Skip to main content

In this review, I’m going to share my analysis and evaluation from my hands-on experience with Highspot. But first, if you’re just beginning your search for the best sales enablement tools, check out my picks for the best sales enablement software. You probably already know that Highspot is among the most popular sales enablement tools out there, but you need to better understand what’s good (and not so good) about it.

This in-depth Highspot review will walk you through the tool's pros and cons, features and functionality, and more to help guide you to better understand its capabilities and its suitability for your needs.

Highspot software review, a dashboard screenshot of the tool
I like how Highspot's sales communication features provide modern, user-friendly sales enablement for enterprises.

Highspot Product Overview

Highspot was crafted to serve as a comprehensive sales enablement platform, enhancing sales productivity by centralizing content as a single source of truth for sales and marketing teams. Primarily, it targets professionals like account executives, account managers, and those in business development roles, aiming to streamline their customer engagement and outreach efforts. The tool’s benefits shine in its ability to improve access to marketing materials through a robust search function and customizable permissions, which significantly aid in aligning sales strategy with execution.

User reviews often highlight the smooth integration with Google Drive, detailed metrics for content performance, and a support team that is responsive to user inquiries, addressing the critical pain points of content dissemination and performance tracking. The overall rating of Highspot consistently reflects its position as a key driver of sales efficiency, lauded for empowering teams with easy access to information and resources needed to close deals effectively.


  • Content Optimization: Simplifies content access; Highspot's smart content organization makes it easier for sales teams to find and utilize the right content efficiently.
  • Analytics: Offers detailed insights; the platform provides robust analytics on content performance, giving clear indicators for strategy refinement.
  • Integration: Streamlines workflows; Highspot integrates well with other tools, ensuring that sales teams have a cohesive environment to work within.


  • Learning Curve: Requires adaptation; new users may find the platform has a steep learning curve, impacting the speed of adoption.
  • Advanced Features: This can be overwhelming; the array of advanced features may be more than some smaller teams need, leading to underutilization.
  • Customization Limits: Restricts personalization; there may be limitations in how much the platform can be customized to fit unique sales processes.

Expert Opinion

Having reviewed a variety of sales and marketing tools, Highspot stands out for its comprehensive approach to sales enablement. While its pricing structure might not suit every budget, the functionality it offers is extensive, with strong support and a user interface that encourages engagement. The integrations and onboarding process are smooth, although some might find the array of features daunting at first.

It excels in larger environments where the scale and complexity of sales operations demand sophisticated tools. When judging its place among competitors, Highspot outperforms in content management and analytics but may fall short for those seeking simplicity and minimalism.

Highspot: The Bottom Line

What sets Highspot apart is its sophisticated approach to aligning sales strategy with actionable data and content management. It offers unique insights into content usage and engagement that other tools struggle to match. Particularly impressive are its analytics that not only track content performance but also suggest actionable steps for sales teams. The noteworthy features, such as its pitch builder and smart search capabilities, equip sales professionals with a dynamic tool that goes beyond mere content storage and distribution.

Highspot Deep Dive

Product Specifications

  1. Lead Management - Yes
  2. Email Marketing - Yes
  3. Marketing Automation - Yes
  4. CRM Integration - Yes
  5. Content Management - Yes
  6. Sales Forecasting - Yes
  7. Reporting/Analytics - Yes
  8. Mobile Access - Yes
  9. Social Media Integration - Yes
  10. Customer Segmentation - Yes
  11. Campaign Management - Yes
  12. Event/Conference Management - No
  13. SEO Management - No
  14. Quote & Order Management - Yes
  15. Territory Management - Yes
  16. Partner Relationship Management - Yes
  17. Product Catalog - Yes
  18. Channel Management - Yes
  19. Email Campaign Management - Yes
  20. Performance Management - Yes
  21. Sales Collaboration Tools - Yes
  22. User, Role, and Access Management - Yes
  23. Sales Playbook - Yes
  24. Asset Library - Yes
  25. Customizable Templates - Yes

