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5 Strategies to Drive Sales Productivity

5 Strategies to Drive Sales Productivity

Seismic
Written by Seismic May 23, 2017

Almost every company struggles with sales productivity, and this problem is only exacerbated by the rising pressure to meet or exceed increasing revenue targets. Organizations are growing their sales teams and chasing more aggressive sales goals, but they aren’t scaling their processes, best practices, and sales tools at the same rate. As a result, productivity…

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5 Qualities of All-Star Inside Sales Reps

5 Qualities of All-Star Inside Sales Reps

Seismic
Written by Seismic November 23, 2015

Across industries, inside sales is growing. Modern inside sales is well beyond the days of dialing for dollars. For startups, taking advantage of email, telephone and video conferencing is a good way to get started quickly. For large businesses, bringing outside sales back in-house to use the latest technology can be a huge cost saver.…

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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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How to Improve Sales Productivity: 7 Helpful Hints

How to Improve Sales Productivity: 7 Helpful Hints

Seismic
Written by Seismic May 15, 2015

Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Therefore, optimizing sales productivity should be one of the most important aspects for a business to focus on – the efficiency, effectiveness, and productivity of the salesforce has a direct and significant impact on revenue. What is…

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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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5 Habits of Highly Successful Sales Reps

5 Habits of Highly Successful Sales Reps

Seismic
Written by Seismic October 8, 2015

Ask yourself – do you want to be a good sales rep or do you want to be a great sales rep? Organizations need sales reps – they are critical to the success of the business. And in today’s competitive business environment, sales organizations are increasingly chasing more aggressive goals with greater pressure to overachieve.…

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5 Smart Steps to Calculate Conversion Rates

5 Smart Steps to Calculate Conversion Rates

Seismic
Written by Seismic April 10, 2014

I’m going to kick off my “Metrics that Matter” by shedding some light on conversion rates. Conversion Rates: Rarely Understood, Often Misused Despite being one of the most cited metrics by sales and marketing organizations, conversion rates are rarely understood, and are often misused. When calculated correctly and reviewed in the proper context, your company’s…

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Competition vs Collaboration - What Drives High-Performing Sales?

Competition vs Collaboration – What Drives High-Performing Sales?

Seismic
Written by Seismic October 26, 2016

“Competition makes us faster; Collaboration makes us better.”   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…

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A Journey from Consulting to Sales Enablement

A Journey from Consulting to Sales Enablement

Seismic
Written by Seismic November 27, 2018

After graduating from The George Washington University with a degree in political science and realizing that I was not going to be the next Karl Rove or David Axelrod, I focused my career search on landing an entry level role in either management consulting or investment banking. I had interned at a few “think tanks”…

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