Many GTM teams already rely on sales enablement software. The recent increase in its use isn’t just because more organizations are adopting new technology; it’s also about how enablement leaders are using modern tools to lead change, scale proven methods, and revolutionize training. That’s why for enablement leaders, investing in enablement technology isn’t just a matter of convenience — it’s a strategic necessity.  

To better understand the critical role enablement technology plays in empowering GTM teams across the globe, Seismic recently surveyed nearly 2,000 managers and senior leadership figures across GTM roles. The aim was to delve into their enablement strategies, the effectiveness of those strategies, the obstacles they face, and their GTM approaches. 

The study revealed that 92% of enablement tech users believe the desire for strategic, effective enablement will increase over the next 5 years, with 49% predicting a significant increase.  

Read on to understand the importance of sales enablement solutions and why this strategic investment is critical for driving growth, enhancing competitiveness, and ensuring long-term sustainability. 

Why enablement technology matters 

Enablement technology empowers organizations to drive impactful customer engagement and prospect interactions. According to our study, increasing revenue, boosting customer satisfaction, optimizing operations, improving marketing and sales alignment, and increasing client retention are just some of the ways respondents say enablement technology helps their organizations. In fact, 82% of respondents estimate that enablement tools will help their company exceed its revenue targets in 2024. 

Part of the reason that it’s possible to achieve the business outcomes noted above is because enablement technology is great at enhancing the efficiency of GTM teams. On average, it saves respondents 12 hours per week, enabling teams to trade administrative work for higher value activities. Beyond streamlining processes, the adoption of enablement technology holds profound implications for employee retention and organizational competitiveness. Respondents feel so strongly about the necessity of enablement technology that 52% of enablement tech users say they simply wouldn’t work for a company without these tools. 

Who uses sales enablement tools? 

Once primarily utilized by sales teams, sales enablement technology now encompasses other GTM functions like customer success and marketing, reflecting its growing importance across customer-facing and revenue-generating teams. According to our study, 6 in 10 enablement users say that their company’s sales team uses enablement tech, while 58% report that marketing uses enablement tech and 53% say that enablement tech is used by customer success teams. 

When asked if the desire for strategic, effective enablement has increased over the last 3 to 5 years, 9 in 10 sales enablement tool users say yes — with 38% reporting a significant increase.  

The case for investment 

The study revealed that enablement spend is on the upswing: 58% of respondents say that their company plans to increase their investment in enablement technology in 2024. Notably, those who already use enablement technology and know its benefits were 75% more likely to say this. Sales leaders were 34% more likely than average to report an increase in spending. 

Investing in enablement technology isn’t just about staying ahead; it’s about securing your organization’s future resilience and competitiveness. A staggering 83% of those planning to increase or retain investment agree that enablement technology is integral to weathering difficult economic times. This speaks volumes about the perceived value of sales enablement tools.  

And the repercussions of neglecting this investment are real — with 36% of respondents considering leaving their organization due to inadequate tools, putting organizations at risk for attrition and diminished GTM performance.  

The promise of AI and outlook 

Recent advances around generative AI have the potential to transform digital sales enablement. In fact, 92% of respondents who plan to increase investment in enablement tech plan to do so because of the promise of AI. Today, AI is already transforming and simplifying enablement workflows, saving humans hours of administrative time by assuming repetitive, manual tasks.  

As generative AI continues to evolve, organizations can expect to improve data-driven decision-making, better understand customers, and deliver the personalized interactions that buyers crave. Investing in AI-powered enablement technology positions organizations to thrive in the future by driving innovation, streamlining operations, and delivering a superior customer experience. 

It’s time for Generation Enablement 

Today’s GTM teams are not just adopting sales enablement software — they’re  harnessing it to drive transformational change across the business. They’re not defined by their age, but by their outsized impact on GTM strategy, behaviors, and results. At Seismic, we’re calling this Generation Enablement, or Gen E for short.  

The Seismic Enablement Cloud^TM is designed to help GTM teams break down silos across departments and generations to help them perform their best and drive revenue growth.  

To learn more about Gen E and the results of our study, download the report here.  

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Chief Revenue Officers (CROs), who are at the heart of Gen E, are tasked with everything from revenue growth to developing and aligning teams. As such, revenue enablement technology and the enablement teams that deploy it are integral parts of every CRO’s toolkit. 

Enablement technology is important to CROs because it helps improve sales productivity and performance, streamline revenue operations, and enable revenue growth. But don’t just take our word for it.  

According to our latest research, sales executives (CSO, CRO, and VP of Sales respondents) were 34% more likely than average to report an increase in enablement investment. Sales enablement technology can help CROs align marketing and sales teams, and provide sellers with the right resources, content, processes, and technology needed to engage effectively with prospects and customers throughout the buyer’s journey. 

