A Unified Platform Captures Essential Insight
Go-to-market success is an organization-wide endeavor, a fact iQor is keenly aware of. Seeking a unified solution to streamline its revenue teams, iQor implemented Highspot. Though the partnership is young, it’s scaling quickly and already helping iQor realize value across its teams. “Because of Highspot’s built-in intelligence, our content finds reps,” said Borges. “That’s going to inform us how the content is being used.”
With its teams operating in an analytics-optimized platform, iQor can see how its reps pitch content and impact buyers. It’s an essential edge, one iQor intends to pair with Highspot’s native Salesforce integration to streamline workflows and enhance effectiveness. The integration will ease reps’ workflows — and create behind-the-scenes alignment guiding reps to the right content at every deal stage.
Plus, with training to instill best practices and coaching to reinforce them, iQor will be poised to achieve revenue alignment at scale. For example, iQor leverages Highspot’s Meeting Intelligence capabilities to give its frontline managers visibility into reps’ real-world behavior. With AI-powered call recording, managers can provide personalized coaching at scale and uplevel every rep to the same standard. “Listening to how our reps are selling us — what’s not being said, what they’re not talking about on calls — that’s the turning point in our sales journey,” added Blake Graves, director of sales enablement at iQor. Across the board, iQor’s teams are leveraging Highspot’s modern tech stack to sharpen their corner of the go-to-market motion. And it’s all part of the plan: “We’ve rounded out our tech stack,” explained Borges. “Now, we have everything we need to deploy and measure the impact of our [programs].”