Highspot 与龚一起战略性采用新的销售方法
技术
- 平台即服务 (PaaS) - 应用开发平台
- 传感器 - 液位传感器
适用行业
- 水泥
- 教育
适用功能
- 质量保证
- 销售与市场营销
用例
- 实验自动化
- 虚拟培训
服务
- 测试与认证
- 培训
关于客户
Highspot 是一家位于华盛顿州西雅图的软件开发公司。公司成立于2012年，目前员工人数已超过1000人。 Highspot 专注于销售支持软件，提供帮助销售团队提高绩效和生产力的解决方案。该公司致力于创新和持续改进，他们决定实施新的销售方法就证明了这一点。 Highspot 的收入支持副总裁 Kelly Lewis 领导了该计划，他认识到需要一个平稳有效的流程，使他们的卖家能够快速适应宏观经济环境的变化。
挑战
Highspot 是一家销售支持软件公司，面临着实施新销售方法的挑战。该公司希望提供一系列培训，帮助销售代表了解信息以及如何清晰、准确地使用信息。实施过程要求经理、销售代表和营销人员就目标和结果达成一致。他们还希望在整个过程中监控哪些内容有效，哪些内容无效。宏观经济环境正在发生变化，增加了卖家的压力。因此，Highspot 需要让学习变得轻松，并为卖家创造一种快速适应变化的方法。
解决方案
Highspot 将Gong 与他们自己的平台集成，以实施新的方法、对其进行测试并跟踪其成功情况。他们首先与一小群人一起测试培训和辅导，以了解哪些部分有效，哪些部分无效。他们使用 Kong 片段提供了新谈话曲目的实际示例，这有助于 Beta 测试代表了解其是否符合新的方法标准并建立信心。培训一旦锁定，就会向整个团队推广。他们将Gong Academy 的标准纳入培训阶段，让销售代表能够体验一下他们在实际通话中使用新材料的实际表现。他们还集成了Gong的跟踪器来跟踪新方法的进展。
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