In our previous post, we shared highlights from Seismic’s latest report, Generation Enablement Report: The Rise of Enablement’s Influence. In this article, we’ll dive into how and why revenue-generating teams depend on enablement technology and revenue enablement strategies to unlock growth. 

Enablement technology increases revenue

One of the major findings from the research is that enablement tools, including revenue enablement platforms, are no longer just for sales — they’re widely embraced by broader revenue-generating teams. Customer-facing, go-to-market (GTM) teams use the productivity gains from enablement technology to shift their focus to revenue-generating activities.  

The impact is visible at a high level. Thirty five percent of respondents who use enablement tech reported that their tools help them increase revenue. There are several likely factors that contribute to this outcome — particularly having more time to spend with customers.  

When sellers aren’t bogged down searching for content, they have more time to spend with customers and prospects. According to our research, 91% of enablement users said that the tech helps them provide a better customer experience. This is significant, as users were also 14% more likely than non-users to say their company achieved its client retention goals in 2023. It’s simple to make the connection — enablement tools help customer-facing teams keep their clients happier — and happy customers buy more.  

Enablement technology helps sellers focus on revenue generation 

Seller productivity is one of the greatest benefits of enablement technology. When sellers spend valuable time searching for content or building decks, they’re left with less time to build relationships and focus on moving deals through the funnel. With enablement technology, users save 12 hours per week.  

These time-savings lead to high-value activities. Our survey found that 86% of those who use enablement technology say that it frees up time to focus on revenue-generating activities. On the other hand, 26% of non-users struggle with wasting time on administrative tasks.  

Meet and exceed your revenue targets with Seismic 

The Seismic Enablement Cloud is purpose-built for CROs and their teams to reach their revenue goals. Equipped with everything from learning and coaching capabilities to strategy and planning assistance, our AI-powered enablement platform is designed to help teams ignite growth. If you’d like to see how your team can use Seismic to increase productivity and hit revenue goals, get a demo today.  

Or, maybe you want to dive into more of the numbers. If so, we’ve got you covered. In Generation Enablement Report: The Rise of Enablement’s Influence, we cover everything from enablement tools and their effect on employee retention to technology adoption trends across generations. You can learn about this and more when you download the report today.  

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With the ability to leverage data and insights, provide continuous learning and coaching, and streamline communication, enablement is a top priority for companies in 2024 and beyond.

Over the past decade, change agents have relied on enablement technology to break down silos and build bridges across functions to ensure their GTM teams perform at a high level.  We wanted to know why, so we recently surveyed nearly 2,000 GTM leaders – spanning four generations and multiple industries around the world – to understand the growing influence of enablement.

In the Generation Enablement Report: The Rise of Enablement’s Influence, you’ll find research on everything from the outcomes for users and non-users, to adoption challenges, and more.

If you’re ready to dive into the full report, you can download it here. If you’re not yet sure, this post highlights a few insights from the report, and you can always download it in full after you’re done here.

Who uses enablement tools?

The simple truth is that enablement technology is as popular as ever. In the survey, 82% of respondents reported using enablement technology to achieve a variety of goals – everything from revenue generation to customer satisfaction and operational excellence.

Perhaps most interesting is that at least 75% of each generation – from Baby Boomers to Gen Z – use enablement technology at work. With 84% of Gen X and Millennial respondents reporting they use enablement technology, the future workforce is already familiar with enablement software.

Additionally, respondents across a variety of functions reported using enablement technology. 97% of companies use enablement technology across multiple departments, while 3% only use it with one team. The survey also found that 58% of marketers and 53% of customer success teams use enablement technology, demonstrating the growth of enablement tools beyond sales departments.

The difference between the haves and have-nots

Several respondents reported using enablement tools to support their sales enablement strategy. And, for those who use sales enablement tools, 97% say it makes their jobs easier. Another 93% say it makes them more productive. It would seem that the “haves” have reaped the benefits of sales enablement.

Now, let’s look at the “have-nots.” In the report, non-users felt that they wasted time on administrative tasks, while also feeling left in the dark. For example, 78% of non-users stated that they lack visibility into the progress of training and onboarding, while 75% responded that they lack visibility into team processes. And, most significantly, 73% of non-users responded that they struggle to help their teams achieve goals and/or serve their customers.

The future of sales enablement programs 

Generation Enablement will only continue to increase momentum in 2024 and beyond. With the promise of efficiency, revenue generation, and productivity gains from artificial intelligence (AI), most respondents noted that their organizations will increase their investments in enablement tools.  

Respondents also shared several reasons for increasing their investment in enablement technology. One of the biggest drivers: employee recruitment and retention. In fact, 76% of respondents believe their tools would help them attract new talent this year. 80% of those who plan to increase or maintain their investment believe their enablement tools will help them retain more employees.  

