Many GTM teams already rely on sales enablement software. The recent increase in its use isn’t just because more organisations 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 organisations to drive impactful customer engagement and prospect interactions. According to our study, increasing revenue, boosting customer satisfaction, optimising operations, improving marketing and sales alignment, and increasing client retention are just some of the ways respondents say enablement technology helps their organisations. 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 organisational 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 utilised 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 organisation’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 organisation due to inadequate tools, putting organisations 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, organisations can expect to improve data-driven decision-making, better understand customers, and deliver the personalised interactions that buyers crave. Investing in AI-powered enablement technology positions organisations 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, behaviours, 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.  

The post 2024 is the year to invest in enablement software  appeared first on Seismic.

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 organising 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 organisations 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 organisations practise smart enablement, great things will happen. And organisations 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.

Organisations 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, organisations 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 organisations 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 organisations extract value from their sales enablement solution, download the Seismic 2023 Value of Enablement Report. 

Once you take a moment to see the numbers for yourself, there’s still work to be done. Carve out some time in your calendar to get a demo.

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

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 unorganised, 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 organisation 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 organisation:  

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 behaviour 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 a guide on your sales enablement journey, we’re here to help. Contact the Seismic Services team of Enablement Experts today!  

The post How to “Control Chaos” on the path to enablement maturity 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 organisations 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 prioritise 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 organisations 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 organisations struggle with onboarding agreed that poor onboarding disrupted company operations. These disruptions result in opportunities lost and can stunt a company’s growth. 

Organisations 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 organisations 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 programme

The findings in the report indicate that the value of sales enablement can’t be understated. In organisations 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. 

The post Seismic 2023 Value of Enablement Report: Sales enablement makes your job easier 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). Minimise repetitive tasks and maintain compliance while personalising  content for every engagement.  

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 practise 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 Fall ‘23 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.” 

The post AI-generated Pages and more in Seismic’s Winter 2024 Release  appeared first on Seismic.

Furthermore, case studies show that companies embracing change are seeing: 

• Reduced risk 
• Greater speed to market 
• Increased margins 
• Enhanced market position 

Now all that is great – but how do you implement change in a business that has standardised ways of working and roots in disciplined environments? If something does not seem obviously broken, then how do we go about fixing it? And how can we ensure that we are reaping the full benefits of digital transformation? 

Michelin discusses precisely how they went about this in their business, in a recent conversation with Seismic (subtitles available). By tying back to key mutual benefits across multiple functions, and ensuring all project partners were aligned internally, they managed to bring about change, in a scalable manner. In addition to this, buy-in across senior leaders and the wider business allowed them to address key challenges they were facing within the industry, such as: 

• Improving the sales process to be more efficient 
• Clarity and alignment in their go-to-market strategy with an expanding portfolio 
• Retaining existing customers effectively – particularly demanding task 

By implementing Seismic, they are able to achieve essential time savings – integrating content into their CRM tool which allowed their sellers to be more productive and proactive. Their sellers can now personalise content in ways never seen before, so that relevant content is shared, and conversations are happening at exactly the right moment in the sales cycle – without jeopardising impact on their tightly regulated brand guidelines. Marketing now also have insight into how sellers and customers use and consume content, which allows them to refine their content strategies and investment over time to become even more impactful and efficient. 

Another benefit, often overlooked when making this digital shift, is around sustainability which is a huge challenge manufacturing and CPG industries face as regulations tighten. For GEFA Fabritz, the shift to digital meant that they were able to achieve cost savings by up to 50%, all through focusing on a reduction of printing materials.  

A final important aspect of driving change within manufacturing and CPG businesses is learning. Implementing a well-structured and interactive training and learning software that allows employees to learn and develop according to their own needs and schedules does not only save organisations time, but also helps to create consistency and alignment, ensuring that they are keeping pace with change at scale. Tails.com, a Seismic customer and supplier of dog food with a focus on customer experience, was able to decrease their ramp time for new hires by 34% through a streamlined onboarding process. In a small team of only 75 people, this is extremely valuable time that is being saved and can now be re-invested into conversations with customers. 

