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 optimisation, 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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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.
The Simple Trick That Will Make You a Better Listener
Have you ever struggled to talk less and listen more on sale calls? Read on for a simple yet effective technique for unlocking more insights in pitches.
Make Your Sales Training a Big Success
Salespeople can’t sell effectively unless they learn effectively. Learn how to set them up for success with modern sales training and technology.
How to Drive Adoption of Sales Technology
Sales reps are inundated with more tools than ever, making adoption a challenge. Follow these 3 steps to ensure that your sales technology succeeds.
Best Sales Tools to Supercharge Productivity in 2019
The right tools can make all the difference. Sellers will be most productive with a strategic tech stack. Find out how to get the best sales tools in 2019.
What’s Getting in Your Way of Becoming a Top Performer? It Might Just Be Your Work Environment
New research reveals the connection between work environment and productivity. Take your results to new levels with these actionable tips from RAIN Group.
Conversation Mastery Is Key to Fast and Successful Onboarding
Prepare sellers to lead compelling customer conversations with these sales onboarding tips from DSG on how to train reps to achieve "conversation mastery."
The Secret to Scaling Sales Effectiveness
To increase quota attainment, sales leaders must improve the effectiveness of their core sellers. Find out how to scale these efforts with these insights.
Scalable Quota Attainment Requires Sales Effectiveness
Sales effectiveness can only be obtained by scaling the success of all sales reps — not just the top performers. Learn how to boost core sellers' success.
Types of Sales Tools That Boost Productivity
How do you guide your sales team to achieve better results? The answer lies in using the right tools and strategies to improve sales productivity. See how.
RAIN Group Shares 3 Easy Ways to Develop Self-Accountability and Achieve More
Follow these three tips from sales training company RAIN Group to improve self-accountability, stay focused, and achieve greater success.
Aligning Sales and Marketing for Shared Success
Achieving sales and marketing alignment is often easier said than done. Find out why it matters and how to successfully align sales and marketing.
How Sales Teams Can Help with Content Marketing Campaigns
When marketers and sellers work together, great things happen. Take a look at the four ways a sales team can give your content marketing campaigns a boost.
Sales Training in the Age of the Modern Seller
Legacy methods of sales training don’t give modern reps what they need to succeed. Elevate your sales training with these best practices from Hootsuite.
3 Trends Transforming Sales and Marketing
With the TOPO Summit around the corner, we dove into three of today's – and tomorrow’s – hottest sales and marketing trends impacting the modern market.
How to Align Your Sales Collateral with the Modern Buyer’s Journey
These sales collateral examples and best practices provide tips you need to engage buyers at the right time with the right content and close deals faster.
6 Key Components of B2B Pipeline Generation
Maximise prospecting opportunities and deliver more qualified leads for your business with these 6 tried-and-true pipeline generation strategies.
Life Sciences Orgs Need Sales & Marketing Alignment
Recent survey findings reveal a clear opportunity to improve sales and marketing alignment in life sciences. Learn how to resolve the misalignment today.
How to Create Content That Fuels Revenue Growth
Creating content that provides value and generates leads to fuel revenue growth follows a methodical process with some key steps. Here’s how to get started.
4 Ways to Win a Buyer’s Heart
A strong sales engagement strategy is the key to winning a buyer's heart. Use this guide to build a strategy that resonates with buyers and sellers alike.
The Top 5 Strategies to Drive Sales Productivity
With these 5 steps, you'll have the building blocks you need to support sellers and continually discover new opportunities to optimise sales productivity.
These 3 Companies Are Maximising Their Sales Content – Here’s How
Get the most out of your sales content – learn how leading organisations solve challenges and achieve next-level results with sales enablement.
New Year and New Opportunities to Provide Better Sales Onboarding
How can you make the most of every chance to improve the sales productivity of your reps? Here are five important opportunities to keep top-of-mind.
