People scarcely accept random connection requests on LinkedIn, and they tune out excessive corporate content. Yet these are the tactics client-facing professionals often employ to solicit attention and expand their networks.

To win on social media, client-facing professionals need to diversify the content they share without running afoul of their firm’s compliance team. They also need to see proof that their efforts, if done right, will lead to impactful results.

Let’s take a look at what firms and their client-facing professionals can do to truly benefit from social media.

Build authentic relationships 

Social media is an excellent channel to foster relationships and build trust with current and prospective clients. Yet, too many client-facing professionals merely repost corporate content, which comes across as salesy and self-serving. They often come across as little more than advertisers, and advertisers don’t build lasting connections — humans do, especially in a high-trust industry like financial services.

To be more relatable and authentic on social media, client-facing professionals need to use their own voices, share their own perspectives, and even create their own original content. They can accomplish this by sharing three different types of content:

• Corporate content: This content promotes a firm’s products and services, which harms a client-facing professional’s authenticity if they share it exclusively and too often. While this content is important, it can’t be all an audience sees from an individual, or that individual will eventually be ignored.
  
• Industry content: This content promotes a firm’s products and services, which harms a client-facing professional’s authenticity if they share it exclusively and too often. While this content is important, it can’t be all an audience sees from an individual, or that individual will eventually be ignored.
  
• Lifestyle content: This content is strictly personal and has little to nothing to do with work. Lifestyle content can include everything from vacation photos to hobby discussions. Sharing this kind of content goes a long way in humanizing client-facing professionals and may even lead to a professional relationship based on a common interest outside of work.

Sharing content on social media is a non-intrusive way to stay top of mind with clients. If a client-facing professional shares just three posts a week, one per content type, they’ll reach a whopping 156 touchpoints via their social media efforts alone.

However, even if they know what to share and when, client-facing professionals still need encouragement to do it. So, adoption campaigns are critical. In addition to sharing success stories (more on this later), run a recognition program where high achievers are rewarded with prizes like gift cards or even something simple and inexpensive like a trophy or framed certificate. It may sound trite, but it works.

Measure success and inspire more of it

Measuring social media’s impact involves balancing metrics with storytelling. Key marketing metrics like clicks, likes, comments, earned media value, and referred website traffic offer insights into growth and engagement. Revenue metrics, while valuable, are harder to quantify — tying a LinkedIn post directly to sales is often challenging.

Instead, it’s best to focus on metrics that show directional growth over time, incorporating year-over-year comparisons rather than month-over-month or immediate results.

With that said, one of the more readily available metrics you can share are engagement ratios, which show how many likes, comments, and clicks a post received divided by the impressions it received (that is, eyeballs that saw it).  

This ratio validates the effectiveness of humanized content because, according to our own data, posters who rely heavily on corporate content are only likely to see a ratio of about 2%; those who mix it up with more personalized content regularly get to 7.5% or even as high as 10%.

But data alone isn’t enough. Testimonials from professionals who follow these best practices are also key. Share stories about how leveraging social media finally secured a meeting with the C-suite of a high-value prospect. Get someone to discuss how LinkedIn sustained their relationship with a strong advocate even as that advocate changed employers. Such accounts impress firm leadership and inspire user adoption.

Partner with your sales and compliance teams

There’s still the issue of making client-facing professionals confident that what they post will comply with industry and firm regulations. This is why the compliance team has to be involved from the start. They want to know that social media usage isn’t going to create a plethora of new risks — and they also don’t want their jobs to be policing other people’s vacation photos. 

As for the sales team, it’s important to get their leaders to encourage the use of social media and engender accountability on their part. Accomplishing this could involve introducing incentives, such as fostering competition between regions. A leaderboard showcasing top performers is a great way to motivate participation and instill responsibility.

Seismic LiveSocial is an all-in-one social selling solution

Motivating and educating client-facing professionals to share better content in better ways while alleviating compliance concerns and capturing success metrics and stories is quite the feat. That’s why firms need a social media solution that can do it all. 

Seismic LiveSocial provides instant access to authentic, compliant content, AI-driven tools for quick engagement, and scheduling features that save time. Its advanced compliance capabilities ensure every post is archived and scanned for over 140 potential risks, with tools to block unwanted topics, publishers, or competitors, giving firms peace of mind.  

