Highspot: Everything You Should Know

Highspot — a sales enablement platform that aims to align teams with a central location for content and documentation — aims to empower organizations to boost customer satisfaction and drive revenue growth. 

In our overview guide, we’ll tell you everything you need to know about this sales enablement platform, including what it is, how it works, its features, its pros and cons, and alternatives if this platform isn’t in the budget. 

What Is Highspot?

Highspot is an AI-driven, unified sales enablement platform that aims to help users “define, execute, measure, and evolve” go-to-market strategies so teams can reach their revenue goals.

How does Highspot work?

Highspot works by allowing sales teams to access and control all of their resources and sales content in one centralized place. By providing an overall hub where teams can easily find information, Highspot assists teams in becoming more efficient so they can better serve clients.  

Who uses Highspot?

Tons of familiar brands use Highspot for go-to-market alignment. Some of Highspot’s top clients include companies like: 

• Aetna 
• Siemens 
• FedEx
• HSBC
• Vodafone
• DocuSign

Highspot Features and Capabilities 

Highspot has a plethora of interesting features and capabilities for sales teams to take advantage of. Here are the main features to be aware of and how they can improve efficiency on your team.

Content management 

One of Highspot’s primary claims to fame is its content management capabilities. Teams can upload, organize, and manage different types of content from documents to videos and presentations. This can be especially helpful for sales teams who need to personalize and customize their content for a specific client.

With these content management capabilities, reps can: 

• Browse, filter, and evaluate existing content
• Sync content across different systems
• Streamline content organization for the entire sales force
• Use real-time dashboards to analyze impact
• Audit existing content in bulk

Sales enablement 

Highspot also provides solutions in the form of sales enablement. Users can leverage this platform to prep for meetings and work on their pitches, all the while having access to relevant data and metrics whenever needed. This helps keep folks on the same page, even across teams, to boost all around alignment. There are also specific enablement tools for performance management. 

Integration capabilities 

Another top feature worth mentioning is Highspot’s integration capabilities. For example, users can easily use Highspot to integrate with other MarTech tools, like email marketing platforms, customer relationship management (CRM) systems, and other various sales tools. 

With over 100 different integrations, teams can stay connected, which can lead to faster sales cycles. For example, some of the top integrations include: 

• Microsoft
• Salesforce
• Google
• Confluence
• Salesloft
• Dropbox
• Slack
• Brainshark

Sales coaching and training

Highspot is also known for its sales coaching and training use cases. Specifically, teams can tap into this platform to ideate, create, and deliver training materials. Not only that, but sales leaders can even use it to track progress and coaching feedback.  

With sales coaching, teams can combat the forgetting curve by reinforcing training and coaching. By giving companies the ability to create stronger trainings, teams can be better equipped to win more deals.  

Data and analytics

On top of all that, Highspot also offers data and analytics so leaders can track overall team performance. This allows them to better measure how effective content is while also pinpointing specific areas where they can improve. 

Insights around client engagement can help move deals forward and keep sales teams on track.

Top 4 Highspot Advantages

Highspot has a handful of worthy advantages for organizations, no matter their size. Here’s where Highspot excels most with regard to its benefits for teams.

1. Its content repository facilitates content management.

Perhaps the biggest advantage of using Highspot is its centralized content repository. Having just one place that houses all your teams’ sales content is incredibly beneficial. It’s easier to organize, access, and manage when there’s a single location for the content to live. 

Instead of digging through hundreds (or thousands) of assets, teams can use the advanced search and filter capabilities to find exactly what they need, when they need it.  

2. It saves users time.

Many folks who use Highspot say it’s saved them a lot of wasted time. Having frequently used materials at your fingertips helps save time and streamlines the workflows of teams. For example, as mentioned above, users don’t need to manually search for everything. Instead, they can increase team-wide efficiency and stay organized. 

