Technology is imperative in today’s world, and that’s especially true for sellers. Our revenue-generating teams have access to more tools than ever before, but that’s not necessarily a good thing. They need that technology to do their jobs, yes, but a glut of tooling means sellers focus more than they should on finding the right tools than their actual work.
It’s worth noting that an enterprise uses 991 applications on average, making the drive for efficiency a daunting challenge.
Tech stack consolidation is a critical conversation among sales and sales enablement teams to ensure they are equipped with the best—and fewest—tools necessary to do their jobs.
A vital tool in this consolidated stack is Salesforce. One of the most popular and powerful customer relationship management tools in the market. Salesforce is a must-have for revenue-generating teams.
What makes Salesforce so impactful though, is more than the technology powering its systems. Salesforce’s integrations with other tools that sellers use make it that much easier for these team members to find what they need and perform at their best. One of those powerful integrations is with Highspot.
Salesforce and Highspot: Taking Sales to the Next Level
The beauty of the Salesforce and Highspot integration is the value it provides when it comes to three key components of selling: sales productivity, customer engagement, and improved sales behaviour. The value of these benefits can’t be overstated; they make strong selling behaviour possible and drive predictable revenue growth.
The Salesforce-Highspot integration also takes work further by driving an equation in which 1+1 equals 3. Your sellers can work smarter, not harder, to drive business results.
1. Sales Productivity
According to an Accenture study, 74% of consumers abandon a buying conversation because they feel so overwhelmed by the amount of content available to them. Ensuring a seller has only the information they need to land a deal empowers them to go for it. The Salesforce and Highspot integration makes this possible.
With Salesforce, Highspot provides embedded content and engagement analytics directly in the user’s workflows, saving time while also providing the right materials to the seller at the right time. Personalised and targeted sales content is the seller’s greatest weapon in any customer conversation.
Sales activity is not, and should not, be about the grind. A unified system amplifies a seller’s impact by connecting all of the different pieces. Sellers should only need a single source of truth to find their content, training, and customer information. When you put all these tools in the same place where sellers live and breathe, it allows them to maximise that knowledge and data to produce better customer interactions.
2. Customer Engagement
Integrated data between Highspot and Salesforce ties sales activities and customer engagements to actual business outcomes. These rich insights surface best practices and shared knowledge that make a difference in sellers’ ability to attain quota. This data empowers sellers to repeat winning behaviours and to correct anything that misses the mark.
Additionally, customer engagement data gives context to leaders about what’s working and what isn’t. Not only does the Salesforce-Highspot partnership make that data accrual faster and easier, it also provides actionable ways for their sellers to apply those insights to what they do best.
3. Improved Sales Behaviour
Highspot-powered sales training and coaching are the secrets to maximising your sellers’ ability to close deals. This coaching provides actionable feedback and on-demand opportunities for improvement by leveraging the power of AI and helps prevent managers from filling their calendars with training sessions. With this level of training and coaching, Highspot reduces ramp time while maximising a seller’s efficiency. It helps sellers meet customers where they’re at, making for improved customer engagement, better deals, and more wins.
Salesforce, Highspot & AI
AI will continue to proliferate in every aspect of life, and sales is no different. The mutual investment in AI from both Highspot and Salesforce means users can harness its power to drive real results and better business outcomes. It’s a driving force of productivity.
Salesforce’s Agentforce technology allows its partners to work together in service of seller productivity, uniting different tools and data under one roof. Agentforce uses AI to increase efficiency and help sellers move more quickly through the sales cycle while identifying new areas of adaptability.
What I’ve learned since coming to Highspot is that our product has loads of untapped potential for many customers. It’s easier for business leaders to want to buy a solution that solves a problem than to look at ways they can fix it within their existing systems. Highspot and Salesforce’s investment into AI provides them with the ability to make the most of these two platforms, eliminating unnecessary subscriptions and allowing organisations to unleash their highest levels of productivity.
Need an example? Meeting intelligence through Highspot and Salesforce empowers sellers to better understand the conversations they’re having with customers or leads.
This super-charged accelerator is built for scale—it can and will help businesses grow. We’re at the start of seeing how much AI can help our customers and their sales teams close deals, experience improved customer engagement, and drive predictable revenue growth.
The Future of Salesforce and Highspot
AI is more than a trend. It’s an opportunity and a game-changing technology that will allow sellers to reach their highest potential. With the Salesforce-Highspot partnership, Highspot levels up to provide more than unparalleled content management capabilities. This seamless integration provides organisations with a unified system that gives their sellers everything they need to succeed.
The ability to connect the dots between all the different parts and pieces of the GTM sales process is its superpower. By leveraging incredible, next-level technology, Highspot and Salesforce provide users with one single source of truth that handles tasks for sellers so they can focus on what they do best: selling.
The potential for these tools to drive predictable revenue growth for customers is real, and it’s significant. By making the most of today’s technology, our customers will see the difference in their revenue streams. The future isn’t coming, it’s here. And it’s here with Highspot and Salesforce. Are you ready to enable the impossible?
Book a demo today to see how Highspot can help you make the most of your Salesforce environment.