Change is inevitable, especially within the manufacturing and CPG markets, but it is up to organisations how they choose to react to this change. Implementing a thought-through change management and sales enablement strategy is a good place to start. In fact, Valtech research confirms that 59% of organisation’s are now defining their digital transformation goals as ambitious, whereas a year ago this stood at only 47%.  It re-enforces the strategy that by ensuring leadership alignment, effectively engaging stakeholders, providing relevant content, and measuring success at the right levels, manufacturing and CPG organisations will be able to navigate the complexities of change and set themselves up for sustained success in their ever-evolving markets. 

Seismic partners with a range of manufacturing and CPG customers across sizes and geographies, helping to deliver a well-oiled go-to-market machine that is sure to deliver successful business outcomes. Find out more about Seismic for manufacturing and CPG here, or reach out to request a demo. 

The post Navigating Change: leveraging Sales Enablement to drive successful digital transformation for Manufacturing and CPG  appeared first on Seismic.

For that reason, Seismic is excited to announce Fund Report Orchestrator, our latest software solution, purpose-built for planning, authoring, workflow and approval workflows.

With Fund Report Orchestrator, teams can unify and streamline processes associated with fact sheet, commentary, pitchbook and quarterly investment report production. This allows firms to best support the growing complexity of being able to offer a wider range of product types and address the needs of their clients without compromising accuracy or quality.

Fund Report Orchestrator helps asset-management marketing teams simplify the creation and reuse of qualitative content – bios, disclosures and portfolio-manager insights across the materials they produce. It also provides marketing leaders and managers with a better way to plan and manage the complexity associated with month-end and quarter-end production. This allows firms to decrease the time spent producing content and support expanded product offerings. Let’s take a closer look at some of the features and benefits.

Content personalisation and automation at scale

Investors of all types – individuals, advisors, home office due-diligence teams and institutional investors, are looking to their asset-management providers to offer customised product and market updates based on their specific requirements​.

Seismic LiveDocs is a key component of Fund Report Orchestrator, and it gives asset management firms the ability to personalise and automate content. Content personalisation capabilities help firms provide their clients with targeted information. Automation helps marketing teams become more efficient at scale. Instead of creating many pieces of personalised content, content automation removes manual workflows by integrating client-specific data into outbound materials. Customers can produce targeted content through quick assembly, reusable components and dynamic templates while streamlining the mass production of materials – even those that require data integrations.

Accelerate authoring and approval workflows

When multiple team members are involved in creating commentary, coordinating efforts and maintaining version is a challenge. This can lead to content inconsistencies, delayed approvals and difficulty tracking changes.

Fund Report Orchestrator uses Seismic LiveDocs technology to develop structured forms that authors can use to create text, images or data as customised content. Once individual content components are complete, they can be assembled in a template for faster editing.

Additionally, approval workflows create bottlenecks when content exists in a variety of formats. In addition to content automation capabilities, Fund Report Orchestrator incorporates Seismic’s strategy and planning tools to simplify approvals. Once content updates have been previewed, authors can send content to approvers for review.

Ensure quality and compliance

Compliance is the cornerstone of Seismic’s solutions for the financial services industry. When it comes to creating commentary or fund reports, ensuring that all content meets compliance requirements can be a cumbersome and time-sensitive process.

Fund Report Orchestrator simplifies the compliance-review process by streamlining approvals across authors and contributors. Rather than waiting for a completed document to be reviewed, compliance teams can approve individual content components before an asset is finalised.

Scale success with Essential Services

Fund Report Orchestrator includes access to Essential Services provided by Seismic’s award-winning Professional Services team. Seismic Professional Services leads configuration, implementation and training – helping customers shape optimised report production processes and making way for immediate value, as well as widespread solution adoption.

Essential Services partners with your firm every step of the way so customers can focus on strategy and process. Our Services teams are experts on the FRO solution, and have a deep understanding of what is most valuable for the customer during each phase. This solution will be tailored to the way you do business – we set up content, data and workflows in FRO to meet your particular needs. And, as is standard with all Seismic solutions, our teams are committed to regular enhancements and other valuable solution updates.

