15 Sales Hacks From Previous Sales Hacker Conferences
On September 15, Seismic Founder and President Ed Calnan will be speaking at Boston's first Sales Hacker Conference. The conference uncovers the innovative and cutting-edge sales strategies, tactics, and hacks that are being employed by the companies changing the sales world. Below are 15 hacks from previous conferences, as told by Max Altschuler, Founder and Host of the conference.
Most successful companies are using sales analytics to report and predict sales performance. Organizations use the information provided by the sales funnel and pipeline to increase win rates and shorten the sales cycle. But even with data-rich analytics to track sales activities, companies are still lacking the insights they need to improve sales processes and […]
3 Statistics That Will Have You Revising Your Sales Strategy
Sales enablement tools are everywhere, but how do you know which ones work best? Are they truly changing the way that enterprises do business? A recent study conducted by InsideSales.com looked at the sales acceleration technologies
3 ways to equip sellers with the resources they need to succeed
A recent survey of hundreds of sales people revealed that more than 90% of sellers want more content. They want content and other sales resources because these resources help them to engage and advance their prospects. So, how do you make sure that you’re equipping your sellers with the right resources — the content they […]
4 Tips for Packaging Sales Content to Increase Usage Rates
As a B2B marketer, you understand how important content is to accelerating sales cycles and winning deals. But you also know that there might be a disconnect between marketers’ content creation and sales reps’ content usage, and think that there must be a better way to deliver that content to sales. SiriusDecisions estimates that between […]
5 Can’t-Miss Dreamforce Sessions for Salesforce Admins
As if you’re not counting down already: Dreamforce is just two weeks away! As Seismic’s Director of Sales Operations, I spend a great chunk of my time in Salesforce and am always looking for ways to optimize Salesforce for our sales reps and ensure that they’re getting as much out of it as possible. Luckily, […]
The Apple iPad is a favorite among wealth advisors and CIOs alike, but what can be done to make this sales enablement tool even more efficient? Apps are the gateway to a more productivity in and out of the workplace.
5 Lessons Sales Teams Can Learn from March Madness
It’s time to break out your brackets. March is upon us and we are closing in on one of the most exciting tournaments in sports: the NCAA Basketball Tournament, better known as March Madness. March Madness serves as a spectacle of some of our favorite things about sports today. Small schools play the role of […]
It can be challenging to stay motivated through the ups and downs of sales. Working in this realm can bring a wide range of emotions. That being said, the sales team at your financial institution may need a little boost.
In B2B sales, it’s no secret that LinkedIn is a rep’s best friend. It gives salespeople the ability to search for relevant groups, industries, companies and individual titles while prospecting, which provides a more meaningful connection than a faceless cold email. As a rep’s LinkedIn network grows, he or she has more opportunities to connect […]
5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology
Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase […]
It wouldn’t be Halloween without a little scare or trickery—but I can assure you that an inefficient Sales team is no treat for your organization. When Sales teams aren’t performing optimally, the entire organization can feel it. Not only from a monetary perspective, but from a brand integrity and customer experience perspective as well. Here […]
“You can’t manage what you don’t measure.” – Peter Drucker, father of modern management theory “If you cannot measure it, you cannot improve it.” – Lord Kelvin, famed mathematical physicist and engineer The B2B selling space has seen a digital transformation in recent years, where the power of data and analytics can no longer be ignored. Data […]
There are tons of statistics out there indicating sales performance and productivity are not as optimal as we would hope. It’s easy to take these at face value, brush them aside, or think that your team is unaffected. But there’s a very good chance that your sales team is not working as efficiently and effectively […]
I had the pleasure of hearing Scott Olrich, President of Marketing and Platform at Responsys, share his lessons learned during the past decade while at Responsys. Scott joined Responsys at a fledgling state, with under $20M of revenue and a growth trajectory that had hit the skids. A few months ago, Oracle acquired Responsys for $1.5 billion. Here are the seven marketing lessons to building a $1.5B company.
