Highspot
SaaS
For SaaS tech companies, growth is the name of the game. But achieving that growth requires more than just a great product—it demands a revenue team that can effectively communicate value to prospects and customers. This was the challenge for Highspot, a leading sales enablement platform.
The Challenge
Highspot was already growing at an impressive rate, but they knew they could do even better.
The company had recently undergone a significant sales motion change, asking their account executives to start prospecting—a task they had never done before. This shift required a top-to-bottom overhaul of their training approach.
As Kelly Lewis, Vice President of Revenue Enablement at Highspot, explains, “We were looking to solve, ‘hey, our competitive win rate—it’s pretty good, but we think it could be better. How do we amplify that?’”
But the challenge wasn’t just about improving win rates. Highspot also needed to ensure that their messaging was consistent across the organization. “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,” Lewis recalls.
the solution
To tackle these challenges, Highspot partnered with Corporate Visions.
The goal was threefold: develop a unified messaging strategy, equip the sales team with the skills to deliver that message effectively, and provide customized training and tailored messaging for their post-sales team.
The first step was a messaging workshop that brought together stakeholders from across the organization—from frontline reps to the executive team. “For the first time, because the CEO was in the room and the executive team was in the room and we had frontline 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,” says Lewis.
And alignment was just the beginning. Highspot also invested in skills training for their sales team. “Having former CEOs, CFOs in the room talking with them was so inspiring,” Lewis notes. “I’ve never seen people leave a training event so excited.”
Crucially, Highspot recognized that their post-sales team had different needs than their sellers. “We really wanted to make sure that there was something specific for our post-sales team,” Lewis explains. “We wanted our account managers to feel like they were getting customized training and messaging based on their role.”
The results speak for themselves. With a unified message, a skilled sales team to deliver it, and tailored training for their account managers, Highspot has seen significant improvements in their messaging alignment and growth trajectory. “When you see our CEO on stage or you had a rep doing a discovery call, they were literally saying the same thing,” Lewis explains.
Looking ahead, Highspot has big plans to continue this momentum. “We’re going to be really thinking about digital selling,” says Lewis. “Digital selling is the name of the game, so we’re going to spend a lot of time there in the next six months.”
Highspot is poised for even greater success in the years to come. By investing in their entire revenue team and creating a unified message, they’ve shown that growth isn’t just about the product—it’s about empowering the people behind it.
- Developed a unified messaging strategy
- Equipped their sales team with the skills to deliver new messages effectively
- Provided tailored skills training for their post-sales team
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