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sales enablement platform

How Sales Enablement Fits into your B2B Tech Stack

Seismic
Written by Seismic October 4, 2017

Before the Internet, buyers relied on salespeople and marketing to deliver the information needed to make a purchasing decision, but those days are long gone. Today’s B2B selling environment has evolved and as a result, buyers are more informed. Therefore, marketers and salespeople need to work together now more than ever to deliver value for…

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sales excellence

4 Signs It’s Time to Revamp Sales Training

Seismic
Written by Seismic September 28, 2017

If you are responsible for making the sales team more effective and efficient, sales enablement (aka training) always plays a role in improving productivity and tends to fall in two categories: new hire/onboarding and ongoing training and development. A lot is going on in a typical sales environment, and if you are not keeping up…

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Sales Enablement: Trending and Growing

Sales Enablement: Trending and Growing

Seismic
Written by Seismic September 22, 2017

No doubt, sales enablement is a fast-growing discipline. Back in 2012, only 19% of our study participants at CSO Insights reported having a sales enablement program, initiative or function. In 2016 it was 34%, and this year it’s 59%. Sales enablement is growing very fast – it’s actually growing exponentially! Whenever you observe fast-growing movements…

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How Situational Guidance Helps Sellers Win

How Situational Guidance Helps Sellers Win

Seismic
Written by Seismic September 20, 2017

Sales is a performance art. You’re up on a virtual (or real!) stage with virtually no time to deeply consider what to do next. And just like a great improv performance, a seller can inspire and engage prospects when they respond to the specific needs of prospects in real-time. Consider a few real-world sales scenarios:…

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Sales Resources are More Than Just Sales Content

Sales Resources are More Than Just Sales Content

Seismic
Written by Seismic September 8, 2017

B2B buyers are hungry for information. They see insights and data as powerful ways to drive more value for their companies — and their own careers. But generic information that’s not relevant to a buyer’s industry or problems is not going to help. It’ll only confuse. Yet that’s what too many sales people do. They…

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3 Reasons Why Your Organization Needs Sales Operations AND Sales Enablement

3 Reasons Why Your Organization Needs Sales Operations AND Sales Enablement

Seismic
Written by Seismic September 1, 2017

If sales is both an art and science, then sales operations is very much the science of sales. Sales operations uses historical performance and yields and proven best practices to build sales and lead plans, along with incentivizing schemes to architect success that matches business objectives. Performance against those plans is measured using a number of leading indicators that…

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How to Drive Revenue with a Data-Driven Sales Strategy

How to Drive Revenue with a Data-Driven Sales Strategy

Seismic
Written by Seismic August 25, 2017

The power of data and analytics cannot be ignored – it is how you know what is working, how you can improve, and where there are new opportunities. Everything in the sales organization, from training and forecasting to lead prioritization and sales performance optimization, can be improved with data. While revenue is an important measure…

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Marketing Automation and Sales Enablement: The Dynamic Duo

Marketing Automation and Sales Enablement: The Dynamic Duo

Seismic
Written by Seismic August 24, 2017

Marketing automation is not the same as sales enablement. Repeat after me: Not. The. Same. In order for a sales force to be both efficient and effective, read: close deals, you need both. Here’s why. As a tech marketer marketing to large-scale enterprises, I fully understand the complexities of a tech sale and the frustrations…

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The 6 Essential Questions to Answer Before Creating New Content

The 6 Essential Questions to Answer Before Creating New Content

Seismic
Written by Seismic July 7, 2017

Inspiration for content marketers is never far. With new reports, industry changes, and growing business needs happening every day, content writers can be prolific. In fact, 70% of organizations said they expect to create more content this year, according to the Content Marketing Institute (CMI). Budgets for content marketing are growing as well, representing even…

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Your Sales Enablement Problem is NOT Content

Your Sales Enablement Problem is NOT Content

Seismic
Written by Seismic June 1, 2017

Your Sales Enablement Program Needs Content in Context What you think is a content problem, can be solved by context The most commonly used word in Sales Enablement is content.  (Regardless of how you think about or define sales enablement, that statement is hard to dispute).  Sales enablement teams want to make sure their sellers have access…

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