Did you know that there are more than 6 million sales representatives around the world? While the profession is quickly growing, building the best sales team isn’t as simple as picking from the millions of sellers out there, putting them on your team, and hoping for the best. When it comes to building a sales […]
In any B2B role, you’ve likely received a god-awful prospect email from a salesperson. Whether it’s impersonal, irrelevant, grammatically flawed or just plain ugly, a poor cold email can kill a prospective deal before it’s even off the ground. I’ve come across a number of these ugly emails in my own inbox, and as a […]
A Seismic Perspective: 5 Questions for Head of Inside Sales Jeff McDonough
This week’s installment of Seismic’s leadership spotlight features our Head of Inside Sales, Jeff McDonough, and the best fun fact we’ve received so far. How long have you been with Seismic, and what drew you to the company? I have been with Seismic for 18 months. I was drawn to the company for two reasons: […]
People think that their resume and their GPA are the only things that are going to get them their first job out of school. That is simply not the case. Relationships lay the groundwork for where it is you will go on your wild journey in the corporate world. Build them wisely.
Salesforce has been at the top of the CRM mountain for years, and it continues to make improvements to please its users. That being said, it should be no surprise that the company has been able to maintain its reputation since its CFO announced his retirement.
Sometimes a term is thrown around so much that its meaning can lose its importance, and its function can be forgotten. “Sales enablement” is one of those terms. Here at Seismic, we view sales enablement as an end-to-end strategic process that makes sales teams more effective and marketing teams more efficient. Below is an infographic […]
In most sales organizations, there is a fine line between average and great sales reps: the reps that barely hit their quota and ones that often exceed it. How can you keep your great reps on the right track, and help your mediocre reps break their bad habits?
Changing the Sales Dialogue for Inbound Versus Outbound Leads
Sales reps—especially those who have been in the game for a long time—have their own tried and true methods for reaching out to prospects and closing deals. This may involve a pitch that has been fine-tuned from thousands of cold calls and meetings, or a go-to introduction email with a fantastic subject line. But they […]
Competition vs Collaboration – What Drives High-Performing Sales?
Competition is in our nature. We compete against other teams or individuals in sports, we compete with siblings for our parents’ attention, we compete with our peers for the best jobs, we compete with coworkers for a raise or promotion. Sales in particular is known for its dog-eat-dog, quota-oriented nature, which serves to basically position […]
When it comes to selling effectively, the little things make all the difference. Avoidable mistakes in emails such as grammatical errors, using incorrect names or titles, and poor subject lines can very well be the difference between winning and losing a deal. A recent infographic created by ContactMonkey addresses one of these correctable mistakes. Here are five ways to fix your email subject lines to improve your open rates, which we all know open the door to closing deals.
Daniel Fantasia Addresses The Need For Technology Integration In 2014
As the New Year inches closer, the future of mobile technology looks bright. Sales teams everywhere are fully aware of this, which leads to one question - how big of a role will tech play in the sales industry in 2014?
Do You Organize Your Marketing Content Well Enough to Support Sales?
From sales decks to ebooks to infographics, it's difficult to keep track of all of your company's content. In a world where 90% of marketing collateral isn't used by sales, it may be time to reassess your content organization processes.
Dreamforce 2014 Survey: Is Technology Complicating Our Work Lives?
It makes sense for technology to simplify our lives. With apps that save us time and money and effort, and sales solutions that are accessible on all devices, you would think that our work lives would be made easier. But, according to Seismic
Dropbox Partners With Salesforce To Upgrade User Experience
As more professionals turn to Salesforce, the enterprise cloud computing company continues to grow through partnerships. Recently, the business announced a deal with Dropbox, an online storage and sharing service, that will undoubtedly give it an edge.
Forrester's Forum for Sales Enablement: 9 Memorable Quotes
After a day to recover from a cross-country red eye flight and unavoidable jet lag, Seismic is back with more from Forrester’s Forum for Sales Enablement Professionals. The conference was vacuum-packed with amazing sessions and speakers, and we found that the conference was broken down into two major themes: customer engagement and content creation/accessibility. While […]
Without goals, teams and individuals alike are left with little direction and motivation to succeed, so many companies turn to SMART goals to improve productivity and performance. But what about providing SMART feedback?
Getting Past the Roadblocks to Sales Effectiveness
Being a successful sales leader isn’t easy. The role is a number of critically important jobs rolled into one: proven seller, relatable coach, business strategist and effective manager. Typically you’re managing the quotas of geographically dispersed teams and individuals, who come from different backgrounds and skill levels, and you must find a way to efficiently […]
It’s no secret that the sales cycle has changed a lot over the past few decades. Some may even say that sales reps that are new to the game have a bit of an advantage when it comes to learning and onboarding; they are typically tech-savvy, have fresh and mold-able minds that aren’t bogged down […]
How CEOs Can Use Military Tactics for Marketing-Sales Alignment
This post was originally published on the Salesforce blog on June 25. During my time as a civilian with the U.S. Navy Nuclear Power School, I was exposed to my fair share of military terms and lingo. While learning about the organizational structure and interdepartmental relationships and listening to the stories from the naval officers […]
How Do You Efficiently Update Marketing Content to Support Sales?
