Case Study: Hyster-Yale achieves higher buyer engagement with Highspot

Hyster-Yale Increased Buyer Engagement by 19%

Hyster-Yale, a manufacturer looking to improve buyer engagement and sales effectiveness, needed a better way to help reps and partners find the right content and guidance at the right time. Using Highspot, including AI recommendations and content integrated within SFDC, the company aimed to strengthen guided selling, support complex deals, and deliver more personalized buyer experiences.

Highspot helped Hyster-Yale turn sales plays into dynamic SmartPages and use Content Genomics to track content performance, uncover insights, and optimize sales motions. As a result, Hyster-Yale doubled down on its playbooks, improved content discoverability, activated both partner and internal sellers in CRM, and gained better visibility into partner-led deals, helping drive more business and value to buyers.

Hyster-Yale

Bob Bladel

Director of Sales Enablement and Training