Case Study: DiscoverOrg achieves faster, targeted outreach and higher conversion rates with Highspot

DiscoverOrg Revolutionizes Its Sales Force

DiscoverOrg, a 600-person technology company that grew its sales team from a handful to hundreds, faced disorganized outreach and long sales cycles. Reps struggled to find up-to-date content, target the right prospects, or know when buyers engaged—leading to low engagement, missed timing, and an “email black hole” where promising leads went unnoticed.

After evaluating options with front-line reps, DiscoverOrg implemented Highspot, a user-friendly sales enablement platform with search, Gmail/Chrome/Salesforce integrations, and automatic content updates and alerts. Reps can now surface 600+ pieces of relevant collateral, save 15–20 minutes per buyer engagement, and contact prospects the moment they engage—driving higher conversion rates, faster cycles, and measurable revenue lift.

DiscoverOrg

Phill Sundal

Product Marketing Manager