As time progresses and your organization matures, it is inevitable that the collateral you created for your first customers becomes outdated and irrelevant. How does your organization efficiently update its content so that all members can access the most up-to-date materials?
How Marketing Can Help Create A Successful Sales Enablement Process
Is your sales team constantly pestering you with different wants and needs? The process of asking your sales team what they want, and then using what they say to create your content is past its time. The sales team, in reality, does not know what they need and often has trouble finding it.
If you are a VP of Sales, do you ever pretend that building your sales team is like the process of building an NFL team? Well, you should. Because your sales reps are like a quarterback out there on the field and it
How Selling Fenway Franks is Similar to Selling Software
The birds are chirping, the sun is (sometimes) out, and the air is (kind of) warm. It’s finally spring in Boston, which signifies the start of one of Boston’s greatest traditions: Red Sox baseball at Fenway Park. For one of Seismic’s sales reps, this used to mean the start of a recurring summer job as […]
How to build a career in sales: From Boston to San Francisco
There are several characteristics and variables that make a great seller. When I asked Seismic Regional Vice President of Strategic Account Sales Chris Chandler, his response was simple. “The best sellers I’ve been around are thoughtful, have a presence, they’re creative, and have lots of grit—but, most of all—the best sellers I know are just […]
How to build a career in sales: From intern to Regional VP
Building a successful career in sales can take many different paths. In an effort to understand how sellers grow, progress, and thrive in their sales careers, we’ve interviewed firsthand experts: members of our sales organization. In this series, we’ll share their stories, as well as the steps they’ve taken to build a successful career in […]
How To Create A Successful Singular Sales Process (Part 7 of 7)
When they work together seamlessly, sales and marketing can come together to create a singular sales process that has a positive impact on a company as a whole. In the final part of our Q&A with Steven Holstein, former CMO of Guardian, we
It’s been a whirlwind of sessions, information, and innovation so far at INBOUND 2015! One of the best sessions I’ve attended so far was “The Future of IT Sales: The Customer Now Leads the Sales Process.” Self-proclaimed “recovering seller” Tiffani Bova, VP, Distinguished Analyst from Gartner, discussed the future of selling in a customer-centric world. […]
The end of Q2 is upon us, which means a ton of scrambling to close deals, adjusting and adding to your pipeline for the second half of the year, and dealing with the necessary evil of quarter-end meetings. I spoke with a few of Seismic’s sales leaders and old colleagues to discuss why QBRs and […]
How to Survive—and Thrive—in the Age of Sales Tool Proliferation
How many different tools or solutions does it take for your sales force to get through a day of selling? SiriusDecisions estimates that sales reps use an average of nine different sales tools to prepare for, execute, and follow up on a single sales call.
Improving Sales Efficiency by Enabling Adaptability
We live in a world that is more complex and interdependent than ever before. We often see this complexity in the form of continuous market disruption, primarily caused by exponential technological innovation. No leader can individually address this complexity, so the old model of centralized command and control doesn’t cut it, but they can create organizations […]
After a delicious pie is baked in your kitchen, everyone runs over for a slice. Its delectable aroma is irresistible, and the temptation is enough to have everyone willing to try it, regardless of its flavor. These days, the same can be said about CRM.
Is Marketing To Blame When Sales Effectiveness Struggles?
A recent article from Silver Bullet Group addressed a slew of reasons marketing is failing sales, and how marketing executives can fix these issues. But the issues they list are not isolated marketing problems, and need to be looked at from a more holistic point of view. How can marketing and sales work together to improve sales effectiveness?
Jumpstarting Your Activity-Based Enablement Strategy
As a sales leader, your main goal is to help your sales force succeed and grow. This is a goal that is never completely reached; there is always room for improvement, especially when it comes to making sales activities more efficient and your sales processes more effective. You should constantly be on the prowl for […]
Key Takeaways from Mark Roberge’s “The Sales Acceleration Formula”
Mark Roberge, the Chief Revenue Officer of the HubSpot Sales Division, recently released his book entitled “The Sales Acceleration Formula” highlighting the lessons and best practices he has learned as a sales leader throughout his career. After reading Roberge’s book, I was able to gain a heightened perspective on how premier sales teams can function […]
What makes a top notch salesperson? Many would say a thirst for knowledge. However, a limited number of graduate schools offer sales programs to quench it. A large amount of salespeople fail to obtain the additional knowledge they need to excel, as well as the information required to apply it accordingly in the field.
