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9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle

9 Tips for Connecting with Buyers and Closing Deals Faster in the Modern Sales Cycle

Dan Burtan
Written by Dan Burtan November 21, 2019

Today’s sales and marketing teams are operating in the age of the customer. To be successful, these teams must focus their strategies and actions on the buyers’ problems and opportunities. Marketers are tasked with generating high-quality leads for the sales team. While marketing looks to improve the lead conversion process, sales looks to accelerate the…

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, Buyer Engagement, Buyer's Journey, Compliance & Regulatory
Seismic and Percolate: Delivering Content with Purpose

Seismic and Percolate: Delivering Content with Purpose

Doug Winter
Written by Doug Winter November 5, 2019

Delivering personalized, compelling content at every customer touchpoint has become essential. 85% of sales and marketers now agree that buyers will actively dismiss their marketing and sales efforts if they don’t receive tailored content. When also considering the fact that the buyer’s journey is more complex than ever before, the challenge before sellers and marketers…

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, Content Strategy, Sales Enablement, Seismic News
With Market Headwinds Intensifying, Here’s a Better Way to Work with Clients

With Market Headwinds Intensifying, Here’s a Better Way to Work with Clients

Jake Pieruccini
Written by Jake Pieruccini September 20, 2019

In recent months, global markets have become increasingly volatile. Slowing economic growth, weakening corporate earnings, and an escalating trade war with China are among the many factors conspiring to disrupt the economy and rattle investors. And, while the US economy has been expanding since 2009 — making this the longest period of uninterrupted growth in…

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Asset Management, Financial Services, Wealth Management, Content Strategy, Sales Effectiveness, Sales Productivity
Is Your Content Aligned to How Your Clients Make Decisions?

Is Your Content Aligned to How Your Clients Make Decisions?

Jake Pieruccini
Written by Jake Pieruccini September 12, 2019

With a tool like Seismic, sorting through all of that content, finding the right components, and pulling it all together is easy. Seismic automates the process for you so that creating custom presentations, pitchbooks, and proposals becomes quick, easy, and efficient. A process that might otherwise take hours, if not days, can suddenly be completed in seconds.

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Asset Management, Financial Services, Wealth Management, Advisor Enablement, Buyer Engagement, Buyer's Journey
5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

Dan Burtan
Written by Dan Burtan September 9, 2019

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Enablement, Technology & Data
5 Strategies to Drive Sales Productivity

5 Strategies to Drive Sales Productivity

Dan Burtan
Written by Dan Burtan September 3, 2019

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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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Effectiveness, Sales Enablement, Sales Productivity
How to Leverage Sales Efficiency and Sales Effectiveness to Improve Sales Productivity

How to Leverage Sales Efficiency and Sales Effectiveness to Improve Sales Productivity

Dan Burtan
Written by Dan Burtan August 26, 2019

“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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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Effectiveness, Sales Enablement
8 Reasons Your Sales Reps are Losing Deals

8 Reasons Your Sales Reps are Losing Deals

Dan Burtan
Written by Dan Burtan July 23, 2019

Buyers have taken control of the modern sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Great sales managers and sales reps won’t just accept that a deal…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Buyer Engagement, Sales Effectiveness, Sales Enablement
How Investment Managers Can Use Technology to Enable a Client-First Approach to Sales

How Investment Managers Can Use Technology to Enable a Client-First Approach to Sales

Alyssa Drury
Written by Alyssa Drury July 8, 2019

The investment management industry faces no shortage of challenges. Client expectations are on the rise as they seek the same kinds of highly customized, consultative, and engaging experiences they’re accustomed to in virtually every other aspect of their lives. At the same time, clients are becoming increasingly more sensitive to fees. That sensitivity is putting…

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Asset Management, Wealth Management, Sales Enablement, Technology & Data
How Financial Firms Use Technology to Keep Up with Compliance Changes

How Financial Firms Use Technology to Keep Up with Compliance Changes

Alyssa Drury
Written by Alyssa Drury June 25, 2019

The SEC recently made a substantial change to its Customer Relationship Summary that largely went under the radar: the removal of the word “fiduciary” from mandated language RIAs must use to describe their standard of conduct. This is not to say that RIAs cannot use the term “fiduciary” or are unable to tell clients that…

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Asset Management, Wealth Management, Compliance & Regulatory