PERSONAS
What are our 3 main personas we sell to?
Sales Enablement, Marketing, Sales
Name 3 Competitors
BTC, Seismic, Showpad, Brainshark, Allego, MindTickle, Lessonly
Name 2 of our 3 co-founders.
David Wortendyke
Oliver Sharp
Robert Wahbe
What is the capability that allows you to save an item to your personal spot?
What product theme does Content Scorecard fall under?
Equip
What is the name of the event we host every quarter for Sales Enablement professionals?
Sales Enablement Soiree
Name 2 Showpad Switches
Aristocrat, Security Scorecard, InMoment, Revel Systems, S&P Global Platts, CAE
Name Highspot's CMO. Name Highspot's VP of Strategic Alliances.
CMO: Jon Perera
VP of Strategic Alliances: Jake Braly
What are the three types of pitches?
Email, Link, Live
How does content approvals help a marketing or enablement professional?
Content approvals ensures that a Spot owner (marketing/sales enablement) approves content before it gets shared externally with customers and keeps track of an audit history in case there are any issues with the shared content.
What is the difference between Sales Operations & Sales Enablement?
Sales Ops - tools, systems, efficiencies of rep workflows and tool stack, admin + rocess
Sales Enablement - training, content, messaging, communication
What LMS did Seismic acquire? (As of August 2021)
Lessonly
Name 3 of our global office locations.
Seattle, London, Paris, Munich, Berlin, Sydney
Explain Content Genomics
Analytics - parent / child relationship with content. Ability to see edits of original version and attribute it back; can identify success of document, see changes, all details of a document
Why are rep scorecards helpful to a manager?
Rep Scorecards aggregate the data about a Rep’s behavior in Highspot to allow managers to answer questions about preparation, execution, engagement, and success.
Explain 4 use cases a Sales Enablement Persona could utilize Smartpages for
Sales plays, onboarding, product release training, event guidance, compete training, sales communication, lessons, etc.
How do our integrations compare to our competitors? Name two integrations we support & what they do (Other than SFDC).
Wider range + deeper integrations
Name 4 guiding principles.
All in, learn it all, make it happen, invest wisely, open and real, earn the next challenge, collaborate across boundaries, details matter, enjoy the ride, MRI, invent the future!
Explain the Salesforce integration & value it provides
- autolog activities
- see how content is performing from a revenue standpoint.
-Works in reps workflow too to ensure they are as efficient as possible
What is Marketplace? Name a premium marketplace partner who’s sales methodology we leverage internally.
The Highspot Marketplace is a B2B marketplace on Highspot.com that hosts a library of public listings from our Marketplace Partners: third party organizations that specialize in a range of go-to-market expertise. Directly from each listing, Highspot customers can add premium and exclusive content directly to their own Highspot environments.
Corporate Visions
Name a business goal that relates to marketing professional and identify an objective they are focused on executing (as it relates to that business goal). Share a value story on how Highspot helps marketers achieve that specific objective.
Drive GTM Strategy
-objectives: drive adoption of key initiatives, drive adoption of content and measure impact, unified engaging customer experience, maximize rep effectiveness
Unified Brand & Message
-objectives: unified engaging customer experience, maximize rep efficiency, drive adoption of key initiatives, drive adoption of content and measure impact,
Drive and Prove ROMI:
-objectives: drive adoption of key initiatives, drive adoption of content and measure impact, maximize rep effectiveness, max value from enablement tools
Share a customer story of a competitor that switched from Seismic. Explain what differentiated us.
Apptio, Procore, Rimini Street, Staples, Qualtrics, Quickbase
Speak to the value of our unified platform. How do we help our customers achieve their initiatives?
SEF! --> Equip, train, coach, analyze
What are AutoDocs? What does Seismic call their version of AutoDocs? Hint: from Jarod’s Apptio presentation
AutoDocs: Built of Templafy, it created automated, personalized content tailored to any SFDC opportunity or account; LiveDocs
Explain what engagement genomics and pitch scorecards are. Why does it benefit an end user?
With AI-driven inferencing, Engagement Genomics automatically relates rep pitches to the appropriate records in CRM. This delivers a more accurate picture of influenced revenue that doesn’t rely on reps’ manual input, also offering a simplified workflow for reps.
The benefit to the rep is it saves more time and enhances their deal forecasting and preparation.