Highspot Feature Overview

  1. Lead Management: Highspot's lead management capabilities ensure that leads are captured, scored, and nurtured efficiently. Its standout feature is the smooth integration with CRM systems, which keeps sales and marketing aligned.
  2. Email Marketing: With Highspot, email marketing is highly personalized, making it possible to send tailored content that resonates with the target audience, based on their interactions and behaviors.
  3. Marketing Automation: Highspot automates repetitive tasks, allowing teams to focus on strategy and engagement. Its robust automation tools stand out for its ability to not just automate but also to provide insights for optimizing campaigns.
  4. CRM Integration: Highspot's integration with CRM platforms is smooth and bi-directional, ensuring that all customer interactions are tracked and available to sales and marketing teams in real-time.
  5. Content Management: The content management system is a core strength of Highspot, providing smart ways to organize and retrieve content, using AI to recommend the most effective assets.
  6. Sales Forecasting: Highspot includes predictive analytics to improve sales forecasting. This feature distinguishes itself with its accuracy and deep integration with the sales process.
  7. Reporting/Analytics: The analytics suite in Highspot gives detailed reports on sales performance and content effectiveness, with visual dashboards that make data accessible and actionable.
  8. Mobile Access: Sales teams can access Highspot from any device, ensuring they have the necessary tools and information on the go. Its mobile experience is optimized for ease of use and speed.
  9. Social Media Integration: Highspot's ability to integrate with social media tools ensures that social selling is an integral part of the sales strategy, with content easily shareable across platforms.
  10. Partner Relationship Management: By managing partner relationships effectively, Highspot helps extend the reach of sales and marketing efforts, and its collaborative features are particularly well-designed for managing these complex ecosystems.

Standout Functionality

  1. Smart Content Organization: Highspot uses AI to organize content intelligently, making it fast and intuitive for sales teams to find what they need, when they need it, which is not always the case with other sales and marketing software.
  2. Integrated Pitch Builder: Highspot offers a unique pitch builder that enables sales reps to create personalized, engaging pitches directly within the platform, a feature that is not commonly found in standard sales enablement tools.
  3. Guided Selling: With Highspot, sales reps receive recommendations for the next steps to take with prospects, a standout functionality that takes the guesswork out of sales processes and is a step beyond traditional sales guidance.


Highspot boasts integrations with popular CRM platforms like Salesforce and Microsoft Dynamics, which help streamline the sales process. Users can sync data between Highspot and their CRM to ensure that customer information and sales activity are always up to date. It also integrates with various email marketing tools, content management systems, and other sales tech stacks.

The platform offers an API, enabling further customization and integration with other systems, which can be critical for businesses with specific needs that go beyond out-of-the-box solutions.

Add-ons are available to enhance Highspot's capabilities, such as advanced analytics tools for deeper insights and custom integrations with third-party software, providing flexibility and extending the platform's core functionalities.

Highspot Pricing

Pricing upon request.

Ease of Use

Navigating Highspot is a largely intuitive experience. The user interface is clean and designed with the sales process in mind. The onboarding process is comprehensive, although the richness of features means that it can take time for new users to become proficient. Some may find the depth of analytics and content management options complex, but these are also the tool's strong suits.

Customer Support

Highspot provides a solid customer support framework, with various channels such as email, phone, and live chat available for assistance. They also offer resources like documentation and webinars. A potential weakness might be the response time, which can vary depending on the complexity of the issues raised by users. Some users may find the level of technical support less accommodating for more advanced or technical challenges.

Highspot Use Case

Who Would Be A Good Fit For Highspot?

In my experience, Highspot thrives in dynamic sales environments where content plays a critical role in the sales process. The most loyal and avid customers often come from industries like technology, pharmaceuticals, and manufacturing, where sales cycles are complex and require a high degree of personalization and engagement.

