Highspot
Overview
Highspot is a leading sales enablement platform that empowers sales teams to improve productivity and drive revenue growth through AI-driven solutions. The platform offers a comprehensive suite of tools for managing sales content, executing sales plays, engaging buyers, and training and coaching sales reps, all within a single, unified platform.
Industry: Sales Enablement
Ideal Customer Profiles: Highspot's ideal customers are large enterprises and global companies with extensive sales teams, particularly those in industries such as technology, financial services, healthcare, and manufacturing, looking to enhance their sales enablement strategies and improve sales productivity.
Website: highspot.com
LinkedIn: http://linkedin.com/company/highspot
Twitter: http://twitter.com/highspot
Products
Sales Content Management
Highspot's Sales Content Management system centralizes and organizes sales content, making it easily accessible and actionable for sales reps. It uses AI to enhance content searchability and alignment with buyer journeys, ensuring that sales teams have the most relevant and effective content at their fingertips.
Features
AI-Powered Search
Description: This feature allows sales reps to quickly find the right content by using AI to search and filter through resources based on various criteria such as buyer personas and sales stages.
Benefit: Sales reps save time and increase efficiency by quickly accessing the most relevant content for their sales scenarios.
Real-Time Content Analytics
Description: Provides dashboards and reports that track how content is used by sales teams and its impact on deals, helping marketing teams refine their content strategies.
Benefit: Enables data-driven decisions to improve content effectiveness and drive sales engagement.
Content Governance
Description: Offers tools to manage content publication, sharing, and customization, ensuring compliance and brand consistency through approval workflows and audit trails.
Benefit: Reduces risk and ensures that sales reps always have access to compliant and up-to-date content.
Content Synchronization
Description: Synchronizes content from various repositories into a centralized location, streamlining access and management for sales teams.
Benefit: Improves sales efficiency by reducing administrative tasks and ensuring consistent access to content.
Generative AI for Content Management
Description: Uses AI to organize content and generate descriptions, expediting content governance and ensuring all items have necessary metadata.
Benefit: Enhances content management efficiency and accuracy, saving time for marketing and sales teams.
Sales Plays and Playbooks
Highspot's Sales Plays and Playbooks provide a structured approach to sales execution by bundling critical guidance, training, and content into a single resource that sales reps can access on-demand, ensuring consistent and effective sales strategies.
Features
Guided Sales Plays
Description: Provides predefined sales plays that guide sales reps through the sales process, ensuring they have the necessary knowledge and resources to succeed.
Benefit: Improves sales execution and consistency across the sales team.
Comprehensive Sales Playbooks
Description: Bundles content, training, and templates into a single resource, providing a comprehensive guide for sales conversations and follow-ups.
Benefit: Streamlines sales processes and ensures sales reps are well-prepared for every interaction.
Actionable Scorecards
Description: Tracks the adoption and effectiveness of sales plays, providing insights into content engagement and revenue impact.
Benefit: Enables continuous improvement of sales strategies and processes.
CRM Integration
Description: Integrates sales plays with CRM systems, providing sales reps with real-time access to guidance and resources within their existing workflows.
Benefit: Enhances sales efficiency by providing timely access to necessary resources.
Digital Sales Rooms
Description: Creates interactive digital environments for engaging buyers, allowing sales reps to share curated resources and documents.
Benefit: Enhances buyer engagement and improves the quality of sales interactions.
Buyer Engagement
Highspot's Buyer Engagement tools enable sales teams to create personalized, interactive experiences for buyers, leveraging AI-driven insights to optimize engagement strategies and drive successful sales outcomes.
Features
Interactive Buyer Experiences
Description: Allows sales teams to create engaging digital sales rooms and personalized content for buyers, enhancing the overall buying experience.
Benefit: Increases buyer engagement and improves the likelihood of successful sales outcomes.
AI-Driven Content Recommendations
Description: Uses AI to recommend the most effective content for engaging buyers, based on past successful interactions and deal outcomes.
Benefit: Optimizes buyer engagement strategies and increases the effectiveness of sales efforts.
Buyer Activity Insights
Description: Provides detailed insights into buyer interactions and the impact of sales strategies, helping teams understand what resonates with buyers.
