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What is Account Based Marketing and How Does it Relate to Sales Enablement?

What is Account Based Marketing and How Does it Relate to Sales Enablement?

Seismic
Written by Seismic April 2, 2018

One of the hottest trends is Account-Based Marketing, but what does that really mean? It is altering marketing and sales strategies and changing the way that marketers create and share content. In this post we will discuss: What Account Based Marketing (ABM) is The Trends Driving ABM How it Relates to Account Based Selling (ABS)…

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Four Ways Sellers Can Follow Up on a Great Sales Call

Four Ways Sellers Can Follow Up on a Great Sales Call

Seismic
Written by Seismic March 16, 2018

You’ve just walked out of a fantastic sales meeting. You were prepared for all of their questions (probably because you were immersed in great sales enablement content ahead of time!). You had a presentation that was tuned to the sales situation and wowed the decision makers. And when that technical team leader came in unexpectedly…

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Three Ways to Equip Sellers with the Resources They Need to Succeed

Three Ways to Equip Sellers with the Resources They Need to Succeed

Seismic
Written by Seismic January 22, 2018

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…

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What is Sales Operations?

What is Sales Operations?

Seismic
Written by Seismic January 19, 2018

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. Matt Heinz calls them one of the most unsung heroes for sales organizations. There are thousands of sales operations professionals in the US alone and the function has become increasingly common since Xerox pioneered the role…

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How to Leverage Sales Efficiency and Sales Effectiveness

How to Leverage Sales Efficiency and Sales Effectiveness

Seismic
Written by Seismic January 19, 2018

“Efficiency is doing things right; effectiveness is doing the right things.” – Peter Drucker, father of modern management theory In other words, just because you CAN do something, does that mean you SHOULD? And what SHOULD you be doing anyway? ‘Sales efficiency’ and ‘sales effectiveness’ sound like vague concepts, but they can actually have a…

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Enable Your Sellers to Support the Buyer Journey

Enable Your Sellers to Support the Buyer Journey

Seismic
Written by Seismic December 19, 2017

Today’s buyers are a tougher sale than ever. They are under intense time and budgetary pressure. So, their ability to filter through the constant noise of pitches is severely compromised. The result of too much information is often indecision. That’s combined with the fact that buyers must convince internal stakeholders that change is good. That…

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12 Ways to Get Your Internal Experts to Create Winning Sales Enablement

12 Ways to Get Your Internal Experts to Create Winning Sales Enablement

Seismic
Written by Seismic November 20, 2017

Buyers want insights that help them build a better business. If your content helps them to make better investment decisions, choose the right vendors, and move forward more intelligently, then they’ll gladly take it. But too often, marketing and sales enablement teams equip sellers with information that is too high level. Generic information doesn’t help…

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The Power of the Accessible Toolbox

The Power of the Accessible Toolbox

Seismic
Written by Seismic November 10, 2017

Sales people are in a constant whirlwind of activity. They’re prospecting, building pipeline, nurturing prospects, and closing business. And just 29% of their day is devoted to core selling activities. With such busy schedules, it’s no wonder sellers want extra little edges to increase their available time. At the peak of the industrial era, manufacturers…

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How to Stop Sales Procrastination and Hit Revenue Goals

How to Stop Sales Procrastination and Hit Revenue Goals

Seismic
Written by Seismic November 9, 2017

Do you ever find yourself putting off some of the simplest tasks? Do you feel like you are spending more time avoiding an assignment instead of just sitting down and simply doing it? Are you letting yourself get distracted by office gossip, social media, and holiday parties? If any of these sound familiar, you may…

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3 Ways to Get Ahead With Sales Enablement

3 Ways to Get Ahead With Sales Enablement

Seismic
Written by Seismic November 6, 2017

As a modern-day sales rep, there’s a good chance you hear the term “sales enablement” on a regular basis. You may even use it yourself. But what exactly is sales enablement? Do we really know what it means? And why the industry-wide ambiguity? For one, there’s no central definition for this relatively new concept. If…

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