What is sales collateral? Examples of sales content for sales enablement
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HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help companies grow better. The platform includes marketing, sales, service, operations, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, more than 177,000 customers across more than 120 countries use HubSpot’s powerful and easy-to-use tools and integrations to attract, engage, and delight customers. Named Glassdoor’s #2 Best Place to Work in 2022, HubSpot has been recognized for its award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more. HubSpot was founded in 2006 and is headquartered in Cambridge, Massachusetts. The company’s thousands of employees work across the globe in HubSpot offices and remotely test.
Jennifer Johnson
CMO, Silver Tower
The Challenge
Outdated Tools and Fragmented Resources
HubSpot is a software company that offers a suite of tools for inbound marketing, sales, operations, and customer service. They provide an all-in-one platform that helps businesses scale and empowers them to quickly adapt to their next phase of growth, no matter where they are in their journey.
HubSpot found in early 2021 that customer-facing employees in sales and customer success weren’t as productive as they needed to be. They identified each seller was spending on average 5 hours per week searching for resources and content assets needed to do their job. As a result, the enablement team set out to find a solution to organize content effectively and give the team more time to partner with customers on achieving growth. HubSpot calculated that if they could cut down the time sellers spent locating resources each week from 5 hours to 3, the company would generate an estimated $15 million in productivity gains — the equivalent to adding 100 sellers without adding headcount.
Ben Smith
Sr Director, Enablement, Silver Tower
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The Solution
Revolutionize Onboarding and Cultivate a Learning Culture
Trustwave took a dynamic, integrated approach to employee development and organizational growth. First, they revolutionized the sales onboarding process by constructing comprehensive learning journeys beyond mere courses, integrating real-world tasks and activities to sharpen the sales team’s skills and drive revenue. The onboarding experience for new hires ensured a warm welcome and a robust understanding of the company’s ethos and offerings. Seismic’s assignment triggers helped streamline onboarding new hires from across the globe, creating a consistent and automated training workflow.
Trustwave advanced its training by engaging SMEs and introducing “Trustwave Advantage” practice pitches, effectively deepening cybersecurity comprehension across departments. With a remarkable 90% average learning path score and 100% in final pitches, this approach underscored the effectiveness of their innovative training strategy in bolstering industry knowledge.
The Results
Improved Learning Drives Revenue
Trustwave’s adoption of Seismic Learning has revolutionized their learning and development strategy, aligning it with business goals and fostering a culture of continuous learning and improvement.
“Enablement is the backbone of a successful sales team. At Scorpion, it’s empowered our reps with the tools and training they need to perform confidently and consistently, driving both speed and success in every customer interaction.”
Ben Smith
Sr Director, Enablement, Silver Tower
HubSpot is a software company that offers a suite of tools for inbound marketing, sales, operations, and customer service. They provide an all-in-one platform that helps businesses scale and empowers them to quickly adapt to their next phase of growth, no matter where they are in their journey.
HubSpot found in early 2021 that customer-facing employees in sales and customer success weren’t as productive as they needed to be. They identified each seller was spending on average 5 hours per week searching for resources and content assets needed to do their job. As a result, the enablement team set out to find a solution to organize content effectively and give the team more time to partner with customers on achieving growth. HubSpot calculated that if they could cut down the time sellers spent locating resources each week from 5 hours to 3, the company would generate an estimated $15 million in productivity gains — the equivalent to adding 100 sellers without adding headcount. HubSpot turned to Seismic to provide a solution to manage the growing amount of sales and customer success resources. The enablement team and content-creating marketers sought to centralize, manage and govern content that had existed in various systems. And, they sought a solution that would enable sales and customer success teams to efficiently locate relevant, up-to-date content while making it easier to share with prospects and customers.
