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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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All Industries, Buyer Engagement, Sales Effectiveness, Sales Enablement
10 Tips for Sales and Marketing Content Alignment

10 Tips for Sales and Marketing Content Alignment

Dan Burtan
Written by Dan Burtan May 24, 2019

When organizations think of sales and marketing alignment, they often focus on demand generation. As content continues to grow as a critical component in successful selling, organizations must now take steps to align around content as well. Because buyers are savvier and more educated, they expect salespeople to present them with content that is relevant…

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All Industries, Buyer Engagement, Buyer's Journey, Content Analytics
Mastering Excellence: The Art of Enablement in Consulting (Part 2)

Mastering Excellence: The Art of Enablement in Consulting (Part 2)

Christina Wood
Written by Christina Wood May 17, 2019

Welcome to Part 2 of Seismic’s blog series, Mastering Excellence: The Art of Enablement in Consulting. Once a month we’ll post new trends, insights, and recommendations on business development and marketing enablement in Consulting. If you missed Part 1, you can catch up here. Today we’re talking: digital transformation.   According to Forrester Principal Analyst,…

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Consulting, Digital transformation, Sales Effectiveness, Sales Enablement
What is Sales Collateral? Examples of Sales Content for Sales Enablement

What is Sales Collateral? Examples of Sales Content for Sales Enablement

Dan Burtan
Written by Dan Burtan May 16, 2019

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 many documents the sales enablement team puts out or marketing materials they utilize; The important thing is to provide the sales team with collateral that is relevant and helpful…

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All Industries, Buyer Engagement, Buyer's Journey, Content Strategy
Enablement is a real problem. Why isn't it a real word?

Enablement is a real problem. Why isn’t it a real word?

Matt Lieberson
Written by Matt Lieberson May 3, 2019

Did you know that the word ‘enablement’ is not even recognized by Merriam-Webster, keepers of America’s most prominent dictionary? It’s true – search for enablement on the Merriam-Webster site, and you get this collection of lookalike words: And enablement remains sidelined, even while Merriam-Webster added 640 words to their dictionary just last week. More than 7,000 people…

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All Industries, Sales Enablement, Trending Topics
The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview, Part 1)

The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview, Part 1)

Jess Cody
Written by Jess Cody May 1, 2019

Interviews with sales enablement industry leaders, sharing best practices, strategies, and words of wisdom. For the first post in The Sales Enablement Chronicles: Insight from the Inside series I interviewed Mark Siciliano, Vice President of Sales Productivity & Strategy at Demandbase. Mark has held a variety of positions at Oracle, Marketo, and now Demandbase. He…

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All Industries, Sales Enablement