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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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Sales Effectiveness
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 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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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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Technology
How to Properly Support Your Sales Team

How to Properly Support Your Sales Team

Seismic
Written by Seismic March 11, 2015

Throughout my entire career I always believed that hard work, alone, was all I needed to be successful in sales. I would join an organization, ramp quickly and hit the pavement running. In actuality, my success had been achieved with a mix of great training, a drive to continuously learn new things, tremendous support from…

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5 Onboarding Best Practice for New Sales Hires

5 Onboarding Best Practice for New Sales Hires

Seismic
Written by Seismic April 30, 2014

Sales Professionals are the Next Point of Differentiation Sales First companies understand that today’s B2B sales landscape does not stop at product or solution differentiation, but extends to  differentiation between sales professionals. Hiring Customer Advocate Sales Professionals is the first of many investments a Sales First Company makes towards succeeding in an increasingly competitive marketplace.…

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6 Steps to a Data-Driven Sales Strategy

6 Steps to a Data-Driven Sales Strategy

Seismic
Written by Seismic April 6, 2016

“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…

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How to Break Through Content Clutter

How to Break Through Content Clutter

Seismic
Written by Seismic October 1, 2015

Do you ever feel as if your tried-and-true marketing efforts are just not working as well as they used to anymore? Well, you may not be imagining things. Today’s consumers, even in B2B, are bombarded 24/7 by literally thousands of competing marketing messages from a multitude of channels and sources. According to Jay Walker-Smith from Yankelovich…

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