Sales Effectiveness

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…

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…

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,…

(Spoilers Ahead – If you are caught up on Season 7, read on!) Game of Thrones season is upon us, and Winter is finally here, and the Night King is proving to be a dominant force to be reckoned with.  But it’s not simply through his mystical powers that he and his Army of the…

There’s not one equation to success in consulting. Teams and organizations can operate differently, and still be successful; however, as competition evolves, differentiation is paramount. How can you pull your consulting services apart? Seismic believes the answer is enablement. With that, we welcome you to Seismic’s blog series Mastering Excellence: The Art of Enablement in Consulting,…

Focus. Collaboration. Expertise. Leadership. As March Madness rolls into the Final Four, these are just some of the characteristics we’ve witnessed from the most successful teams this season. But as we scrutinize our brackets, show support for the Cinderella team, or experience that inevitable adrenaline rush as the shot goes in at the buzzer, it’s…

It’s that time of year again (and by that, I mean it’s time to review my March Madness bracket to see what went wrong). As the buying cycle progresses, many organizations find themselves head-to-head with their competition. Sometimes even 3 or 4 companies are competing for the same deal. So, in a world filled with rivalry,…

We are celebrating Women’s History Month and we’d be remiss if we didn’t talk about women in sales. It’s no secret that women are drastically under-represented in sales, holding only 4 out of every 10 sales positions. This is increasingly the case as you look up the leadership ladder, with only 1 in 4  executives being female.…

Explore the trends that are making recruiting a much more challenging proposition in the wealth management industry and how sales enablement technology can give advisors an edge.