Over the course of the past few years, we’ve highlighted the evolution in buyer engagement. Modern buyers are more informed and, on average, they’ve had 27 information-gathering sessions before they ever speak to a sales rep. Selling in this landscape has its challenges. Personalization pays off for sellers who have the right tools to tailor buyer engagement to each unique opportunity.
At Seismic, we’ve seen firsthand how personalization empowers our customers to engage effectively. A new report, The Personalization Payoff, highlights the notable increases in content personalization we’ve seen from our customers.
From 2021 to 2022, we saw a 32% increase in customers using personalized services. During that time frame, the use of LiveSend links increased by 58%, enabling our customers to gain deeper insights from their buyer engagement. Use of digital sales rooms (DSRs) also increased by 187% while buyer engagement within DSRs increased 197%.
Across the board, we’ve seen significant growth in the use of personalized services and actual buyer engagement within the Seismic Enablement Cloud™. And, as our customers and their prospects continue to engage digitally, we’re continuing to invest in the power of generative AI, as well as other capabilities that simplify personalization and empower our customers to engage effectively.
Empowering customer-facing teams to engage effectively
Meetings are central to the B2B sales cycle. Whether it’s digital, in-person, or hybrid, sales reps routinely prepare for, orchestrate, and follow up after meetings. In order to engage effectively during these meetings, the content shared by sellers needs to be personalized for each unique customer.
Personalizing presentations for client meetings can become time-consuming when content lives in multiple locations. When sellers have the right sales enablement tools, they can expedite content personalization, the sales process, and deliver better customer experiences.
In our Spring ‘23 Release, we’re introducing two updated capabilities that enable sellers to improve content quality and achieve higher win rates.
Seismic for Google Slides is an expansion of our content automation capabilities. It allows sellers to access approved slides, customer information, and the complete Seismic library without leaving Google Slides, enhancing personalization and buyer experience while saving time for marketing and sales. This capability streamlines presentation creation by allowing sellers to personalize and improve buying experiences through seamless access to slides, images, customer data, collaboration, and customer-specific personalization, all without leaving their browsers.
Seismic for Microsoft Viva Sales brings Seismic directly into the Viva sales workflow where Seismic provides content production, collaboration, task automation, and engagement intelligence for users across the meeting experience to help drive deals and relationships forward.
And with this release, we’re introducing Contextual Insights and Pinned Views — two new features that will help enablers analyze and take action on content within the Library.
Contextual Insights surface rich interactive visuals that unlock insights on content performance, directly within the Library. Enablers can analyze by segment, content types, and content status to look broadly or drill deeply into performance.
Pinned Views allow enablers to pin up to seven custom content views to their homepage. This provides quick access to specific groups of content they need to review regularly — such as all the content associated with a specific product area or a long-term enablement program.
Measuring and tracking success
Much of the effort that goes into creating an effective meeting takes place before a meeting begins. Pre-meeting activities such as sales training and coaching ensure that reps are fluent in your organization’s narrative, as well as how to pitch different verticals and use cases. Enablement leaders need access to insights to understand seller preparedness and where there are opportunities for additional training and coaching.
Today, we’re launching new Lessonly by Seismic Insights Dashboards that drive strong team performance with targeted analytics. Now, enablement leaders and sales managers can quickly and easily identify opportunities and recognize high-performers.
Operating efficiently to drive smart growth
Compliance is critical whenever content is shared outside your organization. Competitive organizations need to operate with an assurance that their sensitive assets are protected when they engage with buyers and partners.
Seismic’s new Dynamic Watermarking API automates customized digital watermarks based on the document’s Content Properties using rule-based templates. Users can leverage Dynamic Variables related to content views and downloads by reps and clients to mitigate misuse and improve traceability.
Drive smarter growth with Seismic
As go-to-market (GTM) teams prepare to engage buyers in an increasingly competitive landscape, sales enablement technology will play a significant role. In a recent survey, we found that 9 in 10 respondents currently use enablement technology at work. 78% of those respondents noted that enablement technology helps them provide a better buyer experience.
The latest capabilities in our Spring ‘23 Release strengthen our existing tools for buyer engagement. If you’d like to learn more about the latest capabilities in the Seismic Enablement Cloud™, get a demo today. If you’d like to learn more about how Seismic customers use Seismic, download our ebook, The Personalization Payoff.