Some of the advancements within sales enablement platforms – namely AI – provide the basis for increased investment in these tools. According to report findings, 92% of respondents who plan to increase their investment in enablement tech plan to do so because of AI capabilities. Additionally, 79% of respondents said that AI-powered technology boosts productivity in the workplace.  

Sidenote: AI is a hot topic, even in sales enablement processes. If you’d like to learn more about how your peers use AI in their enablement strategy, download our report, The State of AI in Enablement.  

Are you ready to be part of Generation E? 

This is just a taste of what respondents shared in “The Rise of Enablement’s Influence.” To learn why new tech makes some colleagues feel uneasy or why adoption is a nagging issue, download the full report today! 

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Let’s get started by looking at how sellers spend their time. The truth is, the majority of their time isn’t spent selling. Shocking! According to the LinkedIn State of Sales Report 2022, sellers only spend a quarter of their time selling. The rest of their time is spent performing a variety of other tasks, including internal meetings, training, administrative duties, and updating their CRM. 

If you’re anything like me, maybe you’re still surprised that sellers only spend 27% of their time selling. I thought the gig was all smiles and dials – turns out I was wrong. Fortunately, our research has shown that one tool can help sellers save up to 15 hours a week: sales enablement software. 

Now, hear me out. We wouldn’t just say that because we’re the leader in sales enablement. The numbers actually bear it out. In the 2023 Value of Enablement Report – a multinational survey of more than 1,200 professionals in sales, enablement, and customer service – respondents overwhelmingly stated that their sales enablement platform saves them time. 

In this post, we’ll see how go-to-market (GTM) professionals use sales enablement to operate efficiently. Let’s get to it!

How sales enablement platforms save time

Sales enablement saves practitioners 15 hours per week. That’s nearly two complete business days. While the time savings are great, what’s even more impressive is what survey respondents are able to do with their time. According to the report, 83% of respondents who use sales enablement software stated that they have more time to focus on revenue-generating activities. 

But sales enablement technology saves time on a variety of activities. According to the survey, 52% of respondents say that sales enablement software helps them save time on finding metrics for planning and forecasting. The benefits also extend to sales enablement training. 48% of respondents say that sales enablement tech saves time on organizing requests and addressing training gaps. Another 47% of respondents noted that sales enablement tools save them time locating information. 

Time savings can have a great impact on employee morale. Think about it – when sellers can easily and quickly find content or access training, they can feel confident that they’re better prepared for client interactions. But, that’s not always the case in organizations that don’t use sales enablement technology. The survey found that 91% of respondents who don’t use sales enablement tools not only spend more time looking for content, but the time they spend on non-revenue generating activities also affects their morale. It also negatively affects their wallets. 67% of respondents who didn’t have access to the correct content said that spending time on non-revenue generating activities affects their income. 

Smarter enablement leads to better outcomes.

We believe that when organizations practice smart enablement, great things will happen. And organizations that currently use sales enablement technology tend to agree. Even as budgets tighten, 71% of respondents say that their company plans to increase its investment in enablement technology in 2023.

Organizations that plan to maintain or increase their investment in sales enablement technology do so because of the impact it has on their employees. We won’t share exact numbers here – we’ve got to save some of the best findings for the report, which you can download here. But, on a serious note, organizations that use sales enablement technology believe that their solution helps with both client and employee retention. 

How Seismic can help

The Seismic Enablement Cloud is purpose-built to help organizations weather difficult times by operating more efficiently. If you find that your sellers are only spending a quarter of their time focused on revenue-generating activities, or if you’d like to help them save 15 hours per week, we can help. We’ve helped thousands of customers like Salesloft achieve 35% higher win rates by delivering sales enablement content to customers through Seismic. 

If you’d like to learn more about how organizations extract value from their sales enablement solution, download Kick Go-to-Market Chaos to the Curb.

The post How sales enablement saves you time appeared first on Seismic.

With this reality in mind, Seismic commissioned a study to better understand the value of sales enablement tools. The Seismic 2023 Value of Enablement Report sampled more than 1,200 full-time sales, enablement, and customer success professionals in managerial and leadership roles throughout the United States and Europe. The report found that sales enablement technology is exceedingly popular, with 82% of respondents saying they use it on the job.

It would be easy for us to say that sales enablement makes practitioners’ jobs easier. However, that statement is much more impactful when numbers bear it out. Perhaps, what’s even more interesting is the feedback we received from organizations that don’t use sales enablement solutions. 

That’s where we’d like to start in this post. We’ll share some of the study’s highlights and outline the experiences of the “haves” and the “have-nots.”

Those who have sales enablement technology

Let’s start with a simple question: does enablement technology make work easier? The short answer is a resounding yes. 99% of respondents who use sales enablement platforms said that it makes their job easier. 