How to Define and Measure Sales Effectiveness
It can be difficult to assess your sales team's efforts. Follow this guide to define, measure and improve sales effectiveness to help sales reps to succeed.
SKO: Planning and Prep for Success
Jumpstart the year with a successful sales kickoff that promotes alignment on the buyer's journey across sales and marketing. Here's how to SKO like a pro!
How to Create Marketing Content That Sales Will Love
How can you ensure that your sales team will use your marketing content? Discover 5 tips to create content that your sales team will not only use, but love.
Personas for Marketing and Sales Alignment
Buyer personas are essential for sales processes and communication. Learn to create effective personas that align sales and marketing teams with content.
Guided Selling Best Practices to Close More Sales
With these best practices, you'll better understand what makes up effective guided selling that helps sales reps move buyers toward purchase decisions.
4 Steps to Sales Pitches That Engage Your Buyers
A marketer shares 4 tips (and a sales pitch template!) to help you build pitches that your sales team will use. Are you following these best practices?
The Relationship Between Winning Sellers and Content
With these strategies, you'll learn how to effectively use core sales content to empower your sales reps with content management via sales enablement.
3 Reasons Why Sales Enablement Matters to Marketers
Sales enablement answers the questions that marketers have about content performance. See what life looks like for marketers empowered by sales enablement.
4 Best Practices That Will Turn Your Sales Playbook into Sales Action
DSG and Highspot recently surveyed 74 organisations to discover the best practices for sales playbooks. Read about four key findings from the research.
7 Essential Elements of a Winning Sales Playbook Template
Use this sales playbook template to create a modern playbook that will keep reps focused and on-message across different selling scenarios.
Breakthrough Marketers Know Best: Why Highspot Took Home Two Awards
Learn why Highspot won two MarTech Breakthrough Awards for Best Overall Sales Enablement Software Solution and Best Content Performance Management Solution.
Account-Based Marketing in the Age of Authenticity
Find out why authenticity matters in account-based marketing and how to implement ABM strategies in this recap of #FlipMyFunnel.
REEL Sales Enablement with Phill Sundal at DiscoverOrg
Phill Sundal of DiscoverOrg outlines the successes and failures he encountered as he worked to bring sales and marketing into alignment at his company.
Opportunities for AI in Your Sales Tech Stack
Sales AI can give your team the productivity boost it needs to succeed. Follow these 6 tips to begin using AI to streamline your sales processes.
The Secrets to Creating Winning Sellers
What are the traits that make up winning sellers? Let's take a look at their anatomy and the steps that leaders can take to nurture more successful reps.
REEL Sales Enablement with Erin Osman at Dun & Bradstreet
Erin Osman recounts how she streamlined Dun & Bradstreet's sales enablement strategy and shares advice on how to implement a holistic sales enablement plan.
Why Forced Learning is Ineffective for Sales
Choosing the wrong sales training methods can hinder sellers' success. Learn about the top training tactics to avoid – and discover six tips to try instead.
6 Tips to Tune-Up Your Sales Team’s Productivity
Sales productivity = profit. Follow these six steps to identify areas of improvement and opportunities to achieve greater productivity on your sales team.
REEL Sales Enablement Interview with Joe Andrews at InsideView
A VP of Marketing reveals his top sales enablement advice and shares what he learned from directing sales enablement efforts at InsideView.
The Framework for a Solid Sales Playbook
The sales playbook has evolved. Prepare your sales team to provide personalised responses to prospective buyers at a moment's notice with these five steps.
Looking to the Future: What’s Next for Medical Device Sellers and Marketers?
Read 4 takeaways on how to innovate to meet shifting demands and succeed in medical device sales from Enrico Vietri, Director of Digital Strategy at Aetna.
Explore blogs related to everything buyer engagement. From digital sales rooms to relationship-building techniques, Highspot’s got you covered.
Learn how to use Highspot like a pro. Take your sales enablement strategy to the next level with best practices on how to use Highspot.
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.