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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
How to Improve Sales Productivity: 7 Helpful Hints

How to Improve Sales Productivity: 7 Helpful Hints

Dan Burtan
Written by Dan Burtan May 15, 2015

Sales productivity is the #1 challenge for almost 65% of B2B organizations, according to research from The Bridge Group. Therefore, optimizing sales productivity should be one of the most important aspects for a business to focus on – the efficiency, effectiveness, and productivity of the salesforce has a direct and significant impact on revenue. What is…

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All, Asset Management, Banking, Consulting, Financial Services, Life Sciences, Manufacturing, Other Industries, Technology, Sales Enablement, Sales Productivity
Top 46 Account-Based Selling and Marketing Tools to Maximize Sales Team Effectiveness

Top 46 Account-Based Selling and Marketing Tools to Maximize Sales Team Effectiveness

Dan Burtan
Written by Dan Burtan January 19, 2018

Account Based Selling is a B2B sales model that uses an account-based approach, rather than a lead-based or contact based approach, to predict which companies are ready and likely to buy. Under this model, sales teams focus on a set of highly-targeted, high-value accounts with the goal to convert them to customers. To do so successfully requires talking to the right people, at the…

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sales excellence

What is Sales Excellence?

Matt Ellis
Written by Matt Ellis October 26, 2018

What is sales excellence? Well, excellence is an amorphous and difficult thing to not only define but also achieve. We could spend years in therapy talking about how to know when you’ve achieved excellence in both your personal and professional life. When will all these feelings of inadequacy and inability to measure up to Bill…

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Technology, Sales Effectiveness
What is Sales Operations?

What is Sales Operations?

Seismic
Written by Seismic January 19, 2018

As sales organizations become more process driven and scientific, sales operations has taken on a new level of importance. Matt Heinz calls them one of the most unsung heroes for sales organizations. There are thousands of sales operations professionals in the US alone and the function has become increasingly common since Xerox pioneered the role…

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3 Key Metrics for Measuring Sales Enablement Success

3 Key Metrics for Measuring Sales Enablement Success

Dan Burtan
Written by Dan Burtan January 19, 2018

It might be cliché to point out that the buyer experience has changed, but it’s certainly worth revisiting from time to time. Why? Because even though the vast majority of marketers understand that their customer is now looking for custom content, surf social media sites and shop with their mobile phones, far too many haven’t…

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Seismic Acquires SAVO: What it means for customers

Seismic Acquires SAVO: What it means for customers

Doug Winter
Written by Doug Winter May 8, 2018

Today we announced a definitive agreement to acquire SAVO Group, bringing together two of the major global sales enablement brands. It is a significant chapter in our company’s history and the overall sales enablement market. By bringing SAVO Group and their customer base into the Seismic family, Seismic will have more than 450 employees and…

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Asset Management, Banking, Financial Services, Life Sciences, Other Industries, Technology, Wealth Management, Seismic News
5 Lessons Learned From "The Challenger Sale"

5 Lessons Learned From "The Challenger Sale"

Seismic
Written by Seismic July 23, 2014

Mathew Dixon and Brent Adamson researched over 60,000 salespeople and 90+ companies across different industries to create this methodology for a more effective sales process.

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Sales Enablement
Asset-management-marketing

Three Asset Management Marketing Trends to Watch in 2018

Jason Fidler
Written by Jason Fidler January 31, 2018

Asset management has undergone a long period of disruption since the financial crisis ten years ago, but according to a recent report from PricewaterhouseCoopers, we’ve only begun to scratch the surface of the industry’s reinvention. PwC’s exhaustive study found that there will be far fewer firms managing far more assets in only five or ten…

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Asset Management, Seismic News, Trending Topics
5 Habits of Highly Successful Sales Reps

5 Habits of Highly Successful Sales Reps

Seismic
Written by Seismic November 18, 2018

Ask yourself – do you want to be a good sales rep or do you want to be a great sales rep? Organizations need sales reps – they are critical to the success of the business. And in today’s competitive business environment, sales organizations are increasingly chasing more aggressive goals with greater pressure to overachieve.…

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All, Sales Effectiveness, Sales Productivity