Case Study: Highspot Boosts Win Rates with New Messaging and Just-in-Time Enablement

My name is Kelly Lewis and I'm the vice president of revenue enablement at Highspot. One of the things that we were confronted with most recently was we made a big sales motion change and as part of that sales motion change, we were asking our account executives to start prospecting. And that was a motion that they had never done before. And so we were training them from top to bottom, how do you do the prospecting motion? How do you research accounts? And then how do you have that initial call with a customer? We were looking to solve, hey, our competitive win rate is pretty good, but we think it could be better. How do we amplify that? I think the next thing was we were just trying to increase our growth year over year. Like all SaaS tech companies, growth was the name of the game for a very long time and so we were thinking we were growing at a great rate, how do you grow at an amazing rate? We did a really thorough selection process and we really wanted to make sure that there was something specific for our post-sales team. We wanted our account managers to feel like they were getting customized training and messaging based on their role. It's so different than our pre-sales teams and we frankly weren't giving that enough consideration. So the fact that we could give dedicated training to our pre-sales team versus our post-sales team was huge. One of the great things that came out of the messaging workshop was that our reps were giving us feedback for a really long time that the messaging our CEO was delivering was not the same messaging they could deliver. And so for the first time, because the CEO was in the room and the executive team we had front-line reps in the room and they aligned to a message, we had something that all levels of the organization could share together and believe in. And so when you saw our CEO on stage or you had a rep doing a discovery call, they were literally saying the same thing. Our reps were really encouraged by the skills training. Having former CEOs, CFOs in the room talking with them was so inspiring and I've never seen people leave a training event so excited. We actually have a lot of plans for corporate visions over the next couple of years. We're going to be really thinking about digital selling. We spent a lot of time kind of debating whether or not our teams were going to go back in the field and meet in person or if we were going to remain doing digital selling and digital selling's the name of the game. So, we're going to spend a lot of time there here in the next 6 months.