As Dana Klein, VP of Sales Strategy and Planning at Resolute Investment Managers, describes it, financial services is an industry that favors face-to-face sales work.
“Our business changed dramatically with the pandemic – virtual meetings using Highspot became essential – but it’s still a business that’s based on relationships,” he says. With that in mind, Klein and his colleagues at Resolute gravitated towards sales enablement software that brings the personalized touch of in-person sales work to a digital platform.
Today, the business uses Highspot in combination with Salesforce to track KPI’s, streamline training, and share content. “Highspot is the second most-used piece of software [after Salesforce] by our sales team,” says Laurel Tucker, Manager of Sales Intelligence at Resolute. “The ease of use that Highspot provides, along with the Salesforce integration, made it something our sales team got on board with quickly.”