It also excels in analytics, delivering detailed insights at every level — user, team, and company — allowing leaders to measure impact, identify top-performing assets, and support their teams effectively. 

Trusted by industry leaders, Seismic LiveSocial is the ultimate tool for fostering authentic social engagement while safeguarding compliance and delivering measurable business outcomes. 

Ready to learn more? Speak with our team today to set up a personalized demo.

The post How to Grow Client Relationships with Social Media appeared first on Seismic.

Seismic Programs is an enablement strategy command center. It consolidates and structures data from all enablement activities, including those of specific teams and individuals, and it also captures content and training performance. These insights empower decision-makers to quickly intervene where necessary, ensuring optimal outcomes. Furthermore, having a unified platform that documents goals, actions, and results allows leaders to clearly demonstrate the direct impact of their enablement strategies on revenue. 

Let’s take a look at how Seismic Programs works to accomplish all this. 

Getting started with Seismic Programs is easy

Seismic Programs enables teams to create reusable templates from successful programs or start with built-in templates. To set up a program, you simply define the content, audience, and launch date; Seismic Programs will start collecting data immediately. 

In the Analytics and Activities tabs, you gain insights into user engagement, including content views, page visits, and lesson completion rates. You can even assign follow-up tasks, automatically notifying the right individuals to investigate concerning trends and take action to turn them around. 

Data is correlated across multiple variables, including the relationship between content views and LiveSends (content links that capture engagement data, including how long a recipient spent consuming the content, even down to an individual page). And Seismic Program’s interoperability with Seismic for Meetings adds even further insights into seller-buyer interactions, capturing the use of pre-determined keywords so you can see whether program messaging is being properly communicated in the field and if it’s resonating. 

The Outcomes tab connects CRM data with program engagement to reveal revenue impacts. Leaders can see which programs influence win rates, identify top-performing reps, and adjust strategies accordingly. That way, they can make better, more data-driven decisions.

You can alter your enablement strategy while it’s in flight

A program is defined as a set of activities and deliverables designed to achieve a specific business goal. Success begins with aligning on these goals and defining how your team can contribute effectively. The first step is to select training methods (like role plays or certifications) and assemble the necessary content. Using Seismic Pages, you can easily distribute these resources to sales reps and track content engagement in real time, rather than waiting months as is traditionally the case. 

Seismic Programs provides early feedback, revealing if reps are engaging with content or if barriers exist, allowing for timely adjustments. Rather than merely checking if lessons were completed, Seismic Programs captures deeper insights, like if content was shared with buyers and how buyers interacted with it, giving a sense of the content’s impact on the deal’s progress. 

If you add the power of Seismic for Meetings, you’ll gain even deeper insights into how well sales reps are applying learned skills in real-life scenarios, including objection handling and discovery skills.  

Weeks or months into a campaign, Seismic Programs allows enablement leaders to evaluate pipeline health and sales velocity, showing the impact of their efforts. This data is also invaluable for refining future programs, ensuring continuous improvement based on what works and what doesn’t.

You can prove enablement’s impact on revenue

With Seismic Programs, the aim is to relieve the pressure on enablement teams by making it easy to prove the value of their initiatives. You can showcase the effectiveness of enablement efforts with clear metrics, demonstrating real business benefits to company leadership. For example, with metrics on improved lesson completion rates and reduced time-to-first-deal, enablers can illustrate the impact of onboarding and highlight cost savings for the business. By automating these measurements, Seismic Programs also eliminates the need for manual tracking and spreadsheets, freeing up time to refine your enablement strategy for maximum impact. 

Ready to learn firsthand how Seismic Programs can elevate your enablement operations and team? Speak with our team today to get a personalized demo. 

The post How to Elevate Your Enablement Strategy with Seismic Programs appeared first on Seismic.

5 limitations of company-wide learning management systems 

1. They aren’t geared toward sales or go-to-market teams  

Even with an enterprise learning management system, LMSs are often run by HR teams and made for the masses. They provide one-size-fits-all training that gives your reps and customer-facing teams info on onboarding processes, company values, and compliance – but not much that will help them get customer-ready, gain confidence, or hit quota.  