A variety of considerations factored into this claim. As sellers become increasingly responsible for ambitious sales targets, every minute of their workday is more valuable. Any tool that gives them an advantage, or saves time, has a significant impact on their outcomes. 80% of respondents who use enablement technology stated that it frees up time to focus on revenue-generating activities. Furthermore, they reported that it saves them 15 hours per week. That’s nearly two workdays that can be spent interacting with and responding to customer needs instead – not searching for or updating content. 

Enablement technology’s ability to save users time creates opportunities in other areas, too. Not only does enablement software give go-to-market (GTM) teams more time to prioritize client-facing activities, it ensures that they feel more prepared and knowledgeable. When users have the content and resources they need at their fingertips, it’s easy to feel empowered. In fact, 97% of respondents who said enablement technology gave them quick access to content, information, or coaching believed they were able to speak to clients from a more informed perspective. And 68% of respondents said that having quick access to information and content prevents them from second-guessing themselves. 

The enablement have-nots

While respondents who don’t use enablement technology didn’t explicitly say that their lack of access made their jobs more difficult, the numbers said it for them. Their responses indicated that not using enablement technology had negative impacts on their bottom line. Of those who do not use sales enablement tools, 36% said their company struggles with increasing client retention. 

Sales enablement platforms with built-in learning, training, and coaching capabilities are vital to sales acceleration. When organizations onboard reps faster, the sooner they can win new business and have an impact on revenue generation. The inverse can prove consequential. 88% of respondents whose organizations struggle with onboarding agreed that poor onboarding disrupted company operations. These disruptions result in opportunities lost and can stunt a company’s growth. 

Organizations without a sales enablement strategy face challenges that go beyond training and coaching. Once GTM hires are onboarded, poor access to content poses an additional challenge to customer-facing roles. Comparatively, sellers who work for organizations with streamlined access to content felt more prepared and confident going into their customer interactions. On the other hand, 97% of those who didn’t use enablement technology said they were often (19%) or sometimes (78%) unable to locate the content they needed. Of those respondents, 91% said this makes them feel less productive. 

The value of a sales enablement program

The findings in the report indicate that the value of sales enablement can’t be understated. In organizations with a sales enablement team and technology, sellers feel supported and well-equipped to do their jobs. We couldn’t agree more. 

Again, we could tell you ourselves why we believe a sales enablement platform is a sound strategic investment, but we won’t. Instead, we invite you to see for yourself. If you’d like to learn more about why enablement is valuable – both in times of economic uncertainty and abundance – check out  The Seismic 2023 Value of Enablement Report. 

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In our previous post, we provided an overview of Seismic’s Maturity Growth Framework. In this post, we’ll dig into the first stage of maturity: Control Chaos.  

Starting something new can sometimes feel unorganized, challenging, or even chaotic. But just like anything else we experience in life, changing a process or learning a new skill takes time and repetition to build new muscles. It might even hurt a bit, but the outcome is always worth it!  

Fun fact about me: before joining Seismic, I was a customer (and super-user). I know firsthand that managing behind-the-scenes sales and content enablement efforts can feel like you are trying to hit a moving target. Many times, just before a project goes live, that target can move further away, adding new obstacles. Amid these challenges, you’re still expected to answer questions about the effectiveness of your initiatives. This can easily lead to frantic decisions that make you feel out of control. The good news is that this is a natural place to begin. What’s important is that you continue to make ad hoc adjustments and actively manage changes. 

When you find yourself or your organization in this type of chaotic situation, take a deep breath and remember maturity and growth come in phases. It takes time to improve an enablement maturity strategy. So, you’ll need to adjust your plans and come up with innovative ideas to drive early user adoption and grow excitement around your enablement efforts.  

It’s also important to define future outcomes for success at an early stage to effectively track your progress. As an enablement leader, you have many responsibilities across various teams and systems to manage. It can be challenging to narrow your list of objectives to fit into one solution that integrates with legacy tools and solves every workstream requirement. This is where you need to be strategic!  Let’s look at how chaos may manifest within your organization:  

1. Examine your content management process for red flags. Are teams collaborating or are they operating in silos?  

2. Gather feedback from different end-users to understand unique use cases. Are sales reps complaining that content is hard to find or that it doesn’t meet their expectations?  

3. Do you have high-level coordination such as a steering committee or cross-functional, executive buy-in? Or are you struggling to find sponsors who will champion the use of the platform, and/or help define and drive outcomes for success?  

During this time, issues will inevitably emerge, and it’s critical to double-click into each one to gather answers that will inform your changes.  

