How Highspot Increased Seller Productivity with Deal Agent

When deals drag on for months, context easily gets lost. Highspot’s sellers navigate months-long sales cycles without losing key details because they use Deal Agent to: 

• Connect everyday tools in one system
• Synthesize deal-level insights in less time
• Bring an informed perspective to every conversation

Manual processes disrupt deal-level execution

Highspot’s sales team encounters the same obstacles it helps customers overcome. Enterprise deals routinely stretch past six months, and new stakeholders unexpectedly enter the conversation to raise objections and influence decisions. Every deal carries an incredible amount of context that even experienced sellers struggle to keep straight. 

To catch up on a deal, sellers like Richard Hau, account executive at Highspot, had to reconstruct the deal manually. Before each call, he spent critical selling time stitching together context from key tools like Highspot, Salesforce, Gmail, and Slack. It was a lengthy process that made it easy for things to slip through the cracks.

When Highspot Deal Agent launched, sellers began using the agent to offload manual prep and restore time for strategic work.

One agent simplifies the process

Now, sellers can query Deal Agent and get accurate answers informed by every deal signal, from emails and call recordings to CRM notes and strategy documents. With these signals already synthesized, sellers can catch up on deal health, risks, and recommended next steps without switching between tools or worrying about missing a signal. 

“Human memory is quite like a sieve sometimes,” shared Richard Hau, account executive at Highspot. “It’s great to have something factual that I can look at and believe.”

Hau once bounced between five different tools to get the answers he needed. Now, he has decreased the number of daily-use tools by 80%. Before a call, he goes directly to Deal Agent. There, he gets a complete view of what was said last, what’s changed since, and what still needs to happen in the time it used to take to open one application. With less time spent preparing, Hau has more time to focus on selling: on an average three-meeting day, he regains nearly three hours of time, roughly 35% of his day that can be reallocated to more impactful work.

 Faster prep makes way for sharper execution

Meeting prep that once took up to an hour now takes less than five minutes, and the time savings pay dividends in execution. Because Hau has more time to strategize and develop his perspective, he’s noticed that he shows up stronger in conversations and brings sharper perspectives to the table.

Every minute saved on manual synthesis is a minute that can be spent crafting strategic follow ups or preparing to tackle major objections. Sellers across Highspot use Deal Agent to reduce manual synthesis and reallocate time to strategizing. In turn, they’re showing up sharper and more prepared in every conversation. The shift to Deal Agent has considerably improved the process, with sellers noting that they prepare for meetings 12x faster than before.