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The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview Part 3)

The Sales Enablement Chronicles: Insights from the Inside (Q+A Interview Part 3)

Jeannine Croteau
Written by Jeannine Croteau October 15, 2019

Interviews with sales enablement industry leaders, sharing best practices, strategies, and words of wisdom. In case you missed it, here are part 1 and part 2 of the Sales Enablement Chronicles interview series. For this edition of The Sales Enablement Chronicles: Insights from the Inside, I interviewed Lindsay Lemieux, Senior Manager, Sales Training at Seismic.…

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All, Sales Enablement, Technology & Data, Technology Stack
Is Your CRM Actually Worth Logging Into?

Is Your CRM Actually Worth Logging Into?

Jake Pieruccini
Written by Jake Pieruccini October 10, 2019

A CRM is a powerful tool and one that’s critical to the success of any business. But that doesn’t mean that you’ll reap all of the benefits it can provide right out of the box. To get the best results, you need to augment your existing CRM system to increase its overall effectiveness and maximize your return on investment. With so many tools on the market to choose from, you need to be careful to select ones that are going to drive the greatest value. As we’ve seen, enhancing your CRM with a sales enablement tool is a great way to do just that by making your sales reps lives easier so that they can focus their energy where it matters most.

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Financial Services, Advisor Enablement, Sales Enablement, Technology & Data
Hyper-Personalized Customer Engagement: Why Account-Based Selling?

Hyper-Personalized Customer Engagement: Why Account-Based Selling?

Amanda Wiesemann
Written by Amanda Wiesemann September 18, 2019

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.…

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Technology, Advisor Enablement, Digital transformation, Sales Effectiveness
5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

5 Ways to Improve Your B2B Customer Experience with Sales Enablement Technology

Dan Burtan
Written by Dan Burtan September 9, 2019

Customer experience has long been a priority for B2C companies, but it hasn’t been a focus for B2B organizations until more recently. The B2B selling space is evolving, funnel dynamics are shifting, and buyers are becoming better informed. Perhaps the most significant changes are the shift in the balance of power in the B2B purchase…

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Asset Management, Banking, Consulting, Financial Services, Life Sciences, Other Industries, Technology, Telecommunications, Wealth Management, Sales Enablement, Technology & Data
The Future of Sales Enablement is Personalization: New Forrester Study

The Future of Sales Enablement is Personalization: New Forrester Study

Matt Lieberson
Written by Matt Lieberson July 25, 2019

Sales enablement is having a moment. LinkedIn has almost 9000 open sales enablement positions across the United States alone. So, it is high time to delve into what sales enablement really looks like in 2019. Seismic commissioned Forrester Consulting on a July 2019 study[1] reporting on the present and future of enablement, surveying nearly 400…

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Sales Enablement, Technology & Data, Trending Topics
Challenges with Cross-Selling in Commercial Banking and how Technology can Help

Challenges with Cross-Selling in Commercial Banking and how Technology can Help

Jake Pieruccini
Written by Jake Pieruccini July 15, 2019

For banks, lending is getting less profitable and funding has gotten more costly. According to David O’Connell of the AITE Group, this means banks need to embrace lending as the “tip of the spear” and field new opportunities to acquire deposits. Maximizing collaboration between lenders and treasury management and “treating all products and services as…

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Banking, Advisor Enablement, Buyer Engagement, Technology & Data
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
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
Disrupt or Be Disrupted: How Technology is Affecting Strategic Partnerships in Banking

Disrupt or Be Disrupted: How Technology is Affecting Strategic Partnerships in Banking

Alyssa Drury
Written by Alyssa Drury February 28, 2019

When BB&T and SunTrust announced their $66 billion merger earlier this month, both financial institutions cited technology as a major driver fueling the decision. While together they stand to become the sixth largest bank in the US based on customer assets, what sealed the deal may have been the need to come together to remain…

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Banking, Financial Services, Technology & Data