Feedback is critical at this stage of maturity. It will help you find better ways to break down silos, uncover user challenges, and make sure your roadmap is backed by multiple levels of executive sponsorship and buy-in. A better understanding of the end-user experience will increase your effectiveness in developing good strategy and beneficial enhancements to the platform and your overall process. This will lead to a better experience for your users as they start to see changes based on their feedback. The results? Higher user adoption, faster sales cycles, increased pipeline, and movement away from chaos toward better enablement. 

Good enablement comes in many forms, from live sessions to prebuilt learning content. It’s important to diversify your approach and dig a deep well of resources that will help everyone find the answers they might not know they need at this early stage. As you look at creating content and filling gaps, always go back to your agreed-upon targeted outcomes to ensure your teams are looking in the same direction. Regular refreshers through new learning opportunities help make adoption behavior sticky and repeatable. Measure improvement by closing the feedback loop throughout these continual sales enablement sessions. These changes will add up over time to become a tipping point, taking your maturity to the next level. 

This is just the first stop on the road to maturity. The next step in the journey requires a deeper understanding of the impact of the changes you make, so stay with us as we travel to the next phase: learning how to measure and understand impact. The Seismic Enablement Cloud provides invaluable insights about your sales teams, the content they use, and the motions they follow to drive the best results and outcomes.  

If you’d like to learn how you can go to market quickly and smoothly, download our eBook, Kick Go-to-Market Chaos to the Curb.

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As you embark on your journey to achieve “best-in-class” enablement with Seismic, remember that success is contingent on a critical factor: understanding your current state of enablement maturity and aligning your business outcomes accordingly.  

In today’s noisy marketplace, enablement promises more efficient and effective teams, elevated brand recognition, and accelerated growth. We’ve come to realize that enablement isn’t just a destination – it’s a journey.  

Our journey as a leader in the enablement space began over a decade ago, with financial services customers across banking, wealth management and insurance. We’ve partnered closely with industry giants, sharing our expertise and developing technology and plans that address the unique needs of Financial Services clients.  

While we drive for today’s success, we look for tomorrow’s opportunities (and challenges). Our internal teams collaborate to share best practices, and develop functionality that increases efficiency and productivity, while maintaining compliant and complex processes and workflows. Furthermore, we keep a close eye on the macro business environment, pivoting as necessary, but also remaining as a stable partner and resource.  

We understand that regulations shape the way financial services firms do enablement and automation. What we’ve realized is that challenges in any vertical are often quite similar: how do we mature our efforts, ensure we get the value out of innovations and create a strategic plan for the future? 

The path to enablement maturity can be summarized in three steps. In this post, we’ll share how your organization can crawl, walk, and eventually run as you uplevel your enablement programs.  

First, we crawl  

In partnership with Seismic’s Professional Services team, your journey toward building a robust content management foundation starts with taming chaos and optimizing content utilization during the “crawl” phase. With Seismic’s expertise, a comprehensive analysis of your organization’s current content management practices is conducted, identifying pain points and inefficiencies to pave the way for subsequent improvements.

A pivotal collaboration with Seismic involves establishing a centralized repository that serves as a unified hub for storing all relevant content. This repository, facilitated by Seismic’s platform, acts as the definitive source of truth, minimizing confusion and ensuring that teams can readily access the latest and most accurate information. 

Many of our financial services clients work hand in hand with Seismic’s services professionals for best practices around categorization and tagging to improve content organization. This approach fosters an intuitive and consistent method for content classification, augmented by metadata such as keywords and descriptors, to streamline content retrieval and maximize efficiency. Seismic’s expertise ensures that access control and permissions are meticulously defined, aligning with industry regulations and safeguarding sensitive information according to user roles and compliance requirements within the financial services sector. 

Seismic’s Professional Services team also collaborates closely to develop a streamlined distribution strategy tailored to your organization’s needs. This bespoke strategy involves creating automated workflows for content distribution, personalized content recommendations based on user roles or preferences, and seamless integration with other tools in your tech stack. Optimizing content distribution gives teams access to the most relevant materials precisely when needed, bolstering productivity and decision-making capabilities. 

As you reach the end of this phase, a continuous improvement process or feedback loop is suggested, actively seeking input from users to identify areas for refinement. Iterative changes are implemented to enhance the usability, efficiency, and overall effectiveness of the content management system over time. This approach ensures that the content management strategy remains adaptable and responsive to the evolving needs of the organization, creating a foundation for successful, sustainable content management. Throughout this process, Seismic’s Professional Services team ensures that your content management strategy remains flexible and scalable. 

Next, we walk 

As your organization advances to the “walk” phase, the emphasis shifts toward improving efficiency and gauging the impact of initiatives. To maintain momentum during this critical phase, Seismic – in partnership with its Professional Services team – has introduced several impactful solutions and features.  

