BrandViews / Seismic

8 Reasons Your Sales Reps are Losing Deals

Buyers have taken control of the sales cycle, and successful salespeople today know they need to act like trusted advisors with prospects to simplify their decision-making process, understand their needs and behavior, and deliver immediate value, otherwise they will lose the deal. Good sales managers and sales reps won’t just accept that a deal was …

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10 Tips to Drive World-Class Sales Enablement

If there was ever a time when selling was easy, now is not it. Selling into the b-to-b marketplace is becoming increasingly difficult because today’s buyers are digitally educated and socially connected. Instead of relying on sellers for information on products and services, buyers turn to the Internet and their professional networks to educate themselves …

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The Shift From Sales Reps to Trusted Advisors

mohamed_hassan / Pixabay Buyers today can obtain product information without ever talking to a salesperson, embarking on as much as 57% of the buyer’s journey alone before ever speaking to a sales rep. Because prospects and buyers are savvier and more educated, they expect salespeople to act as trusted advisors and present them with information. …

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What is Sales Collateral? Examples of Sales Collateral for Sales Enablement

The true mark of a working sales enablement strategy is a sales force that constantly maintains meaningful conversations with prospects and customers. It doesn’t matter how many documents the sales enablement team puts out or marketing materials they utilize; the important thing is to provide the sales team with collateral that is relevant and helpful …

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It’s Time to Start Proving Revenue

Today’s financial services CMOs have a lot on their plates. In addition to traditional marketing functions, they’re expected to wear a variety of other hats, such as owning the customer experience and making critical decisions about technology spend. In asset and wealth management specifically, CMOs face the additional challenges of having to deal with an …

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Free Up Relationship Managers’ Time to Drive Customer Engagement

What does Sales Enablement mean for Bankers? Banks are one of the biggest buyers of IT on the planet, having long made massive investments to maintain and upgrade their legacy systems. Today, their investment in IT continues to grow, with most banks supporting large in-house IT teams while also partnering with leading FinTechs. Underscoring the …

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