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.