First, Fund Report Orchestrator, which accelerates time-sensitive commentaries, streamlining the assignment, creation, approval, and distribution processes to clients. This not only expedites the delivery of product-specific commentaries, research reports, quarterly investment reports, and topical POVs but also significantly reduces compliance risk. Through collaborative efforts with Seismic Professional Services, your organization can explore automation strategies that inspire efficiency and compliance in content production.  

Seismic Learning keeps client-facing teams informed about new initiatives and content. We’ve enhanced the learning experience with AI, video capabilities, and automated coaching. Teams have access to cutting-edge learning resources, ensuring they remain at the forefront of industry and organizational knowledge.  

Seismic Learning serves as a vital ally in navigating the intricacies of regulatory compliance. The platform ensures data security and privacy compliance by incorporating robust encryption and secure data handling mechanisms, aligning with regulations like GDPR and CCPA, as well as entities like FINRA & the SEC. Seismic Learning enhances the learning experience for client-facing teams, equipping them with tailored content to stay well-informed and adept in the dynamic regulatory landscape.  

Imagine a scenario where your teams receive the training they need precisely when it’s required – where compliant content can be easily surfaced and where content production is a seamless, efficient process across all collateral. 

Finally, we run 

In the “run” phase, we focus on expanding value messaging and driving transformation. Seismic empowers your teams to craft personalized and engaging messages at scale, truly embracing customer-centricity.  

Seismic Professional Services’ thought leadership and expertise – coupled with the innovations of digital sales rooms (DSR) and LiveSend templates – provide client-facing teams with repeatable, compliant, and scalable methods to easily produce external-facing communications that inform and engage their audience. Your personalized messages will resonate deeply across various channels, enhancing engagement and delivering meaningful value.  

Our journey takes us to enablement maturity, where our most advanced clients optimize revenue growth. It’s all about getting teams to operate against data-driven insights, allowing for strategic and operational alignment between Marketing, sales reps, and advisors while obtaining a holistic view of revenue activities.  

At this stage, we integrate Aura AI seamlessly into your workflows, providing teams with just-in-time compliant answers at their fingertips – a vast knowledge base replete with accurate and timely responses to client inquiries.  

The goal is that your entire organization operates seamlessly, leveraging data-driven insights to ignite revenue growth, aligning marketing, enablement, and advisors, while automating time-consuming manual tasks. This phase is the epitome of enablement success.  

Our firm belief is that addressing these foundational aspects of your enablement program holds the key to reducing the noise. It’s akin to unveiling a window into the inner workings of your operations – a window that enables you to clearly ascertain the efficacy of your efforts.  
 
As financial services clients, you have an incredible opportunity before you. By strategically utilizing Seismic and embracing partnership with our Professional Services team, you can confidently progress through this crawl, walk, run approach to exceed your enablement outcomes and transform your business operations.  

Automation, platform efficiencies, cutting-edge, compliant solutions, and industry-leading best practices – our enablement experts are ready to partner with you to win as one. 

The post Win as One: The future of financial services teams  appeared first on Seismic.

Seismic’s Winter 2024 Release strengthens Aura Copilot with new tools to help enablement professionals work more efficiently in their roles. 

Save time with AI Page Builder 

AI Page Builder gives enablement teams a highly intelligent assistant to simplify page creation in Seismic. An activity that previously took several hours to produce great content for go-to-market (GTM) teams can now be completed in an hour or less. Users can sit back while Aura Copilot builds a page in minutes and then make edits to ensure it meets specific needs.  

Content creators are always multi-tasking and we’ve added auto-save capabilities to Page to help content builders save their work. If a user closes a page or leaves their browser, their content updates are saved in real-time to ensure their work is available the next time a user accesses Seismic. 

Find what you need in Seismic, faster 

We’ve made it easier and faster for sellers to find what they need in Seismic. With Quick Access Search, when a seller is searching for something, they will be presented with a history of their searches that will give access to previously searched or access documents. Sellers will have type-ahead functionality, similar to web search engines – that, as they type, suggested content and pages will be presenting in their search results. 

Control content permissions in Seismic Library 

Upgrades to content access permissions and notifications increase flexibility and control to streamline and accelerate content management at scale. Administrators have access to improved audit trails to view how, when, and by whom content is accessed.  

Enablers can also keep tabs on content expirations. Improved in-app and email notifications ensure that users are aware of content expiration. Flexible notifications give users the ability to delegate content for updates in Enablement Planner or update directly.  

Scale and create digital sales rooms faster 

Empower sellers with a repeatable, scalable, and collaborative way to produce and manage DSRs with marketing-created templates (available now) and ownership transfer (Early Access).  

Expand on the power of Seismic for Meetings 

The Winter Release updates enable users to share meeting recordings – alongside the content presented – directly to a DSR in just a few clicks. Meeting attendees can revisit what happened in a meeting along with key follow-up items.  

