Sales and Marketing Management
Explore the latest material on sales and marketing management. In this category, you can find topics related to sales and marketing alignment, effective lead generation, sales content optimization, go-to-market and product launch plans, sales and marketing operations, and more. So if you want to drive true sales and marketing harmony, you’re in the right place.
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The Evolution of Sales Readiness – from Classroom to Training-in-Context
Discover how sales readiness has become a must-have for every sales organisation's onboarding, sales communication and sales training processes.
How Top Sales Reps Rise Above the Rest
New research reveals what top sales performers do differently to consistently exceed expectations and crush their quota.
Leave No Salesperson Behind: How to Win Together
Consistent winning comes from teamwork. Now, more than ever, sales leaders need a way to help all their reps get in the game.
The Intersection of Culture and Sales Performance
There is a secret ingredient to sales success — and it's not a playbook, intelligence tool, or even hiring top sales trainers.
Five Biggest Sales Prospecting Mistakes Sellers Make (And How to Avoid Them)
These common prospecting mistakes get in the way of connecting with your buyer — find out what they are and how to avoid them.
13 Stats That Reveal Which Marketing Strategies Really Work
Marketers are asking, “How can I make my brand stand out?” Data from the latest research answers this question and more.
Getting Go-To-Market Teams on the Same Page
Discover how to close the gap between your revenue-generating teams so that you can drive incredible outcomes for our customers.
3 Resolutions for Engaging B2B Customers in 2021
2020 may have come to an end, but change will continue to happen. Here are three resolutions that all leaders should be thinking about.
The Enablement Leader’s Guide to a Successful Virtual SKO
How can enablement leaders drive impact through a virtual sales kick-off? Follow these steps to supercharge your team in the new year.
Buyer Enablement: Definitions, Examples, and Best Practices
Buying has become complicated. In this guide, learn how to empower your buyers with everything they need to confidently purchase your product.
Sales Prospecting Success: 4 Steps to Creating New Conversations
How can you catch buyers' attention in 2021? It starts with a strong attraction campaign. Here’s how to get started.
The Art and Science of Personalized Selling
Discover three ways to create the personalised experiences that win over customers — and the technology to help you do so.
How to Bolster Your Sales Talent Pipeline
See how instituting a formal sales development program empowers the next generation of leaders and secures sales success at scale.
Five Trends Defining the Future of Sales Success
Review these five trends that are defining the future of B2B sales with insight from the new Forrester report, The Democratization of B2B Sales.
Four Ways to Revamp Your Marketing Strategy for Our Virtual Reality
Rethinking how you connect with customers can help you stand out in an increasingly noisy digital world. Here are four ideas to get you started.
Three Questions Sales Leaders Should Ask for Better Buyer Conversations
Sales leaders must empower their teams with renewed emphasis on expertise, empathy, and interactivity. Ask yourself these questions to get started.
How to Generate Revenue with Interactive Content
In the battle for buyer attention, interactive content can provide an advantage. Learn how to use interactive assets to generate more ROI for your business.
Sales Organisation Structures for Success: Models, Tips, and Best Practices
With the right sales organisation structure in place, your teams will have everything they need to not just meet but exceed quota and crush the competition.
Four Ways to Refresh Your Sales Asset Management Strategy
Leading retailers know that how you sell is as important as what you sell. Find out how to build dynamic seller experiences with merchandising strategies.
Three Ways Marketers Can Measure the Impact of Sales Content
By diving deep into your enablement platform’s analytics, marketers can uncover trends in content consumption and impact. Here’s how to get started.
Why Video Should Be Marketers’ and Sales Reps’ Go-to Weapon
Video is now a fixture of nearly every successful marketing campaign. Find out how video can support sales, drive demand, and build connections with buyers.
How to Navigate the New Selling Reality
Read about new Highspot features that improve sales performance, empower digital selling, and deliver an unmatched Salesforce experience.
Tips to Investing in Tools That Teams Will Actually Use
With a plethora of enterprise technology solutions in a time of intense budget scrutiny, how do you know which tools your teams will love and adopt?
Why Revenue Enablement Is the Secret to Boosting Business Outcomes
Highspot and Forrester reveal how organisations are driving success through revenue enablement – even during uncertain economic times.
How to Boost Team Collaboration — Through COVID-19 and Onwards
See how sales enablement can accelerate collaboration and help you achieve the agility you need to navigate uncertainty with control and confidence.
Research Highlights the Importance of Your “Behind the Scenes” Processes
Review several key takeaways from Richardson and SPI's recent research and explore ways sales organisations can adjust their processes to drive success.
