Скачать или смотреть Highspot Success Stories: DocuSign Executes Sales Process Optimization

The directive for DocuSign’s sales enablement team was clear: Simplify the sales experience for reps while giving them greater confidence in the content they use.

Before implementing Highspot, sellers struggled to find content, often relying on dated assets or wasting time figuring out what was safe to send to buyers. With sales process optimization in focus, DocuSign created a more efficient, guided experience—where reps know exactly where to go to find the right materials for every step of the sales cycle.

Now, the content reps use is not only easy to access, but it’s also tailored, strategic, and measured.

Sales Plays in Highspot help train and equip the team with what to say, what to show, and how to pitch based on the conversation they’re having. That means fewer questions about which deck to use and more confidence in every customer interaction.

And thanks to the Salesforce integration, everything reps need is right at their fingertips, with AI-powered insights to guide their next move.

00:00 Reps no longer waste time searching for content—they know where to go and what’s safe to share
00:46 Leveraging influenced-revenue reports to understand content performance and support business outcomes
01:04 Using solutions Plays to equip reps with the right guidance and accelerate deal cycles
01:53 Aligning sales and marketing by giving both teams access to engagement data and usage analytics
02:58 Tying Salesforce integration to pitch activity and enabling reps to take smarter action in real time

Sales process optimization isn’t just a buzzword at DocuSign—it’s a tangible shift in how the sales team operates.

Through better enablement, marketing and sales are more aligned, reps are more productive, and everyone is making more intelligent choices based on data, not guesswork.

The impact shows up in measurable ways. With pitch data now tied to Salesforce, reps can see which slides prospects are viewing, how often they’re opening content, and where they’re engaging. That feedback loop is critical for fine-tuning messaging and recognizing what’s resonating with buyers.

More importantly, the sales team trusts the process. Whether it’s training, coaching, or executing their next sales motion, they know the guidance and content they receive has been carefully curated.

No more outdated materials, no more uncertainty—just streamlined go-to-market operations that drive greater impact for DocuSign.
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Related Resources:
How to Create a Structured and Scalable Sales Process: https://www.highspot.com/blog/sales-p...
The Science Behind a Predictable Sales Process: https://www.highspot.com/resource/pre...
6 Steps to Picking the Perfect Sales Model: https://www.highspot.com/blog/sales-m...

#SalesProcess #SalesStrategy #SalesEnablement
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