Digital Sales Rooms and Salesforce Integration Elevate Customer Collaboration
By implementing Highspot, SentinelOne not only solved its content management challenges but also empowered reps to deliver an enhanced customer experience. The team quickly embraced Highspot as a centralized hub to unify storage, enhance content findability, and improve visibility into content performance. But to truly drive rep adoption, SentinelOne leveraged Highspot’s Salesforce integration to weave Highspot into their daily workflow. By delivering targeted content with AI-powered recommendations directly in Salesforce records, enablement could equip sellers just in time. The team also captured key insights, including how buyers are engaging with the content throughout the sales cycle to help move deals forward. This streamlined the sales process for reps and accelerated Highspot adoption once reps experienced how it improved their customer interactions.
Early on, the team realized the potential impact of Highspot’s Pitch capabilities on customer engagement. By adopting Pitch templates in all phases of the sales cycle, reps optimized communication through targeted, personalized pitches.“We started by examining all stages of the sales cycle and identifying the type of templates that would be most useful to reps and the type of content that would be most useful to customers,” said Portugal. “We now have templates for every sales cycle stage, from generating interest to post-sale onboarding.”
The team further enhanced personalization and customer collaboration by leveraging Pitch Styles to create digital sales rooms that provide a branded, centralized microsite for relevant content.
With access to these types of actionable insights, SentinelOne consistently monitors such as content usage, pitch engagement, and adoption to tailor its approach to the needs of sales reps and customers. “We’re utilizing almost all of the Highspot reporting features and regularly monitoring the pitch engagement and content usage metrics,” noted Portugal.