Fund Report Orchestrator is available today

More than 400 financial services firms, including 22 of the top 25 asset management companies globally, already use Seismic to personalise content for their clients. And, as an organisation, we’re committed to finding new ways to help firms accelerate productivity and build stronger client relationships.

Fund Report Orchestrator is purpose-built to help asset management firms simplify complexity when it comes to end-of-month and quarterly content. If you’d like to find out more, please get a demo today.

The post Introducing Fund Report Orchestrator: A new way to unify and simplify content creation for asset managers appeared first on Seismic.

As the global leader in enablement, we’re committed to shaping the role of AI in sales enablement and helping our customers leverage AI now and in the future. To better understand the current landscape, we recently conducted a survey of 1,400 full-time sales, enablement and customer success professionals in managerial and leadership roles across the U.S, U.K. France and Germany. Ultimately, we found that many go-to-market (GTM) professionals largely agree: the future of AI is bright, particularly in enablement technology.

The State of AI in Enablement: 2023 Report found that respondents are embracing the infusion of AI into their existing enablement tools and programmes. These respondents represent organisations where sales enablement technology is widely adopted, with some in the exploration phase of AI adoption and many having already incorporated AI into their enablement processes with positive outcomes.

How AI presents an opportunity for enablement leaders

Forrester predicts that the global demand for AI software will reach USD 37 billion by 2025. Just as sales enablement technology transformed the way sellers interact with buyers, AI represents another powerful tool that will allow them to further streamline and optimise their work. The results from our survey revealed that customer-facing leaders from around the world view AI as an enhancement to their existing enablement tools and processes. Here are the top three findings.

Enablement users believe AI will improve existing tools

Ninety-three percent of respondents are planning to invest in enablement tech because they believe AI can bolster their enablement efforts. According to responses, key areas that are ripe for AI usage include learning and coaching, content distribution, content analytics and content management.

Other examples of how AI can improve your existing enablement technology include:

• Sales process optimisation: AI can analyse historical sales data to identify patterns and trends, helping your sales teams refine strategies and deliver a smoother and more efficient buying journey for customers.
• Automation: AI automates mundane and time-consuming tasks, such as setting meetings, writing follow-up emails and performing data entry. This frees up time for your sellers to concentrate on building relationships and closing deals.
• Sales forecasting: AI-powered forecasting models provide more accurate predictions of future sales, helping your organisation allocate resources effectively, optimise inventory and make informed financial decisions.

Organisations that use sales enablement AI are seeing benefits

Half of respondents also say their organisations already use AI-powered tools in their enablement efforts. This shift toward AI integration isn’t just a trend, it’s a strategic move that’s already paying off. Among the organisations that have implemented AI into their enablement processes, a whopping 88% report a significant increase in customer satisfaction.

Sales enablement AI supports customer satisfaction in several ways:

• Personalised recommendations: AI-powered algorithms provide sellers with relevant and timely content recommendations that align with their buyers’ interests.
• Expert product knowledge: AI-powered enablement tools surface the latest content and information for your sellers in real time, helping them support buyers and customers with confidence.
• Customised coaching and training: AI-driven coaching tools can analyse sales calls and provide feedback to your sellers and leaders. This helps sales teams improve their communication and selling skills, ultimately leading to better interactions.
• Digestible customer insights: AI also analyses customer feedback and interactions to provide valuable insights into customer sentiment, preferences and pain points. This information helps sales teams tailor their approaches and build stronger relationships.

Satisfied customers are deepening their investments in sales enablement AI

Of those currently using AI, 82% of respondents are impressed with the results that they’re experiencing so far and plan to implement more AI-powered solutions in the next 12 months. According to the report, those who are currently using AI in their enablement efforts have achieved many of the outcomes that they wanted. These include:

1. Operational optimisation including higher enablement efficiency, improved content usage and tech stack consolidation.
2. Enhanced buyer experiences such as increased deal size, better win and renewal rates and decreased sales cycle times.
3. Improved agility and speed to market when launching new products, adapting to changes and aligning with other GTM leaders.

