Sales Effectiveness

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The Shift From Sales Reps to Trusted Advisors

The Shift From Sales Reps to Trusted Advisors

Dan Burtan
Written by Dan Burtan July 2, 2019

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…

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Buyer Engagement, Buyer's Journey, Sales Effectiveness
Improving the Buyer/Seller Relationship: Recap of the B2B Sales Show Podcast with Ed Calnan and John Boucher

Improving the Buyer/Seller Relationship: Recap of the B2B Sales Show Podcast with Ed Calnan and John Boucher

Stephanie Jackman
Written by Stephanie Jackman June 18, 2019

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…

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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
Mastering Excellence: The Art of Enablement in Consulting (Part 1)

Mastering Excellence: The Art of Enablement in Consulting (Part 1)

Christina Wood
Written by Christina Wood April 5, 2019

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,…

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Consulting, Buyer Engagement, Sales Effectiveness, Sales Enablement
What can World-class Commercial Organizations learn from March Madness?

What can World-class Commercial Organizations learn from March Madness?

Sarah Raines
Written by Sarah Raines April 2, 2019

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…

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Asset Management, Sales Effectiveness