Benefit: Enables data-driven adjustments to sales strategies to improve buyer engagement and revenue outcomes.
Collaborative Content Creation
Description: Facilitates collaboration between sales, marketing, and enablement teams to create and share personalized content for buyers.
Benefit: Ensures that all teams are aligned in their efforts to engage buyers effectively.
Engagement Tracking
Description: Monitors buyer engagement data to identify successful strategies and areas for improvement, allowing teams to adjust their approaches accordingly.
Benefit: Helps maintain deal momentum and reduces the risk of losing potential sales.
Sales Training
Highspot's Sales Training platform bridges the gap between strategy and execution by providing comprehensive training and onboarding programs that enhance sales reps' skills and readiness, ultimately boosting sales performance.
Features
Agile Training Programs
Description: Offers flexible training programs that include interactive learning and video challenges, allowing for quick onboarding and skill development.
Benefit: Accelerates the onboarding process and enhances the skill set of sales reps.
Skill Certification
Description: Incorporates knowledge checks and certifications into training programs to ensure sales reps are prepared for various selling scenarios.
Benefit: Increases sales reps' confidence and readiness for customer interactions.
Just-In-Time Training
Description: Provides training materials within CRM systems and sales plays, reinforcing new skills and knowledge in real-time workflows.
Benefit: Ensures continuous learning and application of new skills in daily sales activities.
Integrated Learning Experiences
Description: Combines eLearning with live or virtual sessions to create comprehensive training experiences that certify sales reps on key skills.
Benefit: Enhances the effectiveness of training programs and ensures consistent skill development.
Performance Boost
Description: Focuses on increasing sales reps' confidence and readiness, leading to improved sales performance.
Benefit: Results in higher sales productivity and better sales outcomes.
Sales Coaching
Highspot's Sales Coaching capabilities leverage AI and data-driven insights to provide personalized coaching experiences that enhance sales reps' skills and performance, ensuring consistent sales success across the organization.
Features
Data-Driven Coaching
Description: Utilizes scorecards to identify successful sales behaviors and provide personalized coaching based on data insights.
Benefit: Improves team performance by focusing on behaviors that lead to successful sales outcomes.
Best Practice Replication
Description: Encourages the replication of successful sales practices across the team through role-playing and skill development exercises.
Benefit: Ensures consistent application of effective sales techniques across the organization.
Process Reinforcement
Description: Monitors the adoption of sales processes and provides coaching to reinforce methodologies and key messaging.
Benefit: Ensures that sales reps consistently apply the correct processes and messaging in their sales activities.
AI-Enhanced Coaching
Description: Enhances manager-led coaching sessions with AI insights, focusing on real-world meetings and customer interactions.
Benefit: Improves the quality of coaching and ensures that sales reps are well-prepared for customer engagements.
Quality Coaching
Description: Focuses on improving the quality of coaching by reducing manual tasks and allowing managers to provide high-value feedback.
Benefit: Transforms struggling sales reps into top performers and reduces turnover.
Quantitative Benefits
"12% Increase in Win Rate"
"14% Increase in Pipeline Generation"
"20% Increase in Sales Reps Attaining Quota"
"25% Decrease in Sales Rep Ramp Time"
"53% of CROs struggle to increase sales velocity and rep productivity"
"72% of salespeople are spending time not selling"
"28% of sales reps expect to attain quota this year"
"Almost half of CROs (48%) expect their spending on enablement to increase this year to overcome these obstacles and drive revenue growth."