Other compelling reasons organisations are increasing their AI investments in enablement:

• Better decision-making: Data-driven insights help organisations refine strategies and improve overall sales performance.
• Scalability: AI-powered solutions can scale with growth and adapt to meet evolving business needs.
• Revenue growth: AI contributes to revenue growth by identifying high-potential leads, optimising sales processes and delivering personalised recommendations, all of which lead to increased conversion rates and higher-value opportunities.

The AI revolution in enablement

AI offers revenue enablement leaders the opportunity to leverage data-driven insights, automation and personalisation to enhance sales processes, improve customer engagement and drive revenue growth. To dive deeper, download our latest report, The State of AI in Enablement: 2023 Report

The post Report: What the future holds for AI in sales enablement appeared first on Seismic.

Today, we’re excited to introduce the latest innovation to the Seismic product family, Seismic for Meetings. Seismic for Meetings is a major product innovation that will power better customer experiences by ensuring sales teams can more effectively prepare, present and follow up on every meeting to accelerate and win more deals. Intelligent insights also help drive stronger content and training programmes for enablement.

Meetings are the make-or-break moments in sales cycles but, often, they’re the least visible stage of the buyer journey. Go-to-market (GTM) organisations spend countless hours creating and optimising content, training and coaching sellers, and preparing for meetings, only to receive anecdotal feedback about how a meeting went.

Seismic for Meetings is purpose-built to bridge this gap in the sales cycle. Sellers can use meetings as a single location to personalise, present and follow up with their clients. From preparing and personalising content to being fully present in meetings and sharing additional materials after a call, Seismic for Meetings helps sellers make it happen – all with a single tool.

Seismic for Meetings is also designed with enablement and marketing teams in mind. Because AI is woven into the fabric of Seismic for Meetings, these teams can see exactly how content performs with buyers and whether enablement efforts translate into behaviour changes. This creates opportunities to optimise content and personalise coaching experiences where needed.

Close the content visibility gap with Meeting Insights

Seismic for Meetings gives enablers, sellers and marketers end-to-end visibility into the performance of enablement efforts, content and rep performance. With automated meeting summaries, marketing and enablement teams can reliably see exactly how their content resonates with buyers. AI-generated insights provide detailed information about how content and sellers perform down to slide-level analytics.

Enablers and marketers can use this new layer of visibility to measure and improve content performance. Seismic for Meetings gives these teams the ability to track specific keywords, topics and questions asked during meetings to understand content ROI. For example, if several customers across multiple meetings have questions about a product capabilities slide, marketers can modify the slide to improve its clarity.

Increased visibility into seller activity gives enablers the chance to identify training gaps and opportunities. With the ability to monitor meetings for the use of specific keywords, enablement teams can understand with granularity how effectively sellers articulate products, competitors and value propositions. Access to critical AI-generated insights ensures that enablers can identify and scale the language used by high-performers, as well as identify training opportunities for their peers.

Seamlessly present slides with Playlists

One of the most important things a seller can do is be present during a meeting, but it’s difficult to present, converse, take notes, answer questions and handle a changing conversation, especially in a virtual meeting. Seismic for Meetings enables sellers to prepare for meetings within Seismic using tools like Guided Assembly or from wherever they work, create playlists of content and ultimately host distraction-free meetings. No more note-taking or shuffling between decks. Simply you and your customers, just as it should be.

Playlists give sellers the ability to organise individual slides or different decks they plan to share during a client meeting. With playlists, sellers can seamlessly transition to a new deck without having to go back and forth between different presentations. This ensures that sellers can deliver impactful, distraction-free meetings. Once you’ve wrapped up your call, Seismic for Meetings automatically creates a recording, transcript and summary complete with action items.

Make the most of every meeting with Seismic for Meetings

The addition of Seismic for Meetings gives our customers the most comprehensive end-to-end visibility of buyer engagement touchpoints. We’re excited that Seismic for Meetings is one of the first products to provide intelligent insights and detailed content data such as slide-level analytics. We look forward to our customers leveraging this innovation to drive smarter content and enablement, and ultimately, accelerate and win more deals.

If you’re interested in learning more about Seismic for Meetings, get a demo.

The post Introducing Seismic for Meetings appeared first on Seismic.