Lessons from the Smarter Selling Campaign – Keys to Being a Better Seller, From the Sellers themselves
With Seismic’s new, truly personalized platform, the Era of the Smarter Seller is here. Our product is chock full of capabilities focused on making the platform as individualized as possible, such as predictive search, personalized content recommendations, and increased data to best engage buyers. Industry leaders such as Nancy Nardin of Smarter Selling Tools, Steven […]
We are reporting live from the SiriusDecisions Summit in Nashville! Today marks the first official day of the Summit, which we rang in with keynote speaker Magic Johnson. Arguably one of the best basketball players of all-time, Magic has found immense success off the court as an entrepreneur and philanthropist. It was so evident how his competitive […]
Still recovering from the Broadway block party last Thursday at the SiriusDecisions Summit? Us too. The final day of the Summit was chock-full of valuable sessions, and we don’t want you to feel like you missed a beat. Instead of recapping each session we’ve taken some of the most memorable quotes from the week and […]
Motivating Your Team Through The Dog Days Of Summer
The summer months pose a number of challenges for sales teams. With vacations, increased activities outside of the workplace, and the general longing for the beautiful weather outdoors, it can be difficult to keep your team on track. So how do you keep your team motivated through these last few weeks of summer? Here are five tips to make sure your sales reps keep making their numbers.
In the age of the Internet, B2B buyers have more access to information than ever before. This not only means that content must be relevant for each industry, role and stage in the sales cycle, but that content types should vary as well.
This is the seventh post in a series of guest posts from Brian Groth, Sales Enablement Manager at Xactly Corp. Learn how to overcome the challenges of successfully facilitating and managing change within an organization.
When new sales reps are hired or get promoted to more senior roles, a role guide is the written document that explicitly outlines their primary goals, activities, and responsibilities. How can your organization overcome the challenges with creating and maintaining these guides?
This is the fifth post in a series of guest posts from Brian Groth, Sales Enablement Manager at Xactly Corp. Learn how to overcome the challenges of planning a productive, successful (and fun) sales kickoff.
This is the third post in a series of guest posts from Brian Groth, Sales Enablement Manager at Xactly Corp. Learn how to overcome the challenges of implementing and upholding a productive sales process.
Sales Enablement: A Necessity for Companies Big and Small
Bridging the gap between marketing and sales is tough for any company, especially larger firms. Marketing creates a variety of content, but sales teams are often large and located across different regions, making it hard to distribute content efficiently. But is the gap really that big for smaller companies?
A new year means a lot for a sales organization: new quarter, new quotas, new prospects, and possibly new team members or leadership. It also means new goals to set, which can be difficult to uphold for an entire twelve months. Below are a few habits that sales leaders and reps should kick in 2015, and easy-to-implement ways to make sure these changes stick.
Sales Outreach Quality vs. Quantity: 5 Questions for Salesfolk CEO Heather Morgan
Better. Faster. Smarter. If you ask any sales leader what their priorities are for their teams in the coming year, these are the sentiments that will be echoed. Sales leaders are constantly searching for the holy grail of sales success: working as efficiently as possible and improving customer engagement without compromising quality.
Training can be one of the biggest challenges for sales leaders. Getting all of your sales reps onboarded and to a quota-carrying capacity as quickly as possible is an ongoing struggle. According to the Aberdeen Group, 37% of enterprise level companies identify “focusing on getting new sales reps productive more quickly” as being most important […]
Sales, Marketing and Digital Content in Insurance (Part 1 of 3)
On April 29, Mark Breading of Strategy Meets Action, a leading insurance consultancy firm, moderated a thought leadership panel on sales, marketing and digital content in the insurance world. He was joined by Monique Hesseling of Strategy Meets Action and Ed Calnan, President and Co-Founder of Seismic. This is Part 1 of 3 of their discussion.
Sales, Marketing and Digital Content in Insurance (Part 2 of 3)
On April 29, Mark Breading of Strategy Meets Action, a leading insurance consultancy firm, moderated a thought leadership panel on sales, marketing and digital content in the insurance world. He was joined by Monique Hesseling of Strategy Meets Action and Ed Calnan, President and Co-Founder of Seismic. This is Part 2 of 3 of their discussion.