"16% Increase in win rate"
"14% Increase in average deal size"
"20% Increase in reps attaining quota"
"18% Increase in revenue from new customers"
"15% increase in opportunities created"
"19% increase in buyer engagement"
"68% Play adoption achieved"
"100% stakeholder confidence in SFDC integration"
"76% improvement in buyer engagement"
"88% content findability"
"75% increase in adoption of Pitch capabilities"
"25% faster onboarding time"
"3 hours saved per week for reps"
"15% faster sales cycle time"
"94% increase in course enrollment"
"98% content findability achieved"
"155% increase in course completion"
"50% increase in marketing-influenced pipeline"
"20% improvement in content accuracy and relevance"
"14% improvement in recurring usage of Highspot"
"20% increase in quota attainment"
"15 hours saved per week for reps"
"10% improvement in win rate"
"50% increase in quota attainment"
"40% increase in average deal size"
"34% decrease in ramp time for new hires"
"40% increase in rep productivity"
"37% increase in rep engagement in enablement programs"
"2 hours saved per day for reps"
"94% adoption of the Highspot platform"
"18% increase in Pitch adoption"
"200% increase in customer engagement"
"2X increase in first-month sales activity"
"100% of quota met after implementing Highspot"
"15% increase in rep engagement in enablement programs"
"93% recurring usage of the platform"
"100% of reps see value in Highspot"
"20% increase in average deal size"
"16% faster sales cycle on average"
"55% decrease in rep ramp time"
"7% Increase in average deal size"
"8% Decrease in sales cycle time"
"We pass three million users, connecting companies and customers around the world."
"Tiger Global and Bain & Company invest in our next phase of growth, bringing our total valuation to $2.3 Billion as we take sales enablement mainstream."
"1000+ Employees"
"5 Global Offices"
"8M Users Connected"
"70% of B2B sales content goes unused, resulting in wasted time and resources."
Testimonials
"We've been able to lower ramp time by eight days. This is huge for us as we scale; the quicker we can onboard reps, the faster they can begin getting on calls with prospects."
Brooke Coletti, Head of Sales Enablement at Yellowbrick
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
"[Highspot's] training and coaching tool has improved reps sales skills and performance, leading to exceeding company sales goals."
Jeff Gunderson, Director of Sales Enablement & Training at DemandScience
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
"Highspot has helped us win many deals, giving reps the materials they need to have higher quality conversation. Highspot is absolutely mission critical for the organization."
Peter Zink, Sr. Director of Revenue Enablement at Sprout Social
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
"We have over a million dollars of revenue we've already tracked with Highspot and are now able to help our Sales Leaders understand what's resonating in the market."
Sarah Fricke, Sr. Director Global Sales Enablement at RingCentral
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
"We found that the people who were most successful were the ones who used the Highspot sales play we built for them."
Dana Klein, VP of Sales Strategy and Planning at Resolute Investment Managers
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
"We used a CMS to house our content, but struggled with version control and updated content. Highspot aligns us with marketing, allowing reps to find and send relevant content to buyers."
Dailah Lester, Sales Strategy Manager at PK Global (Lenati)
Source: Prove Content ROI with Sales Content Management - Highspot
"Highspot is at the core of understanding how content is being used and how our customers are engaging with it. We're able to measure which sales activity is driving revenue."
Dana Klein, VP, Sales Strategy and Planning at Resolute Investment Managers
Source: Prove Content ROI with Sales Content Management - Highspot
Customer Stories
Siemens Digital Industries Software
Problem: Needed to exceed annual growth targets
Value Add: Highspot helped Siemens Digital Industries Software improve their sales performance
Outcome: Exceeded annual growth targets by 100+%
GWI
Problem: Needed to improve buyer engagement
Value Add: Highspot helped GWI revamp its sales process, enhancing audience engagement and providing insights into content performance
Outcome: Boosted buyer engagement by 27%
Aetna
Problem: Needed to improve content governance
Value Add: Highspot helped Aetna improve sales efficiency and effectiveness
Outcome: Improved content governance by 62%
Alight
Problem: Needed to reduce sales cycle time
Value Add: Highspot provided integrated training and coaching to boost rep productivity and efficiency
Outcome: Cut sales cycle time by 9%
Allianz Trade
Problem: Needed to increase quota attainment and improve win rate
Value Add: Highspot helped save reps time and improve sales performance
Outcome: Increased quota attainment by 20%, saved reps 15 hours per week, and improved win rate by 10%
American Woodmark
Problem: Needed to streamline sales and customer care processes
Value Add: Highspot helped streamline sales and customer care processes
