As the leader in sales enablement, we’re often asked how our customers use Seismic. Our customers have a variety of use cases, so the way they use our sales enablement software varies case by case. In the past, we’ve detailed how we use Seismic and, in this post, we’ll describe how a few of our technology customers use our platform.
Increase adoption of a sales enablement platform
One of the most critical elements of a sales enablement strategy is getting reps to use the software. If your goal is to simplify seller access to content, then you need your sales reps to use the sales content management software. In that sense, adoption is a key metric for organizations as they navigate their sales enablement journey.
Seismic customer Sisense did just that. Prior to using Seismic, its enablement team experienced low adoption rates across its sales enablement platform. Because of a poor user experience and lack of training resources, Sisense’s sellers simply didn’t use the software. After onboarding Seismic, the company’s adoption rates skyrocketed with 90% of users active in the system on a weekly basis, while their LiveSend usage has generated a 300% increase in trackable content distribution.
Manage access to the most effective content
Simplified access to content is a key benefit of a sales enablement platform. In order to have meaningful customer engagement, sales reps need to be able to find and share content with buyers quickly. When content is scattered across systems, sales reps lose productivity and deal cycles begin to stall.
Content management isn’t just about access to content. It’s about access to the right content at the right time. When the most innovative tech companies invest in sales enablement tools, they want them to go above and beyond. That’s what Tibco found when they invested in Seismic. Rather than sifting through outdated or ineffective content, their sellers were given access to the most effective content at the right time in the deal cycle. Access to highly relevant content has been a game changer for Tibco. In fact, they’ve developed a new metric to measure the impact of the content shared by sellers: content-influenced revenue.
A brief intermission: Seismic on LiveSocial
Buyer engagement is one of the key pillars of sales enablement. The content that sellers share with buyers is buyer engagement. And the tools and platforms they use to deliver content are all a part of the buyer engagement matrix.
Social selling is just another avenue to drive buyer engagement. Seismic LiveSocial enables go-to-market employees to share engaging and compliant third-party content that builds trust and authenticity with buyers and customers. As a company, we drink our own champaign, meaning, our GTM teams use LiveSocial in their daily roles. LiveSocial complements our corporate marketing social media presence and allows our customers to connect with real people – our employees.
“People don’t buy from companies; they buy from other people. You can pay for clicks on a corporate post, but with LiveSocial, you’re activating hundreds of viewers seeing the same news from someone they trust–your employee. Now there’s a willingness to lean in because they’re interested in what your employee has to say.”Jen Graessle | Senior Social Media Manager | Seismic
Our adoption of LiveSocial has had a sizable impact on our social media activity. Since launching LiveSocial internally, we’ve experienced a twofold increase in sellers posting on social media. Social media is also a top source of website traffic.. We’ve also found that the content we share generates six times as many interactions when compared to paid ads. We’ve also doubled the number of Seismic employees who actively post on social media.
Intelligent, insights-driven content
When deal cycles are shorter, sales reps have more opportunities to win new customers. The same can be said when sellers can quickly find the content they’re looking for – they ultimately become more productive.
As sales reps share content with buyers over time, it becomes clear what works and what doesn’t. And, organizations that identify these patterns and do more of what works become more efficient and effective. While Seismic customer Genesys uses their Seismic instance in a variety of different ways, their use of predictive content is noteworthy.
Predictive content allows sellers to select the right content based on context. Depending on the customer, their industry, the deal stage, and a variety of other factors, predictive content recommends content based on what’s been known to work in similar scenarios. Genesys also integrates Seismic with Salesforce so sales reps can easily pull data to inform predictive content and share it with prospects in just a few clicks.
“The content needed to be in their opportunities and relevant to their deal and who they were speaking to so that they can share those stories, Genesys capabilities, and frame it in a business context.”Corey Bischoff | Senior Vice President, Revenue Technology Operations | Genesys
The gold standard: A comprehensive sales enablement cloud
As we mentioned before, sales enablement software is more than just content management. The enablement matrix is comprehensive and includes a variety of capabilities that help organizations enable, engage, and improve.
The Seismic Enablement Cloud™ empowers organizations to do all of the above and more with the following product capabilities:
- Sales Content Management
- Learning & Coaching
- Buyer Engagement
- Content Automation
- Strategy & Planning
- Enablement Intelligence
Each of these capabilities comes together to help organizations ignite revenue growth. Deluxe, a Fortune 1000 company, and a Seismic customer, uses the entire Seismic Enablement Cloud as a single destination for their sales organization.
“Our Seismic instance, named “SELL”, (Sales Enablement Learning and Library) includes Seismic, Lessonly, and LiveSocial, and is fully integrated with the other technologies our sellers use. Every step of our roadmap aligns to part of SELL’s mission: to increase productivity, facilitate effectiveness, drive exceptional customer experience and improve sales results.”Megan Friedrick | Director, Sales Readiness | Deluxe
By bringing together each of the capabilities within the Seismic Enablement Cloud and leveraging powerful integrations with Salesforce, Klue, and Outlook, Deluxe’s sellers are better prepared and more productive. From sales training and coaching to AI-driven insights, their sales reps are equipped to sell and enabled to share the right content at the right time, for every customer engagement.
Sales enablement software can address a number of business goals, depending on your organization’s unique needs. Maybe your organization needs to train its reps. Or, perhaps, you’re ready to provide new tools to engage buyers. Regardless of your goal, there’s a solution for that. Each of Seismic’s product capabilities empowers sales enablement managers to grow and scale their programs over time.
If you’d like to learn more about how Seismic empowers organizations to ignite their growth, register to join us at Seismic Shift 2022.