Sales, Marketing and Digital Content in Insurance (Part 3 of 3)
On April 29, Mark Breading of Strategy Meets Action, a leading insurance consultancy firm, moderated a thought leadership panel on sales, marketing and digital content in the insurance world. He was joined by Monique Hesseling of Strategy Meets Action and Ed Calnan, President and Co-Founder of Seismic. This is the final of their discussion.
As customers and prospects get used to an influx of sales introductions and interactions, it's becoming imperative for sales reps to accompany these with the right collateral. As a leader in the CRM world, Salesforce recognized this need and created Salesforce Content. Let's shed a light on how it works, what it does right, and what challenges its users may experience.
Just like Bill Belichick and the (Superbowl champion) New England Patriots were just under a month ago, Seismic is also “on to Arizona.” We’re packing up our bags and heading off to warm and sunny Scottsdale, Arizona to participate in the Forrester Forum for Sales Enablement Professionals event next week. As excited as we are […]
Seismic Perspective: From Fighting Fires to Selling Software
A little over a year ago, I hurt my back working as a firefighter/paramedic. This was my second back injury in a year. Ever since I was a little kid I wanted to be a firefighter, and I had no idea what I would do if I couldn’t get back to work. I had recently gotten […]
Seismic Perspective: How Rapid Growth Can Make or Break a Company
Rapid growth is a concern for a lot of companies. Shifts in office dynamics, culture and diversity are always hurdles as teams scale, but are typically healthy and great for growth. But sometimes it all happens so quickly that you lose touch with the core values your company was built on. How can you ensure growth doesn't break your company?
Seismic Perspective: Selling a Product vs. Selling a Service
Full disclosure: I’m still very new to the sales game. I graduated college in 2013 and my first job out of college was at a small digital marketing agency. My role was a unique hybrid marketing position that ended up morphing into a BDR role. After a year and a half at my previous job, […]
Interviews can be intimidating and stressful. You worry about your resume, your appearance, your first impression and of course your responses to each and every question. As a rapidly-growing company, Seismic is no stranger to interviews. We’ve corralled some of the best tips and advice from our sales and marketing teams to help future interviewees […]
Last week, we featured a blog post that interviewed Seismic customer InsightSquared and how their organization benefits from having its sales enablement roles answer to Marketing. Today, we explore the Sales side, and how companies succeed when Sales Enablement reports to Sales.
SiriusDecisions Summit 2014: The Importance of Sales Enablement
The SiriusDecisions 2014 Summit, held in Orlando, had about 2,000 senior-level sales and marketing professionals in attendance. As an exhibitor, here are a few of the observations that I made during the three day event.
People are always on the hunt for the latest, greatest thing, and even upgrades can be perceived as exciting. Think of the smartphone lovers who wait in long lines on the day of a release. While you might not be ready to pitch a tent, you may still be giddy at the thought of an upgrade to Salesforce1, a popularly used CRM application.
Tablet Trends and What They Mean For Sales Organizations
The tablet is arguably one of the most transformative technologies from the past few decades. Bridging the gap between laptops and mobile phones, the tablet has mobilized technology in an unprecedented way. While some industries are adopting BYOD policies faster than others, it
Technology Trends Shaping Microsoft Dynamics CRM Development
The CRM world is evolving quickly, and Microsoft Dynamics remains at the forefront of that evolution. Doug Adams, Director of CRM for Microsoft, delivered the keynote address at the Customer Effective conference last week in Greenville, SC to an excited group of attendees.
Nobody likes to be told how to do their job. Even worse is being told how you should be measuring your performance. In fact, if you were to do those things to me I would immediately move your email to my junk folder and mark you as spam! I don’t have time for negativity or […]
The Antithesis of Sales Process: Successful Selling Requires Creativity
Historically companies create sales processes to attempt repeatability and scale within their organizations. But every sales engagement is different; each has unique customer requirements, perceptions, organizational limitations, budgets, timing, go-to-market strategies, and more. Todd Caponi, an expert in sales enablement and operations, shares his tips for successful selling.
If you’ve ever been in a sales role, there is a very good chance you’ve sent an email to a prospect and never received a reply. At first it’s discouraging, but then you pick yourself up and are on to the next one. After all, the more emails you send, the more likely it is […]
A recently published infographic from IDG Research Services sheds some fantastic light on just how far video has come in the B2B tech buying process. There are a few key statistics that I find particularly important...
