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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Putting the “We” Back in “Team” for Sales and Marketing
See why aligning sales and marketing teams provides significantly better revenue results with reduced churn, and learn how to bring the teams together.
Going to Inbound? Join Us to Learn How to Become a Content Marketing Hero
As marketing automation platforms like Hubspot emerge, you are now able to measure content. Hubspot lets you analyze & optimize your content marketing efforts.
Content Is King … Or Is It?
If 65% of content for sales goes unused, a lot of money is going down the drain. Leverage sales content performance analytics to ensure high ROI on content.
Sales Content Analytics Drive Business Optimization
Analytics are the key to performance optimization. The ability to measure performance and get feedback has revolutionized marketing. See how to get started.
The Sales Content Conundrum
Marketing team production & sales team usage are frequently disconnected. This relationship is usually a factor of content relevance & accessibility.
Don’t Ignore the Last Mile of Your Sales Process
Are sales and marketing hitting a bottleneck in the "last mile" of your sales process? See why it's critical to resolve this friction in the buying process.
Why Context Is So Important in Sales Enablement
Find out why leveraging a “context-aware” sales enablement platform makes easy to successfully align sales with the right content at the right time.
How to Structure Your Sales Enablement Team
How do you organize and structure a sales enablement team? These three areas of responsibility lay the foundation for your sales enablement group.
How to Prove Your B2B Marketing Is Actually Working
Prove that your B2B marketing is working with these two key measures, and learn how sales enablement can help you calculate these metrics.
CIO Magazine: Getting a Handle on Marketing Technology
CIO magazine discusses the hardship of measuring sales content performance. They've highlighted how Highspot can solve this problem by using our scoring system.
The 4 Pillars of the Sales Technology Stack
Learn how to break the sales technology stack into 4 main parts that map them back to your sales model and buyer's journey to get the most out of your tech.
3 Things the Marketing Team Can Teach Sales Reps
To boost company success & output, your sales & marketing teams must have a shared purpose. Learn about how your marketing team can help in achieving alignment.
3 Things Sales Reps Can Teach the Marketing Team
Achieving sales & marketing alignment is essential for success. Through easy communication, both teams can learn to perform cohesively & effectively.
Sales and Marketing Alignment Is Still a Problem
Unlocking content engagement data from creation to pitch can align sales and marketing teams, improving marketing assets and sales outcomes. See how.
Does Your Company Need a Chief Revenue Officer?
Learn more about what a Chief Revenue Officer does and discover what a Chief Revenue Officer could bring to your company.
Five Traits of Great Sales Leaders
Sales leadership is more than just about closing a deal. Here are 5 traits that make a great sales leader successful in a organization.
A Sales Qualification Framework for Any Business
The 3-part Sales Qualification Framework is a proven, simple, and effective system. You can use it for qualifying leads and understanding customers' needs.
Agenda for the Next Meeting Between Your CMO and VP Sales
From a discussion on boosting revenue to your SLA. These 6 focus points should be at the top of the agenda for the next meeting between your CMO & VP of Sales.
How to Increase Sales with Better Timing
Great sales leaders know the power of the sales trigger that signals when the timing is right for engagement. Learn how to improve your sales team's timing.
3 Ways to Accelerate Sales Pipeline Performance
See how to accelerate sales pipeline performance to build a high-performance customer acquisition engine with these 3 related but different building blocks.
Forget About Resolutions and Focus on Effective Customer Engagement
This year, why not resolve to improve when and how you communicate and interact with your customers and prospects? See what to focus on with these tips.
3 Reasons to Add a Sales Enablement Platform to Your 2015 Plan
Sales enablement platforms are designed to help sales teams become more productive. They offer a variety of features & functionality, including sales training.
5 Keys to a Great Sales Pitch
With these five keys to a great sales pitch, gain the foundation you need to improve the time you spend selling and the results from those efforts.
How Great Salespeople Earn the Next Step
Learn more about how focusing on the “desired end state” of each sales stage helps sales reps generate the momentum they need to make forward progress.
Set Your Sales Pitch Apart by Asking Informed Questions
Find out why asking thoughtful questions that highlight knowledge of the problem and solution is both rare and differentiating in sales pitches.
Focus on Customer Need and Desired Outcome in Your Next Sales Pitch
Find out why it's important to focus on the solution that the prospect is seeking rather than the features you offer in sales pitches.
The Buyer’s Journey Matters More Than Your Sales Process
Learn how to time sales pitches to prospects' decision-making processes instead of sellers' sales processes to maximize buyer engagement and win more deals.
A Better Way to Prepare for Your Next Sales Call
There are many ways to prepare for a sales call, but there is no one perfect way. Here are some tips on how to prepare for your next sales call.
Why Is Every Sales Pitch Deck Different at Your Company?
Without understanding what makes content effective, sales and marketing misalignment happens. Find out how to organize and track content for sales success.
Engage More Effectively With Your Customers
Discover how to overcome three problems that hold back marketing and sales teams from closing more deals and learn how to engage customers with content.
How to Measure Content ROI
Learn why connecting the dots between what marketing produces, sales uses, and the customer consumes is a key part of measuring and tracking performance.
Does Your Content Work for Your Sales Team?
Do you know how effective your sales content is during the sales process? Find out how to measure sales content performance to make content work for reps.
Life After an MQL: Now Your Content Really Matters
Content for sales engagement differs from content for demand generation. Find out how sales enablement helps you create content that resonates with buyers.
5 Keys to a Powerful Sales Playbook
What does it take to create a playbook that is a valuable tool for closing deals? Review these 5 keys with best practices to making a playbook that works.
Add Content Engagement to Your Sales Training Plan
Content engagement is the new lead generation. Learn how to use content to create an engaging customer experience and increase your sales pipeline.
Content Creation Is Just the End of the Beginning
Marketing teams work to create compelling content for sales to share. But how do you assess whether it's working? Learn how to close the loop between channels.
Does Your Sales Enablement Content Balance Control and Flexibility?
Sales portals often fail because they lack continuous learning and feedback between marketing and sales. Take yours to next level with sales enablement.
Accelerate Your Sales Process with Intelligent Content
Content is a staple part of closing deals. But how do you identify what is good or bad content? Here we go over how to accelerate your content
Is Your Marketing Content Falling into a Black Hole?
See why you need a sales enablement solution to help your marketing and sales teams share, identify, and discover content that helps win deals.
Playbooks for the Buyer Revolution
Changes in the modern buying process has led to the creation and proliferation of a new type of sales playbook. Learn what modern sales playbooks look like.
Making Search Work
See how Highspot connects everyone in your company with what they need by putting your knowledge to work to serve up the right content at the right time.
The Trouble with Tags
Find out why organizing content with tags fails — and why Highspot's approach to content management with AI and machine learning comes out ahead.
Machine Learning in the Workplace
Discover how Highspot uses techniques from machine learning and data science to deliver the right content at the right time to marketers and sales reps.
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.