But while expectations mount, our survey of nearly 400 go-to-market professionals found that the majority (65%) of reps are only somewhat effective at consistently executing and achieving their sales goals. However, when you continuously enable your revenue teams, you can unlock consistent sales execution. With sales enablement activating your sales force to land your key initiatives, your business objectives become tangible. The newly-released State of Sales Enablement Report 2024 reveals strategies to enable your reps to drive your go-to-market initiatives and achieve your revenue goals this ..read more

Providing personalized experiences across the buyer lifecycle doesn’t need to be complicated or time-consuming — with AI, it can be as simple as clicking a few buttons and turning on a few capabilities. By doing so, you can optimize seller impact, reduce time to customer value, and power revenue outcomes. Read on to discover how AI achieves these outcomes — and how you can bring that impact to your business. Sellers aren’t machines — but today, their work can increasingly be augmented with artificial intelligence (AI). To prioritize efficiency and effectiveness, more and more organizations are ..read more

Most people do not understand the critical need for business growth and strong revenue-generating performance better than Sales and Revenue Operations (RevOps) teams. As sellers race to beat the competition and facilitate growth within their companies, RevOps and sales enablement teams are investigating every way they can boost sales at a reduced cost. With business survival now more difficult than ever, those capabilities are a necessary investment. Creating a competitive advantage through new technology is imperative in that process. Giving reps the tools they need to drive strong, consisten ..read more

RevOps leaders have a problem. These growth-focused teams are leaving opportunities on the table when it comes to working with Sales Enablement. At a glance, these teams couldn’t be more different. While RevOps has a strong focus on numbers and data, Sales Enablement teams act as educators to the sales reps responsible for a company’s bottom line. But the truth is Enablement and RevOps must work together to ensure they’re driving toward their organization’s goals. Why and how? Let’s break it down. Aligning Operations and Enablement Consolidates the Tech Stack Sales teams have too many tools. T ..read more

Memory is fickle; without reinforcement, information easily fades away. B2B sales reps forget 87% of what they learn within 30 days of training. No matter how solid your sales training program is, it won’t make a lasting impact without coaching. The problem is, many organizations still don’t know what good sales coaching looks like. So, how can you build an effective coaching program that drives consistent sales execution? Formal, ongoing sales coaching reinforces learned behaviors and drives accountability by powering consistent development for reps. With a coaching strategy that incorporates ..read more

Ever feel like your sales team is working twice as hard but not seeing the results your business is aiming for? You’re not alone. Many teams face challenges that keep them from hitting their targets. Whether it’s sales and marketing not syncing up, using outdated tools, or outdated processes, these problems can slow progress. Adopting effective revenue enablement strategies is essential to addressing these challenges and driving your sales teams’ success. It ensures all customer-facing teams are equipped to provide a cohesive, consistent customer experience that maximizes growth. In fact, Gart ..read more

Discovery call questions make or break a deal. As a sales rep, this is your opportunity to build a relationship with the buyer and make a good first impression. The good thing is, your buyer has already expressed interest in the product, all you have to do is identify if they’re a good fit. Easy, right? Not so much. Nearly half of your buyers will not convert. So how do you ensure that your conversation is meaningful, productive, and ultimately moves them down the funnel? It requires asking the right questions that not only qualify the buyer but ensure that your product can solve their problem ..read more

In sales, building relationships is one of the keys to succeeding, just ask best-selling author Jeffrey Gitomer. “​​Great salespeople are relationship builders who provide value and help their customers win.” A great client relationship increases retention, boosts sales, and strengthens your competitive edge. But how do you create a strong relationship with a prospect? It starts with a simple, yet complex discovery phone call. As a sales rep, you’re probably spending less than 30% of your time selling, and when nearly half of your prospects aren’t a good fit for what you’re offering, it’s cr ..read more

This week at the Microsoft Build conference in Seattle, Jeff Teper, President – Microsoft 365 Collaborative Apps and Platforms, showcased Highspot being one of the first companies to deliver direct integration with Microsoft 365 Copilot and Copilot for Sales to our customers. This builds on our longstanding partnership to expand the use cases and impact of generative AI (genAI). See below for what was announced. Continuing leadership in genAI Today’s showcase builds on previous announcements and collaboration between Highspot and Microsoft — and specifically our joint work to bring the power o ..read more

Imagine that only 28% of your sales reps expect to hit quota. As a sales leader, you’d probably scoff at this. But according to Salesforce, this is the reality for many businesses, and the pressure to hit revenue targets has companies looking to improve sales processes to boost performance. A quick Google search on “how to improve sales performance” will give you an exhausting list of things to try. From better coaching to setting clear goals to even hiring the right people. But every search result focuses on just one team: sales. What’s missing is a strategic approach that unites all your rev ..read more