Just-in-time training is a sales effectiveness strategy that continues to gain momentum in the ongoing age of mobility. It stems from a supply chain management strategy of ordering or receiving materials only as they are needed in the production process, with the goal of saving money that would otherwise be wasted on inventory costs. When […]
The Power of a Strong Sales and Marketing Relationship
A strong relationship between sales and marketing can strengthen your go-to-market (GTM) organization. By cultivating sales and marketing alignment, GTM teams can deliver meaningful and resonant experiences for customers and prospects. Missing the mark on sales and marketing alignment can prove costly. According to Hubspot, misalignment costs an astonishing $1 trillion a year (yes, trillion […]
The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview Part 3)
Interviews with sales enablement industry leaders, sharing best practices, strategies, and words of wisdom. In case you missed it, here are part 1 and part 2 of the Sales Enablement Chronicles interview series. For this edition of The Sales Enablement Chronicles: Insights from the Inside, I interviewed Lindsay Lemieux, Senior Manager, Sales Training at Seismic. […]
The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview Part 4)
Interviews with sales enablement industry leaders, sharing best practices, strategies, and words of wisdom. In case you missed it, here are part 1, part 2, and part 3 of the Sales Enablement Chronicles interview series. For this edition of The Sales Enablement Chronicles: Insights from the Inside, I interviewed Roderick Jefferson, CEO of Roderick Jefferson […]
Understanding the Importance of a Champion in the Complex Sale
If you could pitch your product or service to anyone at any level of a company, who would you choose? You’d have difficulty finding an enterprise salesperson who wouldn’t include the word “chief” in their response to this question. There is no doubt that C-level executives seem like the end-all-be-all for sales pitches; if a […]
Use Tablets: Save Trees and Embrace Sales Enablement
A recent infographic released by Paper Karma shows that the average U.S. office uses approximately 4 million tons of copy paper each year. As more companies embrace technology such as tablets to further sales enablement, this number may come as a shock.
What A Company Canoeing Trip Taught Me About Teamwork
Company outings are a great way to learn more about your team members. Sometimes bits of personalities can be lost in an office setting, so getting out of the comfort zone can be a fun way to really get to know each other.The Seismic team experienced this firsthand at our annual company gathering in San Diego, where we participated in Hawaiian outrigger canoe races.
Yesterday I had the opportunity to attend the Boston Marathon, the 119th for the city and the sixth that I’ve spectated. While I’m sure there’s no feeling quite like crossing the finish line on Boylston Street after months of training (especially in the winter we’ve experienced here in Boston), being in the crowd along the race […]
What Does Sales Enablement Success Look Like in Real Life?
Sales enablement isn't just a theory or strategic imperative passed down by senior management. It's an ongoing series of initiatives, with measurable KPIs, that lead to positive outcomes seen on the P&L. But searching for real-world examples of sales enablement success can be an exhausting effort because there's not much out there. If sales enablement is alive and well, how are companies measuring its progress?
What Nike And The Tower Of Babel Can Teach You About Content Organization
Yesterday, Seismic hosted a webinar with Anthony Nygren, Executive VP at EMI Strategic Marketing: Cleaning Up The Content Mess Before A Sales Enablement Rollout. An expert in strategic sales acceleration solutions, Anthony was the perfect advocate for organizing enterprise content and gave webinar attendees a step-by-step process for doing so. While Anthony gave many tips for enterprise content organization, three major takeaways are below.
What Sales Organizations Can Learn from Mobilegeddon
We’re just over a week into “Mobilegeddon,” the new age of mobile-friendly search powered by Google’s newest algorithm. Starting on April 21st, Google began to reward websites that are optimized for mobile devices, while penalizing those that aren’t, in its search rankings. While this had companies scrambling to check if their websites were safe from […]
Why a Strong Corporate Culture Requires Disruptive Leadership
If you discussed corporate culture with a team of sales executives fifteen years ago, you’d likely see multiple pairs of glazed-over eyes and a number of stifled yawns. Company culture has traditionally been regarded as a “soft” feature of a business’s identity, because it was tricky to measure and even more difficult to change. While […]
Why Accessibility Should Be A Top Sales Responsibility
As your company grows bigger or matures, what once seemed like simple, effective processes quickly become more entangled. What are the necessary steps that will help ensure your sales enablement strategy can permeate seamlessly across your entire organization?
Content is the lifeblood of sales success. 60% of business decision makers say that content makes them feel closer to the company that sends it. But so much of that content is rendered useless, inadequate or irrelevant by buyers, according to Forrester: