Prospecting Pros: Alison Mittelstaedt

Intro:?

“I wish I could make videos like that!” ??

That’s what I thought when I connected with Alison Mittelstaedt ??

I know a ton of sales reps who want to make more video content but they don’t know where to start. So I asked her to sit down and give me the scoop.

Interview:

Giano: I was really impressed with your video content, that’s something I think a lot of us sales reps want to do. Do you have any advice for someone who wants to get started??

Alison: Well I’ll let you in on some insights. Our company has a Highspot Brand Ambassador program with our marketing team. So we all meet every week and do a topic sourcing session and the marketing team helps with the content.

It’s fun, we do it with Highspot or film it at home. But I’ll be honest, I definitely have a lot of help.

G: That’s really good to know because it’s not an easy thing to start doing, it takes a village. How did that program get started??

?A: When I started as an ADR 5 years ago, it was encouraged to do a lot of social outreach and social selling. So it was really fun when I first started selling to get creative and practice on LinkedIn. Over the years it has just evolved.

I just now realized that you’ve been at Highspot for 5 years. That’s a long time. We’re you one of the first hires??

I think I was the 56th employee or something like that. And now there’s over 1000. We started in a little office and now we have a huge HQ on the Seattle waterfront, an office in Germany, the UK, and in Paris.

So when you first started, did you originally start making content yourself, or was it a system that was built out for you??

Some of my ADR peers and I saw a lot of engagement from sellers at companies like Sendoso, Drift, Gong, etc. So we originally took it to ourselves and just wanted to do it. Eventually, more people got involved and we all started brainstorming ideas together.

It really sounds like you and those early ADRs started that culture to create videos for your team. Is that accurate??

It’s cool that you say that. I don’t really think about it like that because so many people are supporting it. So it’s more of a team effort. But yeah, now that you say that, I guess there’s some truth to that!

So what do you consider Highspot? Is it MarTech?

It’s an end-to-end sales enablement platform. A mix of the content management piece and sales training/guidance. The single source of truth for content for your sellers.

So I use Highspot every day to access all my internal or external materials.? Whether it be internal Highspot information or content I’d like to share with a customer. How do you think SDRs should use Highspot??

Highspot is like a search engine for all of your sales content! It’s just like Google, Amazon, or Spotify - you can easily search and browse for content to help elevate your conversations. When your prospects click on it, it will let you know how much time they spent so you can follow up and continue the conversation.

*She gave me an awesome 5-minute demo of a bunch of valuable features in Highspot that I was underutilizing.?

Giano: This is so awesome, I had no idea how much you can do with Highspot!

For sure! The ultimate value for me is that I don’t ever have to download anything to my Desktop and save things in docs. I can live and breathe right in one place!

Key Take-Aways:?

• Video content is a powerful way to connect with your audience
• It takes a village - the best ideas come from working with your team
• To start making good content, just get started and build that muscle?
• Highspot is an awesome tool to manage your content and elevate conversations

Final Thoughts:?

?Make sure you check out Alison’s profile for some video content inspiration!

?Want to chat about creative ideas for your team?

?Email me at [email protected] or book time with me using this link.