Solve It Stories - Highspot

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS How Highspot helped Hyster-Yale accelerate its sales processes. THE CHALLENGE Hyster-Yale is a leading, globally integrated, full-line lift truck manufacturer offering a broad array of solutions aimed at meeting the specific materials handling needs of customers’ applications. With over 900 channel partner sellers in its North American sales team, it had implemented a number of tools such as a marketing collateral portal, sales playbooks, and an LMS system to help its employees. Hyster-Yale evaluated its multiple tools for sellers, marketers, and enablement professionals. It discovered they needed more effective ways to find the right content, training, and plays so they could help their customers quicker. Hyster-Yale wanted to find a better and simpler way to deliver existing sales assets and drive the adoption of Highspot helped our sellers, whether SFDC with its sellers. directly employed or a channel partner, follow recommended sales plays, which accelerated the sales process and THE OPPORTUNITY increased the likelihood of success. Businesses often need to replace a disjointed sales tech stack with a And in return, with greater visibility, we’ve single enablement tool that not only elevates rep performance but been able to analyze what works best and continue to improve incrementally. fosters deeper CRM adoption. These small increases in win rates have had a huge impact on our business. HOW DO THEY ... Bob Bladel · Improve the discoverability of sales VICE PRESIDENT resources in one unified platform? TRAINING AND SALES ENABLEMENT · Increase the adoption of Salesforce for its sellers? · Utilize insights about content usage and effectiveness for marketers to optimize sales plays? Hyster-Yale needed a solution that could help it provide sales enablement assets to its sellers in Salesforce. It was able to do this with the support of Highspot.

SOLVE IT STORIES TALES OF CUSTOMER SUCCESS FROM OUR PARTNERS THE SUCCESSFUL OUTCOME Once Hyster-Yale’s sales enablement leaders discovered Highspot, they realized the solution could improve a number of processes. Specifically, Hyster-Yale’s adoption of Highspot’s SmartPage™ technology opened up a number of benefits for sales reps such as: · Improved Content Recommendations: Highspot’s AI recommendations and “Best Bets” significantly improved a seller’s ability to find relevant content. Now that sellers have robust buyer engagement data, sellers can further deliver targeted content focused on precisely what the buyer is most interested in. · Context and Training for Unique Selling Scenarios: By turning its sales plays into dynamic SmartPages, Hyster-Yale can now provide Selling in manufacturing requires deep supplemental content that delivers context and training to all sellers, product knowledge and a holistic which helps reps better prepare for engaging conversations no understanding of customer pain points. matter how complex the industry or deal. Highspot has helped our sellers access and send the most relevant content to their · Insight-Driven Best Practices: With Highspot’s Content Genomics prospects by bringing our sales plays to life technology, Hyster-Yale is able to track how content performs and by creating guided, interactive experiences is customized, surface unique insights into content quality and with SmartPages. This helped our sales effectiveness, and identify repeatable successful sales motions. people accelerate the sales process and Highspot helps Hyster-Yale marketers optimize resources to deliver increase our likelihood of success. the best content for reps to more effectively close deals. Bob Bladel VICE PRESIDENT Later in 2022, Hyster-Yale will begin surfacing what sellers need to know, TRAINING AND SALES ENABLEMENT say and show from Highspot directly within Salesforce, which will not only drive greater adoption of Salesforce but will give Hyster-Yale greater visibility into deal cycles and increase close rates for sellers. THIS HAS RESULTED IN ... · The removal of three different locations that housed content · 20,000 easily located assets in one central repository · Global rollout of Highspot due to the success of the North American implementation CONSIDERATIONS FOR CUSTOMERS NEEDING TO DEVELOP THEIR OWN SALES ENABLEMENT STRATEGY Leaders need to think holistically about how they drive their sales enablement strategy. They should be considering how they manage content; onboard; guide and train sellers; engage with customers, and how they use analytics to optimize and replicate successes. Learn More Learn more about Highspot’s live chatbot solution on AppExchange.