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Have You Adapted to the Modern Sales Cycle?

Have You Adapted to the Modern Sales Cycle?

Alyssa Drury
Written by Alyssa Drury July 1, 2019

It’s no secret that the sales cycle has changed a lot over the past few decades. Some may even say that sales reps that are new to the game have a bit of an advantage when it comes to learning and onboarding; they are typically tech-savvy, have fresh and mold-able minds that aren’t bogged down…

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Buyer's Journey, Sales Enablement
How Financial Firms Use Technology to Keep Up with Compliance Changes

How Financial Firms Use Technology to Keep Up with Compliance Changes

Alyssa Drury
Written by Alyssa Drury June 25, 2019

The SEC recently made a substantial change to its Customer Relationship Summary that largely went under the radar: the removal of the word “fiduciary” from mandated language RIAs must use to describe their standard of conduct. This is not to say that RIAs cannot use the term “fiduciary” or are unable to tell clients that…

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Asset Management, Compliance & Regulatory
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
Overcoming the Telecom Hurdle: Building on a Legacy Through Digital Transformation

Overcoming the Telecom Hurdle: Building on a Legacy Through Digital Transformation

Jonathan Hinz
Written by Jonathan Hinz June 17, 2019

The B2B telecom industry is unique. On one hand, it provides a service that enables the use of one of the business world’s most indispensable commodities – the telephone. As mobile data consumption continues to accelerate YoY, growth of the B2B market is expected to be four times greater than that of the consumer market…

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Telecommunications, Digital transformation
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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All Industries, Buyer Engagement, Buyer's Journey, Sales Effectiveness
Sales Enablement Doesn’t Have to be Difficult for Financial Services Firms – Here’s Why and How to Implement

Sales Enablement Doesn’t Have to be Difficult for Financial Services Firms – Here’s Why and How to Implement

Alyssa Drury
Written by Alyssa Drury June 11, 2019

Implementing a sales enablement solution doesn’t have to be hard. The key to ensuring that the process is quick and easy is working with a partner who will guide you along the way and do the heavy lifting. In addition, it is always a good idea to look for a vendor that you can grow with. The most successful firms engage with a partner that has allowed them to start small in terms of capability without limiting their growth trajectory. In doing so, you can futureproof your digital transformation by bringing on technology that will scale along with you.

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Asset Management, Digital transformation
Seismic Named a WealthManagement.com Industry Award Finalist Four Years in a Row

Seismic Named a WealthManagement.com Industry Award Finalist Four Years in a Row

Stephanie Jackman
Written by Stephanie Jackman June 10, 2019

Having the tools to tailor communication and offerings to customers based on their likes, dislikes, and other attributes, like life stage and location, is no longer a nice-to-have, it’s a must-have. This goes for almost any industry, whether B2B or B2C, including wealth management. In the wealth management space, customization has become table stakes as…

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Wealth Management, Digital transformation, Seismic News
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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All Industries, 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, Buyer Engagement, Digital transformation, Sales Enablement
“Competitiveness and passion:” What Makes Seismic VP Nadia Rashid Tick

“Competitiveness and passion:” What Makes Seismic VP Nadia Rashid Tick

Matt Lieberson
Written by Matt Lieberson May 29, 2019

Based on Nadia Rashid’s long life in sales, selling a wide variety of products ranging from oil and gas to marketing technology, you would assume that she was always full of passion for selling. But she actually came into sales, as she puts it, “by accident.” “I didn’t grow up aspiring to be in sales,”…

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All Industries, Seismic News