sales effectiveness

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Content Analytics

The 2 Necessary Sales Content Analytics

Matt Ellis
Written by Matt Ellis December 26, 2017

Sales needs content to do their jobs. Long gone are the days of door-to-door selling. That might have been a good way to hawk some vacuums or encyclopedia sets, but it’s not too effective for global salesforces nowadays. Instead of hitting the streets of Mayberry, sellers now have to provide their buyers with effective content…

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6 Scary Facts About Inefficient Sales Teams

6 Scary Facts About Inefficient Sales Teams

Shauna Leighton
Written by Shauna Leighton October 31, 2017

It wouldn’t be Halloween without a little scare or trickery—but I can assure you that an inefficient Sales team is no treat for your organization. When Sales teams aren’t performing optimally, the entire organization can feel it. Not only from a monetary perspective, but from a brand integrity and customer experience perspective as well. Here…

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12 Must-Have KPIs of Sales Enablement

12 Must-Have KPIs of Sales Enablement

Chris Monaco
Written by Chris Monaco January 5, 2017

One of the main purposes of any sales enablement strategy is to help your sales and marketing teams become more efficient and effective in their performance. To assist in the operational integration of said functions, Seismic previously published The 12 Must-Have KPIs of Sales Enablement. This guide details and measures the 12 key performance indicators…

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How The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016 Benefits Sales Leaders

How The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016 Benefits Sales Leaders

Alyssa Drury
Written by Alyssa Drury December 14, 2016

The Forrester Wave™: Sales Enablement Automation Systems, Q4 2016, Forrester’s first assessment and evaluation of the sales enablement automation (SEA) space, was released last week. The report aims to help sales enablement practitioners navigate their daily challenges and strategic goals to choose the right vendor to empower their teams. But sales enablement vendors don’t just…

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Sales Lessons Derived from Steph Curry's Jump to Under Armour

Sales Lessons Derived from Steph Curry's Jump to Under Armour

Alyssa Drury
Written by Alyssa Drury March 25, 2016

We might be smack dab in the middle of March Madness, but a different basketball story line stole the spotlight this week. Yesterday, ESPN’s TrueHoop reported about a side of the basketball business us spectators don’t normally see: brand endorsement deals. TrueHoop disclosed information about how Under Armour won over Steph Curry, arguably the biggest star…

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How Confident Sales Reps Prepare for Unpredictable Buyer Interactions

How Confident Sales Reps Prepare for Unpredictable Buyer Interactions

Alyssa Drury
Written by Alyssa Drury February 18, 2016

Ask any sales leader what characteristics they look for in an all-star salesperson. You’ll likely hear traits such as hardworking, persistent, organized, and thick-skinned. But how do you really differentiate the traits of superior reps from mediocre ones? We’ve all heard of The Challenger Sale, which graded over 6,000 sales reps on 44 attributes to…

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What is Sales Asset Management—and Why Should You Care?

What is Sales Asset Management—and Why Should You Care?

Alyssa Drury
Written by Alyssa Drury February 2, 2016

“Sales asset management” (SAM) is a misunderstood term in the world of B2B sales and marketing. No, it is not a new name for a group of financial services relationship managers—it actually has nothing to do with the financial services industry. Some may also argue that it is more of a marketing function than sales,…

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