business, but one that is not guaranteed. Rather, building trust is an ongoing practice. When employees trust their organization and its leadership, the benefits can be outstanding and long-lasting, including higher productivity, better quality products or services, and increased profitability. Without trust, engagement with the mission or vision of […]

While change can create short-term unpredictability, it also can lead to long-term business impact. This is often the case when launching a new tool, as you need to navigate challenges early in the process such as gaining stakeholder buy-in and driving adoption in order to ensure the success of the tool in achieving your key […]

Knowing how to get where you are going may be even more critical than knowing where you are supposed to be. That’s why leaving the house without directions doesn’t do one much good. Having a destination without a map only gets people so far. The same is true for sales enablement. Productivity and quota attainment […]

To increase rep productivity at Verizon Connect, it was critical for us to create a single pane of glass to understand how content influences the deal process. To do this, we needed an effective two-way sync between our system for managing content and our CRM – Highspot and Salesforce. By having clear alignment and visibility […]

Content governance can be visualized much like a system. Behind every creative spark of your content strategy lies a structure of its own: guidelines on what to publish, how to distribute it, and the people behind the scenes managing and maintaining that content. For enablement practitioners, equipping sellers with the most valuable resources like sales […]

The concept of a sales play is not new. In fact, sales plays have existed as a way of guiding sellers through how to execute specific sales scenarios far longer than many contemporary sales automation platforms. But as sales technology has grown and improved, so has the ability to effectively deliver and measure the impact […]

Witnessing an idea develop over time from an initial concept to a fully-fledged product launch is one of the most exhilarating and rewarding aspects of being a product marketer. However, this transition rarely occurs without some sorts of challenges that need to be resolved. Sales enablement can play a fundamental role in helping product marketing […]

The ability to package and present information in an engaging and consumable way is necessary in strengthening sales enablement strategies. Providing reps with the tools to extract the most effective resources to accomplish their goals is important throughout their journey, starting from their very first onboarding experience and continuing through their ongoing learning. To increase […]

In sales enablement, success can be exponentially amplified with the buy-in of sales leaders. However, while sales enablement professionals know the many ways in which their efforts influence business goals and outcomes, sales leaders may not fully understand the power of enablement and the entire scope of how it can deliver strategic impact in organizations […]

The way a new rep is onboarded can make or break their starting success at a company. This means it is critical to set up new hires to not only effectively learn, but also efficiently meet key milestones in the learning process to begin producing results as quickly as possible. Ramp time for a new […]

Every sales organization needs effective training and onboarding programs to educate and empower reps to succeed. Onboarding is necessary to create employee buy-in from day one and to introduce new team members to the goals and values of the business, while training is necessary to equip reps with the content, skills, and knowledge to achieve […]

Building a good relationship with the field is essential to drive enablement impact. While sellers rely on enablement for the right messaging, content, and insights to engage buyers, enablement equally needs sellers to tell them what’s working in practice and what resources, tools, and assets they need. As with any two teams, conflict can arise […]