Sales Effectiveness

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…

According to The State of Enterprise Sales Enablement 2019, 85 percent of sales and marketing leaders agree that buyers will dismiss a seller in the first interaction if they don’t receive tailored information. Companies are moving towards account-based selling to fill this gap by enhancing the buyer experience in a more effective and efficient manner.…

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.

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…

“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…

Competition is in our nature. We compete against other teams or individuals in sports, we compete with siblings for our parents’ attention, we compete with our peers for the best jobs, we compete with coworkers for a raise or promotion. Sales in particular is known for its dog-eat-dog, quota-oriented nature, which serves to basically position…

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…

State of buyer engagement in 2019 Buyers today can obtain product information and read reviews without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone. Because prospects and buyers are more educated their expectations have also increased. Customers today expect salespeople to act as trusted advisors. When buyers…

Fifty-seven percent of the information buyers need they gather on their own before they’re even in touch with a salesperson, meaning it’s more important than ever for salespeople to be sharp, prepared, and add new value. Sellers are not only wasting time, but annoying buyers, by pushing content and messages on them that are irrelevant…

Prior to the rise of technology, B2B sellers were behind the wheel. In the old days of selling, buyers relied on sellers to provide the information they needed to make a purchasing decision. Now, the computer firepower carried in buyers’ pockets can connect them to mountains of product information in a matter of seconds. Today’s…