A Single Source of Truth Creates Consistency
To create more cohesive foundational building blocks for their sales enablement efforts, Nasuni implemented Highspot across both internal and external content channels. This meant moving from two or three separate systems that were used to provide information to sellers to a single, unified sales enablement platform. Not only has this made it easier for reps to communicate with documentation externally, but it has also offered unprecedented visibility into how sales content performs and resonates with customers.
Within their new unified system, Nasuni’s enablement team utilized Highspot capabilities like Spots to seamlessly organize assets and Sales Plays to educate sellers internally with contextual guidance on unique selling scenarios. “We took advantage of the opportunity to bring in an internal sales resources page, which really became the first stop for all our sellers to get what they needed,” said Haskell. This has helped make the internal process of clarifying expectations on what to use and how to execute more consistent across the board.
Additionally, Pitch Templates helped the team enable easy personalization for sellers of their customer interactions to better educate customers throughout the sales cycle, even before making direct contact over the phone or in person. And through Highspot Analytics, the team can now track what is being pitched and how it is landing with customers. “It’s creating an overall strategy for what that external-facing communication looks like and then we can track the effectiveness of it,” noted Haskell. These resources have been such a draw to sellers that the recurring usage rate of Highspot is now at 81%.