The First Steps to Sales Effectiveness
Sales leaders need go-to motions to align sales content with field-ready skills to prepare sellers. Learn what to do to enable sellers to sell effectively.
3 Types of Product Marketing Collateral That Boost Sales Win Rate
Get guidance from Crayon on the 3 types of marketing collateral that product marketers can create to help salespeople improve their odds of winning deals.
Tomorrow’s Success Requires Virtual Enablement
Marketing and enablement professionals are wondering how to remotely support quota-carrying teams. Focus on these 3 areas to drive real impact.
The Surprising Psychology of Customer Expansion
To sell more effectively to both prospects and customers, sellers and marketers need to tailor their message to match that psychology. Find out how.
How a Modern Sales Enablement Toolset Drives Business Impact
In their new report, Forrester explores how modern sales enablement improves customer experience and drives business impact. Find out what they discovered.
How to Win in the Era of Digitised Selling
Get the action-ready insights you need to jumpstart your transformation with this new guide to winning with digital selling from Forrester.
The Sales Stack for Closers
Cut through the noise and meet the tools that make up the ideal sales technology stack. Gain a starting point in the journey of building your own stack.
What It Takes to Win the Battle for Financial Talent
There are fast, lasting actions that financial institutions can take to change the face of their workforce. See how Highspot can modernise your technology.
What Business Enablement Is — and Why You Need It
In this guide, we’ll show how to create effective business enablement programs that streamline tech ops to deliver real impact.
Align or Be Left Behind: Why Sales and Marketing Alignment Is Essential
Learn what you stand to gain from aligning your sellers and marketers and how you can overcome common obstacles in the journey to achieve better alignment.
3 Simple Things Marketers Can Do to Support Sales
Having the right tools is just the beginning — here are three foundational best practices to support your sales team and drive business growth together.
How to Make Every Seller a Top Seller
Boost your sales team's effectiveness with these tips to capturing and implementing the secrets of top sellers from JP Mantey at Icertis.
Top Sales Predictions for 2020
Customers are rewriting the rules of business. Get on top of your game by staying informed on the top three sales trends that are already shaping 2020.
8 Ways to Make Every Sales Conversation Count in 2020
How do you make the shift from generic pitches to personalised conversations? Put the following 8 steps into practice to stop selling and start advising.
Kickstart the New Year with a Successful SKO
Exceed your team’s expectations, ignite inspiration, and set your company up for success by following these steps to a successful SKO.
3 Reasons Storytelling Is Vital for Great Sales Numbers
Storytelling can greatly elevate the selling experience. Read on for three reasons why storytelling is essential for success in the modern-day sales cycle.
Mind the Customer Experience Gap
Find out how sales enablement helps teams have great customer conversations that result in the kind of experience that fosters loyal, trusted partnerships.
How to Map, Audit and Optimise Content Along the Buyer’s Journey
Don't leave valuable insights on the table. Create a strategy to optimise your sales content by mapping to the buyer's journey with these actionable tips.
How Great Marketers Use New Technology to Drive Sales Success
Learn how real-world marketers use Highspot SmartPage technology to enable their customer-facing teams, prove ROI, and ultimately drive strategic growth.
How to Get Through to Busy Buyers
Review recent survey data from the RAIN Group Center for Sales Research and get actionable buyer engagement tips for email, phone, and direct mail.
Can AI Help You Overcome “No Decision”?
Discover how AI can help sellers shift buyers from complacency to action and break free of the sales purgatory of "No Decision" that stalls sales.
Fall 2019: Top 7 Sales & Marketing Events
Review this events guide for fall 2019 of the top 7 sales and marketing conferences and events that will map to your goals and leave you feeling inspired.
Explore blogs related to everything buyer engagement. From digital sales rooms to relationship-building techniques, Highspot’s got you covered.
Get the latest information on everything Highspot. From updates and awards, to press releases and breaking news, you can see it all here.
Explore all things sales and marketing management. From aligning go-to-market teams to product launches, Highspot has the content to propel your team further.
Get the inside scoop on everything about sales content management. Learn how to drive content adoption, properly govern content, and more.
Whether you’re a sales enablement pro or just getting started out, you will find everything you need to launch a successful sales enablement strategy.
Sales plays and playbooks are crucial for winning more deals. Explore blogs around playbook KPIs and goals, how to create and execute a sales play, and more.
Get ready to crush quota with Highspot’s insights, tips, and best practices on sales training, sales coaching, and sales onboarding.