sales efficiency

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Improving Sales Efficiency by Enabling Adaptability

Matt Cohen
Written by Matt Cohen August 23, 2018

We live in a world that is more complex and interdependent than ever before. We often see this complexity in the form of continuous market disruption, primarily caused by exponential technological innovation. No leader can individually address this complexity, so the old model of centralized command and control doesn’t cut it, but they can create organizations…

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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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4 Tips for Packaging Sales Content to Increase Usage Rates

4 Tips for Packaging Sales Content to Increase Usage Rates

Alyssa Drury
Written by Alyssa Drury March 23, 2016

As a B2B marketer, you understand how important content is to accelerating sales cycles and winning deals. But you also know that there might be a disconnect between marketers’ content creation and sales reps’ content usage, and think that there must be a better way to deliver that content to sales. SiriusDecisions estimates that between…

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Have Your Sales Reps Adapted to the Age of the Customer?

Have Your Sales Reps Adapted to the Age of the Customer?

Alyssa Drury
Written by Alyssa Drury November 18, 2015

In the dawn of business intelligence and marketing automation tools, buyers expect a one-to-one buying interaction from every sales rep they encounter. Many sales leaders think that getting a prospect’s name and company right in an introduction email will cut it in this age of personalization, but that’s just the tip of the iceberg. According…

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The Major Failings of Just-in-Time Sales Training

The Major Failings of Just-in-Time Sales Training

Alyssa Drury
Written by Alyssa Drury November 3, 2015

Just-in-time training is a sales effectiveness strategy that continues to gain momentum in the ongoing age of mobility. It stems from a supply chain management strategy of ordering or receiving materials only as they are needed in the production process, with the goal of saving money that would otherwise be wasted on inventory costs. When…

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5 Can’t-Miss Dreamforce Sessions for Salesforce Admins

5 Can’t-Miss Dreamforce Sessions for Salesforce Admins

rjohnson
Written by rjohnson September 2, 2015

As if you’re not counting down already: Dreamforce is just two weeks away! As Seismic’s Director of Sales Operations, I spend a great chunk of my time in Salesforce and am always looking for ways to optimize Salesforce for our sales reps and ensure that they’re getting as much out of it as possible. Luckily,…

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Jumpstarting Your Activity-Based Enablement Strategy

Jumpstarting Your Activity-Based Enablement Strategy

Alyssa Drury
Written by Alyssa Drury June 30, 2015

As a sales leader, your main goal is to help your sales force succeed and grow. This is a goal that is never completely reached; there is always room for improvement, especially when it comes to making sales activities more efficient and your sales processes more effective. You should constantly be on the prowl for…

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How to Survive QBRs in 2015

How to Survive QBRs in 2015

Alyssa Drury
Written by Alyssa Drury June 17, 2015

The end of Q2 is upon us, which means a ton of scrambling to close deals, adjusting and adding to your pipeline for the second half of the year, and dealing with the necessary evil of quarter-end meetings. I spoke with a few of Seismic’s sales leaders and old colleagues to discuss why QBRs and…

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Salesforce Content: Hero or Headache?

Salesforce Content: Hero or Headache?

Alyssa Drury
Written by Alyssa Drury January 6, 2015

As customers and prospects get used to an influx of sales introductions and interactions, it’s becoming imperative for sales reps to accompany these with the right collateral. As a leader in the CRM world, Salesforce recognized this need and created Salesforce Content. Let’s shed a light on how it works, what it does right, and what challenges its users may experience.

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