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6 Top Challenges Salespeople Face Today

6 Top Challenges Salespeople Face Today

Dan Burtan
Written by Dan Burtan June 15, 2017

Today’s selling space moves at the speed of light, and as the B2B industry continues to accelerate…only the survival-of-the-fittest salespeople will thrive. It’s crucial that sellers learn how to adapt to new buyer behaviors so that they can navigate through the sales process and close more deals. Are you curious about the kinds of challenges…

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Trending Topics
The Pros and Cons of Tying Marketing Compensation to Metric Performance

The Pros and Cons of Tying Marketing Compensation to Metric Performance

Alyssa Drury
Written by Alyssa Drury March 3, 2016

Marketing has officially entered its Renaissance Era. Long gone are the days of talking at customers without feedback and tracking metrics that don’t move the needle. Thanks to a recent boom in marketing technology, marketing success can be quantified to show its contribution to revenue goals, helping sales and marketing align more than ever before.…

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Marketing Performance
automate proposals, RFP automation

Top 13 Tools to Automate Proposals

Matt Ellis
Written by Matt Ellis November 2, 2018

Tools that automate proposals save organizations countless hours and dollars. Without a tool to automate proposals your organization can miss out on deals. The platforms available today reduce the friction of fulfilling an RFP by providing users with the ability to automate the process, track results, reuse templates, quickly customize a proposal, and collaborate within…

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Technology, Marketing Efficiency, Sales Effectiveness
Seismic healthcare events 2018

10 Healthcare Events You Can’t Miss in 2018

Shauna Leighton
Written by Shauna Leighton January 3, 2018

Fifty-percent of healthcare and life sciences organizations plan to make event marketing a priority in 2018, based on a recent study conducted by Seismic. This can be correlated to the fact that while digital transformation is upon us, the need to connect on a human level is still necessary in this industry. We may all…

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Life Sciences, Trending Topics
Get SMART To Provide Better Feedback

Get SMART To Provide Better Feedback

Alyssa Drury
Written by Alyssa Drury September 10, 2014

Without goals, teams and individuals alike are left with little direction and motivation to succeed, so many companies turn to SMART goals to improve productivity and performance. But what about providing SMART feedback?

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Marketing Performance, Sales Enablement
Top 40 Predictive Analytics Tools

Top 40 Predictive Analytics Tools

Dan Burtan
Written by Dan Burtan January 19, 2018

Predictive analytics are increasingly important to businesses as they become more scientific in their sales processes. Companies are collecting large amounts of data but aren’t always sure how to use this information. Predictive tools allow sales and marketing teams to apply historical data to future events to boost their efficiency, save time and money, and drive…

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enablement and operations

What is the Difference Between Sales Enablement and Sales Operations?

Matt Ellis
Written by Matt Ellis December 5, 2018

Sales enablement and sales operations both serve a crucial role in any organization. Do you know the important difference between enablement and operations?

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Technology, Sales Effectiveness, Sales Enablement
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
The One Word That Should Describe Your Salespeople

The One Word That Should Describe Your Salespeople

Daniel Rodriguez
Written by Daniel Rodriguez August 7, 2014

I had an intriguing conversation with Scott Santucci, an analyst at Forrester who covers the sales enablement space, about the role of sales teams. Santucci asked,

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Sales Enablement
The 3 P’s of Successful Sales Interactions

The 3 P’s of Successful Sales Interactions

mcheung
Written by mcheung October 13, 2015

According to a Forrester Research study, approximately 60% of executive buyers are unsatisfied with their interaction with sellers. Today’s buyers have access to a virtually endless supply of information, and, as a result, place an unprecedented burden on sellers to demonstrate value. In order to meet this challenge and have successful sales interactions, sales reps…

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Sales Enablement