Artificial intelligence has evolved significantly since 2015. While the rapid growth of generative AI has increased excitement around its potential, many organisations are unsure of how and where to start. Our recent study, The State of AI in Enablement: 2023 Report, found that 50% of respondents are currently using AI in their enablement processes and most (82%) of those same respondents would like to deploy more AI-powered solutions for their teams within the next 12 months.

As organisations navigate the opportunities created by generative AI, Seismic is committed to our continued role as the leader in AI-powered enablement. Generative AI will transform how companies go to market, significantly improving both efficiency and effectiveness and helping build the future faster. Our Fall ‘23 Release leverages generative AI to unlock visibility and streamline workflows that put teams on a path to win. Here’s what’s in store!

A new way to prepare, present and follow up

Meetings are the make-or-break moments in sales cycles but, often, they’re the least visible stage of the buyer journey. Go-to-market (GTM) organisations spend countless hours creating and optimising content, training and coaching sellers, and preparing for meetings, only to receive anecdotal feedback about how a meeting went.

Seismic for Meetings is purpose-built to bridge this gap in the sales cycle. Sellers can use meetings as a single location to personalise, present and follow up with their clients. From preparing and tailoring content to being fully present in meetings and sharing additional materials after a call, Seismic for Meetings helps sellers make it happen – all with a single tool. Seismic for Meetings is also designed with enablement and marketing teams in mind. Because AI is woven into the fabric of Seismic for Meetings, these teams can see exactly how content performs with buyers and whether enablement efforts translate into behaviour changes. This creates opportunities to optimise content and target coaching experiences where needed

Generative AI layered into several new features

We’ve infused generative AI into several new feature updates to improve enablement efficiency and increase speed to market. The latest features include:

Content Tagging: Speed up content creation by auto-tagging content properties and AI-generated content descriptions.

Lesson Assistant: AI-powered learning content that can generate lessons, questions and summaries based on a simple prompt.

Seismic Knowledge AI-generated Snippets: Drive GTM efficiency and enhance customer experiences by giving reps in-the-moment access to summary answers in the form of natural responses, using sources across all of your Seismic content

Quickly personalise presentations at scale

The latest update to Guided Assembly empowers users to personalise content at scale – no copying and pasting data from external sources. With Variables in Guided Assembly, when users update an element in one asset, it’s automatically updated everywhere where that component exists. Variables ensure that sellers have a worry-free way to always share up-to-date information.

Streamline content production for asset management

With Fund Report Orchestrator, asset management firms can streamline and accelerate content production – without increasing headcount. Whether it’s the end of the month or quarter-end, asset managers can now unify the processes associated with producing commentaries, pitchbooks, quarterly investment reports and fact sheets.

Fund Report Orchestrator helps asset management marketing teams simplify creation and reuse of qualitative content – bios, disclosures and portfolio manager insights across the materials they produce. It also provides marketing leaders and managers with a better way to plan and manage the complexity associated with month-end and quarter-end production. This allows firms to decrease the time spent producing month-end and quarter-end content and support expanded product offerings.

Extend your workflows with the latest apps

Discover new ways to do more with Seismic. Seismic Exchange features the latest apps, integrations and solutions designed to help your teams win new business and retain your most loyal customers. Easily select and install out-of-the-box integrations directly from Seismic Exchange.

Have an app of your own? No problem. Software vendors can publish their own solutions to Seismic Exchange.

Increase seller productivity with Seismic for Microsoft Sales Copilot

Seismic for Microsoft Sales Copilot helps sellers streamline post-meeting activities. The integration’s AI capabilities leverage buyer insights to automate email responses and identify the best content to share with buyers directly from Seismic Library. Seismic for Microsoft Copilot eliminates time-consuming tasks and increases productivity so sellers can spend their time where it matters most – with customers.

See the latest capabilities in action

Want to see our Fall ‘23 Release for yourself? You’re in luck! Please request a demo! If you’d like to learn more about the future of artificial intelligence in sales enablement, download a copy of The State of AI in Enablement: 2023 Report. 

The post Fall ‘23 Release: Fueling Seamless Experiences appeared first on Seismic.