Outcome: Boosted adoption by 14%
Amwell
Problem: Needed to increase customer engagement and drive business outcomes
Value Add: Highspot empowered productivity with operational rigor
Outcome: Increased customer engagement by 200%
Apptio
Problem: Needed to drive effective change management
Value Add: Highspot helped drive effective change management
Outcome: Increased rep engagement by 41%
Attentive
Problem: Needed to drive consistency and impact with customer interactions
Value Add: Highspot helped drive consistency and impact with every customer interaction and post-sales motion
Outcome: Boosted win rates by 7%
Avetta
Problem: Needed to unify training content and maximize training ROI
Value Add: Highspot unified training content in a single system
Outcome: Increased rep engagement in training by 75%
Azul
Problem: Needed to streamline tech stack and boost business outcomes
Value Add: Highspot helped streamline tech stack and boost business outcomes
Outcome: Grew influenced opportunity to $17 Million
Baker Tilly
Problem: Needed to bridge sales and marketing and meet several business needs
Value Add: Highspot helped meet several business needs and served as a bridge between sales and marketing
Outcome: Increased win rate by 16%
Branch
Problem: Needed to gain actionable insights to drive engagement
Value Add: Highspot provided actionable insights to drive engagement
Outcome: Increased buyer engagement by 14%
CaptivateIQ
Problem: Needed a unified platform and proactive enablement strategy
Value Add: Highspot provided a unified platform and enabled a proactive enablement strategy
Outcome: Increased buyer engagement by 22%
Center for Creative Leadership
Problem: Needed to leverage enablement as a strategic driver of business goals
Value Add: Highspot helped improve sales performance
Outcome: Improved ROI by 4x
Checkmarx
Problem: Needed to reduce wasted time and accelerate sales cycle
Value Add: Highspot helped centralize sales collateral
Outcome: Reduced sales reps' wasted time by a third and accelerated sales cycle
Clario
Problem: Needed to centralize workflows across multiple sales teams
Value Add: Highspot provided a content and pitching solution that 250+ reps use with ease
Outcome: Centralized workflows across 6 sales teams
Clarivate
Problem: Needed to enable efficiency and provide insights for strategic business decisions
Value Add: Highspot's unified platform enabled efficiency and provided insights for strategic business decisions
Outcome: Increased quota attainment by 50%
Cleo
Problem: Needed to equip, train, and coach its teams
Value Add: Highspot leveraged integrations and provided a united platform to equip, train, and coach teams
Outcome: Improved rep engagement by 32%
Office Depot
Problem: Office Depot needed to improve content governance and equip teams with materials needed to succeed.
Value Add: Highspot changed the way Office Depot equips teams with the materials needed to succeed, from content to training.
Outcome: Office Depot improved content governance by 72%.
Source: Why Choose Highspot - Highspot
LaunchDarkly
Problem: LaunchDarkly needed a tool for generating and managing business-critical content.
Value Add: Highspot became a crucial tool for generating and managing business-critical content in LaunchDarkly.
Outcome: LaunchDarkly achieved 80% daily adoption of Highspot.
Source: Why Choose Highspot - Highspot
Yellowbrick
Problem: Long sales rep ramp time
Value Add: Highspot helped decrease sales rep ramp time
Outcome: Lowered ramp time by eight days, allowing for quicker onboarding of reps and faster engagement with prospects
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
DemandScience
Problem: Need to improve sales skills and performance
Value Add: Highspot's training and coaching tool improved reps' sales skills and performance
Outcome: Exceeded company sales goals
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
Sprout Social
Problem: Reps needed better materials for high-quality conversations
Value Add: Highspot provided reps with necessary materials for higher quality conversations
Outcome: Helped win many deals and became mission-critical for the organization
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
RingCentral
Problem: Difficulty tracking revenue and understanding market resonance
Value Add: Highspot enabled tracking of revenue and market resonance
Outcome: Tracked over a million dollars of revenue and helped Sales Leaders understand what's resonating in the market
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
Resolute Investment Managers
Problem: Identifying factors for sales success
Value Add: Highspot provided a sales play for the team
Outcome: Found that the most successful people were the ones who used the Highspot sales play built for them
Source: The Sales Enablement Platform that Drives Sales Productivity - Highspot
PK Global (Lenati)
Problem: Struggled with version control and updated content in their CMS.
Value Add: Highspot aligned them with marketing, allowing reps to find and send relevant content to buyers.
Outcome: Improved content management and alignment between sales and marketing teams.
Source: Prove Content ROI with Sales Content Management - Highspot
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