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What is Sales Enablement?

What is Sales Enablement?

Seismic
Written by Seismic July 15, 2015

The proliferation of the Internet has transformed B2B sales. Prior to the rise of technology, buyers relied on salespeople to provide much of the information needed to make a purchasing decision. Now, buyers can access product information, reviews, and pricing at the click of a mouse. As a result, much of the purchasing decision is…

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Sales Enablement
3 Steps to Becoming a Trusted Advisor

3 Steps to Becoming a Trusted Advisor

Seismic
Written by Seismic October 15, 2015

In the world of B2B sales, the most successful sales people are considered trusted advisors by their prospects and clients. I’ve read several blog posts on the characteristics of a trusted advisor and its importance, but I have not yet seen general advice on the foundational steps to become a trusted advisor. If you’re looking…

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Sales Operations and Marketing Must Work Together

Sales Operations and Marketing Must Work Together

Seismic
Written by Seismic August 25, 2016

You’ll often hear about the classic “Sales and Marketing Divide”. There is actually a lot more nuance to that problem than meets the eye. After all, neither team is a monolith. They’re made up of different units with many different concentrations. One of those units within sales that is a favorite of mine is sales…

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5 Essential Content Types for Sales Enablement

5 Essential Content Types for Sales Enablement

Seismic
Written by Seismic October 18, 2016

The true mark of a working sales enablement strategy is a sales force that constantly maintains meaningful conversations with prospects and customers. It doesn’t matter how documents the sales enablement team puts out; the important thing is to provide the sales team with content that is relevant and helpful at each stage of the sales…

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What Makes a Top Sales Rep Successful?

What Makes a Top Sales Rep Successful?

Seismic
Written by Seismic June 1, 2015

Organizations need sales reps – they are critical to the success of the business. But even with such a key role in the company, only 1/3 of sales people meet or exceed quota, meaning that 2/3 of reps fail to reach their annual sales goals. Steve W. Martin at Harvard Business Review recently conducted a…

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5 Things Your Sales Enablement Strategy Needs to Succeed

5 Things Your Sales Enablement Strategy Needs to Succeed

Seismic
Written by Seismic October 6, 2017

Sales Enablement has always been an essential part of sales and marketing orgs, but over the last 3-4 years we’ve seen exponential growth in the Sales Enablement movement (applause). However, as the discipline grows, the level of confusion seems to increase, and the need for clarity has never been greater than it is today. There…

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smarter selling

Account-Based Selling With Sales Enablement

Seismic
Written by Seismic April 20, 2016

Account-based selling (ABS) is one of the hottest B2B sales trends in 2016, and it doesn’t show signs of slowing down any time soon. It is changing sales processes and the way that sales teams and individual reps sell. Let’s take a look at what exactly account-based selling is, what is driving this trend, and…

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Why Content Management is Critical to Sales Enablement

Why Content Management is Critical to Sales Enablement

Seismic
Written by Seismic December 1, 2016

Think back to the days before CRM when salespeople would peruse the phone book for a prospect’s number and track activities in a notepad. I imagine modern sales executives shutter at the thought of returning to such primal practices. But believe it or not, some sales organizations still rely on similarly outdated tactics in the…

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Is there a Difference Between CRM and Sales Enablement?

Is there a Difference Between CRM and Sales Enablement?

Seismic
Written by Seismic January 13, 2015

I’m hard pressed to find a sales rep that can work a new lead, take it through an entire sales process, and produce a sale quickly Everyone needs support throughout the sales process, but many have a hard time doing a skills self-assessment and asking for the type of support that will make them successful.…

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sales effectiveness

Sales Coaching Tips for the Modern Manager

Seismic
Written by Seismic November 21, 2016

With the pressure to hit higher sales goals than ever before, today’s sales managers are increasingly turning to new coaching techniques and technologies to help their teams drive revenue. Sales coaching, in particular, can make a huge difference in sales rep performance, and sales managers who do not invest the time and resources into coaching…

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