Sales reps can now prepare for meetings by previewing meeting sessions ahead of time. This update empowers sellers to make presentations more effective through practice runs that preview their presentation playlists.  

Using the power of generative AI, enablement teams can identify how specific topics, keywords, and questions resonate with customers to make improvements for objections, deal discussions, and discovery.  

See the latest features and updates in action 

Want to see our Winter ‘24 Release for yourself? Get a demo today! 

If you’d like to learn about how Seismic customers are using the Enablement Cloud to drive better outcomes, download our latest eBook, “Making the Case for Enablement.” 

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This past fall, I facilitated a conversation with a client titled “Starting to Measure Success,” focused on Seismic’s LiveInsights Analytics module. As we developed the content for this signature session of our Enablement Foundations track at Shift, I found myself immediately overwhelmed with questions: Who is this training for? What does it mean to measure success? How can I define a measurement starting point that could vary for every organization? And, most importantly, how do I balance defining best practices for enablement novices while providing existing clients with tangible takeaways they can implement immediately, all within a 1-hour time slot? 

As I grappled with these questions, I met the client I was collaborating with on the panel. Together, we delved into the questions I had prepared. When it came to discussing key performance indicators (KPIs) and measuring enablement success, they shared a profound insight that became the foundation of our presentation. 

They disclosed that the success of their enablement efforts and the impact of Seismic’s technology boiled down to one question: Is Seismic making us more money than it’s costing us? 

That question was a game-changer. It prompted me to flip the question back to them: “Well…is Seismic making you more money than it’s costing you?” They responded, “It’s complicated,” which sparked both a challenge and the basis for our presentation. We realized we needed to dive into the analytics of their Seismic environment together to uncover the answer, using our findings to shape our best practices. 

Making the case for enablement technology 

We live in a world where tech stacks are scrutinized and evaluated for efficacy. Sales enablement teams often act as centers of excellence, tasked with developing and deploying best practices and processes benefiting various departments.  

Enablement continues to be a rapidly growing priority for major organizations. To put it into perspective, in 2017 only 58% of companies had a dedicated sales enablement resource, team, or program. Now, more than 80% of organizations do. As demand grows – and the pressure to quantify value increases – enablement professionals must make the case for continued confidence and investment for a variety of executive decision-makers. That makes the measurement of success more important than ever.   

Our journey started by analyzing the client’s analytics and the rollout of Seismic to their sales teams, leading to the identification of consistent patterns that formed the basis of our recommendations. 

Measuring the success of your enablement program 

Defining the success of any enablement program starts with understanding the problems you aim to solve. Uncovering these core issues helps identify a path to value. Here are some tips to get started: 

1. Learn what’s working and what isn’t. Replicate success where possible, refine promising efforts, and improve or discard what isn’t delivering value. 

2. Align the biggest efforts with the biggest returns. Demonstrating the value of your investment in tangible ways allows you to measure it against the resources invested. 

3. Implement new processes to drive productivity and maturity. Establishing an end-to-end process for rolling out and measuring new efforts is essential for success. 

Use findings to usher in new processes 

Driving toward productivity and maturity means establishing a comprehensive process to launch, measure, and optimize new efforts. I’m used to rolling up my sleeves and helping clients move from the art of the possible into reality, so I want to share things you can do right now. 

Select success metrics: Defining good KPIs is challenging but essential. It starts with identifying the problems you want to solve and your desired outcomes. For example, if you aim to enhance seller efficiency, you can measure the average sales cycle. Compare the performance of sellers using enablement tools to those who do not. Then, use the gap in the average sales cycle to define your KPIs and develop an engagement program. 

Ensure access to data: Understand what data is accessible and assess what’s lacking based on your objectives. Our analytics enable you to filter various dashboards and reports using both out-of-the-box metadata and custom content properties. If essential elements are absent, consider integrating with other platforms like your HRIS system or CRM to incorporate those data points into Seismic, enhancing the measurement capability. 

Connect the dots: Knowledge is critical for mastering analytics in Seismic. To gauge success accurately, connect your enablement programs and key behaviors with our analytics. For instance, if one of your KPIs is focused on platform adoption, clarify what constitutes adoption: is it based on login frequency, content usage, or user activity? Precisely defining success criteria ensures clarity in measurement. 

Move from data to insights: While data is valuable, insights are invaluable. Performance metrics are great, but the real value lies in analyzing and interpreting them to make impactful recommendations. This process can be challenging, as it requires translating data into actionable insights. Seismic alleviates this fear by offering automated insights as part of our comprehensive package. For instance, if you want to audit the internal performance of your content to understand what resonates with your sellers, our out-of-the-box dashboards provide instant recommendations based on industry standards. 

