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Sales Enablement

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10 Tips to Drive World-Class Sales Enablement

10 Tips to Drive World-Class Sales Enablement

Dan Burtan
Written by Dan Burtan July 10, 2019

If there was ever a time when selling was easy, now is not it. Selling into the b-to-b marketplace is becoming increasingly difficult because today’s buyers are digitally educated and socially connected. Instead of relying on sellers for information on products and services, buyers turn to the Internet and their professional networks to educate themselves…

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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
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
3 Ways to Make the Modern Buyer Love You

3 Ways to Make the Modern Buyer Love You

Dan Burtan
Written by Dan Burtan June 12, 2019

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…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Buyer Engagement, Buyer's Journey, Sales Effectiveness
3 Mistakes to Avoid When Building an Enablement Strategy

3 Mistakes to Avoid When Building an Enablement Strategy

Tamrah Buhr
Written by Tamrah Buhr June 6, 2019

Implementing an enablement strategy is one of the most effective ways you can transform your sales and marketing teams. For example, organizations that have a defined sales enablement program have seen a 350% increase in content usage, 275% boost in conversions and 65% more revenue generated by new reps. However, not all strategies are created…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Enablement
Pitch Perfect: How Sales Enablement Can Optimize  Your Bank’s Competitive Differentiation Strategy

Pitch Perfect: How Sales Enablement Can Optimize Your Bank’s Competitive Differentiation Strategy

Shaalin Parekh
Written by Shaalin Parekh June 3, 2019

It’s no secret that B2B banking is becoming increasingly commoditized. These days, small- and medium-sized companies are using far more banks than even just a few years ago: according to Gartner’s 2016 Study: “A New Basis for Competitive Advantage,” 53 percent of companies use four or more financial providers. Meanwhile, Fintech competition is also ramping…

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Banking, Financial Services, Buyer Engagement, Digital transformation, 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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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, 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