3. Highspot fosters collaboration.

Because Highspot promotes GTM alignment, it also helps foster an environment of collaboration and helps break down silos among teams. The interconnectedness of the platform encourages teamwork and effective cross-team communication, streamlining day-to-day processes. Knowledge sharing is much easier when there’s one central hub. 

4. It can improve overall sales productivity.

Not surprisingly, Highspot can boost sales productivity across the board — a huge advantage for any organization. Because streamlining various sales processes is so central to Highspot’s purpose, reps can work more effectively and waste less time on more tedious tasks. 

3 Highspot Disadvantages to Keep in Mind

Still, that’s not to say that Highspot is a perfect sales enablement solution. Here are three disadvantages to keep in mind when considering Highspot. 

1. The platform can be slow.

Although it might not be the case for everyone, many users have complained that Highspot’s platform runs slow. Specifically, some folks have shared that loading files like proposals and other documents can take some time. 

Unfortunately, having a slow interface can have negative impacts on overall sales productivity and success. Plus, if teams depend on Highspot too much, it can make these instances of slow runtime even more detrimental. 

2. Its interface is unintuitive and can be confusing.

In a similar vein, users of Highspot have also cited its unintuitive interface as a point of contention.  Especially for brand new users, it can be complicated to set up and get the hang of since there are so many use cases. 

Some people have described an inadequate user experience, specifically when it comes to navigating the platform successfully to find the information they’re looking for, according to reviews on TrustRadius.

3. Highspot might be out of the budget for some orgs. 

Although plenty of big-name organizations use Highspot for sales enablement, it’s not as accessible for everyone. For smaller companies in particular, this tool can run too expensive, especially if the budget is limited. 

In fact, Highspot isn’t transparent about its pricing. For more information on how much it could cost your team, you’ll need to reach out directly to Highspot for a quote.

Meet Yoodli: The Best Highspot Alternative

If you’re looking for Highspot alternatives, one such tool worth exploring is Yoodli. 

Yoodli is a virtual sales coach that leverages artificial intelligence to provide teams with intelligent, simulated sales roleplays for reps to practice. Top brands like Korn Ferry, Dale Carnegie, and Google already use Yoodli to boost seller attainment and decrease ramp. 

In a nutshell, Yoodli is similar to Highspot in that it provides valuable sales coaching, training, and feedback in a realistic sales environment. Where Yoodli stands out from Highspot is in its roleplay and sales pitch certification expertise.

For example, sales reps can use Yoodli to perfect their skills by engaging in AI-driven sales roleplays, whether it’s through inbound and outbound customer discovery or cold calling. Yoodli takes on your customer persona, allowing reps to go back and forth in conversation, the way a human would.

In contrast to Highspot, Yoodli’s easy-to-use interface is navigable and stress-free, allowing reps to start improving their skills immediately.

Anyone on the team can practice newly learned or existing skills as much as they want with no risk of losing deals or clients. And as a true sales coach, Yoodli provides direct, actionable feedback based on a person’s abilities. Its admin customizability allows companies to make Yoodli their own and optimize its capabilities around their use case, from manager training to pitch coaching and beyond.

But you don’t have to take our word for it. Take this recent case study from Google Cloud. The company needed to get over 15,000 sales reps up to speed and used Yoodli’s capabilities to do so. The case study results were such a success that Google now leverages Yoodli for other enablement programs, too. 

Companies also appreciate its enterprise-grade privacy, which includes SOC 2 Type 2, GDPR, and more.

And unlike Highspot, you can get started for free to see exactly how you and your team can use Yoodli at https://yoodli.ai/. 

The Bottom Line

At the end of the day, Highspot is a valuable tool used in many big-name companies. However, if at-scale sales training and implementation are more of what your team needs, definitely take advantage of an alternative like Yoodli to boost sales efficiency and team productivity.

Sources

• Highspot: “The Most Advanced Sales Enablement Solution,” “Prove Content ROI With Sales Content Management,” “Highspot Sales Enablement Integrations,” “Pricing.” 
• TrustRadius: “Pros and Cons of Highspot 2024.”