As you continue to leverage Seismic, you’ll discover how to define key metrics that drive success. While capturing the necessary data might seem daunting, being open to exploration and learning equips you to answer the million-dollar question: Is Seismic making us more money than it’s costing us? 

Measuring success made simple with Seismic 

Reflecting on the conversation with our client at Shift, I’m pleased to report that our analysis and discovery determined their answer was a resounding yes. At Seismic, we believe every customer needs to ask the same question when starting to measure success. Enablement is mission-critical and impacts the entire organization. Future platform innovations promise to make measuring the comprehensive impact of every enablement effort even easier. 

In the meantime, if you need further guidance on your journey to answer this question, Seismic solution consultants and strategic advisors are here to help you analyze your data and make program recommendations that will set you on the path to organizational transformation.

The post How to measure sales enablement success  appeared first on Seismic.

At SHIFT 2023, I had the opportunity to answer a pressing question for all forward-thinking organizations: how do we harness the power of Seismic to further mature our enablement functions? As you navigate the ever-evolving terrain of sales enablement, one thing should be increasingly clear: in the journey toward enablement excellence, it is critical to have a clear, actionable strategy. 

There are several benefits to developing a prescriptive roadmap to govern the growth of your enablement program. By taking a well-defined, strategic approach, your organization can increase revenue and operational efficiencies, save time, align cross-functional teams, and even save some money in the process. 
 

The Sales Enablement Roadmap: A strategy for action 

Seismic offers customers a Sales Enablement Roadmap which provides a strategic framework and blueprint to evaluate their current use of Seismic. The roadmap can be used to uncover new projects for enablement and determine how best to scale these initiatives for optimal impact. The roadmap is more than a conceptual guide: our strategic experts collaborate with customers to develop a structured, customized pathway designed to ensure enablement efforts thrive and evolve with changing business needs.  

Seismic’s strategic advisors use a three-step approach to carefully craft sales enablement roadmaps for our customers. Let’s discuss the best way to develop this valuable plan.  

Evolve existing use cases to increase impact 

The first step is a phased deep dive into the current state of your Seismic instance, examining the effectiveness of current strategies and identifying opportunities for enhancement. 

• Baseline current state: Tap into Seismic’s analytics, LiveInsights, for a real-time snapshot of existing content and strategy performance. Insight into content usage and user behavior trends allows you to pinpoint specific areas that are ripe for improvement. 
• Engage stakeholders across the organization: Enablement thrives on cross-functional partnerships. Include feedback from sales, marketing, and product as you explore Seismic’s potential. Their buy-in and participation will be critical as you refine and expand your use cases. 
• Monitor and adjust: Routinely check to ensure that new strategies are adopted and that your platform runs smoothly. Cultivate a mindset of innovation and incorporate Seismic’s dynamic capabilities in your strategic plan. 

Identify future projects and enablement use cases 

After enhancing your current Seismic use cases, the next step is to look ahead. It’s time to strategically identify future projects and use cases that can further elevate your enablement strategies. Shift your focus to discovering and ranking upcoming projects that promise the most significant impact on your enablement initiatives. 

• Start with outcomes in mind: Define desired business outcomes like improving sales efficiency or enhancing customer experiences. Work backward to develop targeted projects. 
• Establish a governance committee: Form a cross-functional team to ensure projects align with your organizational goals. This committee is vital in assessing project feasibility and ensuring seamless implementation. 
• Adopt an iterative approach: Start with small, manageable initiatives. Use insights from iterative cycles to refine your approach and broaden impact across your organization. 

Next, consider how enablement use cases can be scaled across your organization, ensuring consistency and effectiveness for your entire sales team. This is where Seismic is invaluable. 

 
Use Seismic to grow and scale your enablement programs 

Scaling involves increasing the size and improving the quality and reach of your enablement efforts. 

Create dedicated enablement roles: Invest in dedicated roles (e.g., sales enablement manager, sales content manager, operations analyst) focused solely on driving enablement initiatives and amplifying their effectiveness. 

Use Seismic to enable: Harness Seismic as a catalyst for organization-wide strategic initiatives like new sales methodologies and market entries, and as a central hub for learning, training, and executing. 

Conclusion: A Vehicle for Transformation 

Seismic is more than just a tool in your enablement arsenal: it is the driving force behind a transformative journey. By understanding where you are and where you aim to be, Seismic becomes the vehicle that propels your enablement efforts forward. It’s not just about using Seismic – it’s about letting the technology, people, and a carefully crafted strategic roadmap guide your organization to unprecedented levels of growth and efficiency in your sales and marketing endeavors.  

If you’d like to continue the conversation about the Sales Enablement Roadmap, please reach out to your Customer Success team and set yourself on the path to success right away. 

The post Navigating the future: Crafting a comprehensive sales enablement roadmap with Seismic  appeared first on Seismic.