Sales Intelligence Weekly

More than ever, sales reps must rely on data, analytics, and technology – rather than intuition and experience – to know how to win deals. This means that the way that sellers learn about and interact their prospects is changing. With about 80% of the buyer’s journey happening through digital channels - your sales reps only have a small percentage of time spent with your buyer to seal the deal. This means that your sellers must have the resources and information they need to create a buyer-centric sales experience. In this episode, we’ll dive into best practices for sales enablement that can help you empower your reps to win more.

It’s no secret. The traditional sales process is changing. Leaders are having to help reps adapt and find better ways to reach their prospects through technology, automation, and data and adjust their sales playbooks to increase win rates. In a world where the buyer’s journey is shifting to a digital-first experience, how do you ensure the sales experience fits into that digital environment while still providing that genuine human experience for your buyers? Join us as we explore the digital transformation of the sales traditional sales process.

Sales coaching methods impact your win rates. In this episode, we’ll dive into coaching strategies that you can use to help your reps succeed, how coaching has evolved during the pandemic, and how you can determine what is and isn’t effective when it comes to your coaching methods.

The buyer journey is changing. Now, more than ever, it’s important to create a digital experience that prepares your buyer before an interaction with sales. In this episode, we’ll explore ideas around guiding the digital buyer through personalization, how you can use conversational intelligence to create better opportunities, and how this digital guidance impacts the sales experience.

Your contact database is full of insights that can help you win more deals. In this episode, we’ll explore how you can leverage your contact data to optimize your sales experience, create better opportunities for your reps, and increase win rates.

Your buyers will tell you what it takes to win their business. In this episode, we’ll dive into the ways that you can better leverage your buyer feedback as part of your marketing strategy. From competitive intelligence to sales enablement and beyond, we’ll explore the ways buyer feedback can help you make data-driven decisions for strategic direction.

What causes biases in a win loss program? In this episode, we’ll explore the reasons biases appear within win loss analysis, what common biases to look for, and how to eliminate those biases in your win loss program to discover why your reps are really winning and losing.

About Jarod Green

As Highspot’s VP of Product and Customer Marketing, Jarod Greene is responsible for empowering Highspot’s go-to-market teams to command category leadership. Prior to Highspot Jarod led go-to-market, thought leadership, and analyst relations at Apptio and Cherwell Software, and leveraged product marketing and management strategies as an analyst at Gartner.

About Highspot

Highspot is the sales enablement platform that increases the performance of sales teams by bridging the gap between strategy and execution. With Highspot, our customers turn initiatives into the actions that sales teams must execute and enable sales leaders to measure what is and is not working with deep and actionable insights. Companies like DocuSign, General Motors, Nestle, and Verizon Media use Highspot to equip, train and coach their sales reps. Executing your strategic initiatives with Highspot increases revenue drives consistent rep performance and improves rep ROI.

Guest: Dan Dawson

Company: Force Management

Sales experience matters. In this episode, we discuss the current state of sales experience, how it’s evolved over the years, and what we foresee sales experience to look like in the future. We’ll explore why sales experience is so important to the success of your business and steps you can take to improve it.