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Creating a High-Performing Sales Culture

Creating a High-Performing Sales Culture

Seismic
Written by Seismic July 22, 2015

A top priority for sales managers, after increasing sales and revenue of course, is often to create a high-performing sales culture within the organization. Every sales leader wants a productive, efficient, and effective sales team that can hit quota. And let’s face it – in today’s competitive business environment, sales organizations are increasingly chasing more…

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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
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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Building vs Buying Sales Enablement Technology: 5 Considerations

Building vs Buying Sales Enablement Technology: 5 Considerations

Seismic
Written by Seismic March 17, 2015

Build versus buy. An age old question that, from my point of view, has had varying conclusions over the years. As a young techy right out of college, I wanted to build everything. The reason more often than not was the challenge I wanted to conquer. And while I delivered what was asked often it…

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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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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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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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7 Roles of a Sales Enablement Leader

7 Roles of a Sales Enablement Leader

Seismic
Written by Seismic April 23, 2014

Whether you’re a chief executive, team manager or sales rep, sales enablement leadership requires versatility in behaviors, skills, attitude and the ability to take on many different roles. So what kinds of roles must the best sales enablement leaders refine to be successful? The Magnificent Seven Strategist Winning deals requires constant assessment of your sales…

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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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