Companies with medium to large sales teams that demand a robust platform to manage a vast array of content, coupled with analytical tools to track performance, find great value in Highspot. It suits well for businesses that prioritize aligning sales and marketing efforts, especially those with an existing CRM system that can integrate easily with Highspot.

Who Would Be A Bad Fit For Highspot?

Small startups or companies with limited resources may struggle with Highspot, primarily if their sales processes are straightforward and don't require advanced content management or detailed analytics. The tool might be overly sophisticated for businesses that are just looking for basic CRM functions or have a more direct, transactional sales approach. Industries that do not rely heavily on sales enablement content, like some service-based sectors, may find Highspot's extensive feature set underutilized.

Highspot FAQs

What is Highspot primarily used for?

Highspot is used for sales enablement, content management, and improving sales engagement through personalized content and analytics.

Can Highspot integrate with other CRM platforms?

Yes, Highspot can integrate with several CRM platforms, including Salesforce and Microsoft Dynamics, to synchronize data and activities.

Does Highspot offer mobile access?

Yes, Highspot provides a mobile-friendly interface that allows sales teams to access content and tools on the go.

Is there a free version or trial available for Highspot?

Highspot doesn't offer a free version, and the availability of a trial would need to be confirmed directly with the company as it is not publicly listed.

How does Highspot handle content management?

Highspot uses AI-driven tools to organize, manage, and recommend content effectively to sales teams, enhancing engagement and productivity.

Are there any training resources available for Highspot?

Highspot provides various resources, including documentation, webinars, and customer support, to help users understand and utilize the platform fully.

What kind of customer support does Highspot offer?

Highspot offers support through email, phone, and live chat, and also has a repository of resources for self-help.

Does Highspot have an API for custom integrations?

Yes, Highspot offers an API to help businesses customize and extend the capabilities of the platform according to their unique needs.

Alternatives to Highspot

  • Salesforce Sales Cloud: Often considered the 800-pound gorilla in the CRM and sales software space, Salesforce Sales Cloud is ideal for businesses looking for an extensive ecosystem with myriad integrations and add-ons.
  • HubSpot Sales Hub: This tool is particularly well-suited for small to mid-sized businesses looking for a user-friendly interface with strong marketing tools.
  • Microsoft Dynamics 365 for Sales: For those deeply invested in the Microsoft ecosystem, Dynamics 365 for Sales integrates easily with other Microsoft products and offers strong ERP and CRM capabilities.

Highspot Company Overview & History

Highspot provides sales enablement software designed to help businesses improve their sales teams' performance. Companies across various industries, from tech giants to manufacturing firms, leverage Highspot's platform to enhance their sales processes. It is a private company, though detailed ownership information isn't publicly disclosed.

The headquarters are located in Seattle, Washington. While I don’t have details on notable employees or board members, Highspot’s mission is to improve the way millions of people work every day. Founded in the 2010s, Highspot has reached several milestones, including substantial funding rounds and recognition as a leader in sales enablement platforms by industry analysts.


My review concludes that Highspot stands out as a sophisticated sales enablement platform best suited for medium to large enterprises with complex sales cycles. Its strengths lie in content management, CRM integration, and advanced analytics, which are beneficial for companies where sales processes are deeply intertwined with content strategy.

While it may be overkill for smaller businesses or those with simpler sales approaches, for the right organization, Highspot could be a transformative tool. I invite readers to comment and share their experiences with Highspot or any questions they may have about this review.

By Phil Gray

Philip Gray is the COO of Black and White Zebra and Founding Editor of The RevOps Team. A business renaissance man with his hands in many departmental pies, he is an advocate of centralized data management, holistic planning, and process automation. It's this love for data and all things revenue operations landed him the role as resident big brain for The RevOps Team.

With 10+ years of experience in leadership and operations in industries that include biotechnology, healthcare, logistics, and SaaS, he applies a considerable broad scope of experience in business that lets him see the big picture. An unapologetic buzzword apologist, you can often find him double clicking, drilling down, and unpacking all the things.