2. They aren’t role-specific  

Typical learning management software isn’t designed to be tailored to individual roles, learning styles, or performance gaps. It isn’t easy to build learning journeys specific to the skills or knowledge that will actually make someone successful in their role. As a result, reps often don’t see the value in LMS training and skip it.  

3. They don’t meet your rep in their moments of need  

Many LMS platforms focus on formal learning, like courses or certifications. They often don’t offer tools for informal or just-in-time learning. That in-the-moment training is exactly what employees need to ensure they’re truly ready.  

If you’re relying on a formal process to support your reps, they might seek assistance from other sources when it really matters. For example, their more seasoned coworkers. This inefficiency opens your team up to risk – the risk of inaccurate information and, most importantly, wasted time.  

4. They don’t support coaching or upskilling  

It’s one thing to get a rep up–and–running; it’s an entirely different thing to help them level up their game, address a skill gap, and close more deals.  

5. They can’t tie success to revenue or meaningful business outcomes  

Traditional LMSs often lack robust analytics or real-time insights into learner performance and progress. Sure, you can often track completion rate, but can you tell if completion correlates to closed deals? If not, you need a sales readiness software like Seismic Learning.  

What is sales readiness software?  

Sales readiness software like Seismic Learning empowers customer-facing teams to onboard faster, upskill better, and win more deals. How? By ensuring learning supports the learner, coaching empowers the coach, insights are truly insightful, and content is provided with the context reps need to use it wisely.  

With Seismic Learning, you can accelerate readiness, confidence, and quota attainment with real-life practice scenarios and holistic skill assessments. You can also develop more impactful enablement programs by surfacing approved and up-to-date content alongside learning and coaching plans.  

7 benefits of sales readiness software  

1. It improves sales performance  

 When learning and coaching is aligned with the sales cycle, deals are won more often, sales cycles are shorter, and onboarding is quicker and more effective.  

2. It’s always accessible in their moment of need  

Sales reps and other customer-facing teammates can access learning materials when and where they need them, allowing for continuous improvement and immediate application of training to real-world scenarios. With Seismic Learning, they can even simulate real-life scenarios with AI-powered role-play.   

3. It scales as your team grows  

Seismic Learning helps organizations scale training across global teams by delivering consistent and personalized learning experiences, regardless of location or time zone. Say goodbye to traditional training that 70% of people will forget in 24 hours.¹ 

4. It gives you data-driven insights  

Like traditional learning management software, Seismic Learning provides analytics on learning completion, engagement, and comprehension, but it doesn’t stop there. With Seismic, you can identify gaps in knowledge across your sales force, identify what’s working and what’s not, and adjust accordingly. 

5. It makes your sales content more effective  

If you’re still thinking of sales content and sales training as completely different entities, it’s time to reevaluate! Seismic’s sales readiness software integrates with our content management system (Seismic Content), ensuring reps have access to the right content at the right time.  

6. It streamlines and customizes onboarding and ongoing learning  

Streamline and customize? Seems like an oxymoron, no? Not with Seismic Learning. New hires ramp up faster with structured, trackable, interactive programs that actually lead to improved productivity and performance. Teams can also create role-specific learning paths that cater to an individual’s needs or the needs of a specific business unit. 

7. It empowers managers to coach more effectively  

Most sales managers understand the importance of coaching but don’t have sales coaching software to support that effort at scale. Seismic Learning provides an environment where team members can share best practices and feedback without feeling overwhelmed.  

What results can you expect from Seismic’s sales training software? 

One of the most powerful things about sales readiness software is its ability to tie learning and coaching to real results. While every team is different, our customers have realized their wildest dreams when it comes to business outcomes. Here are a few of them:  

• Loopio decreased onboarding time by 60%.  

• Advantive decreased the sales cycle by 50%.  

• OneSource Virtual saw new reps clench their first opportunity 47% faster.  

• SpyCloud decreased ramp time by 68%.  

Are you ready to see results like that?  

It’s time you talked to our team! Schedule a demo today to see if Seismic Learning is a fit. We’ll be happy to answer any additional questions you have about how Seismic differs from a traditional learning management system – and why that’s a good thing.  

The post Is Seismic Learning a Learning Management System?   appeared first on Seismic.

Alteryx has transformed its sales operations, accelerated sales opportunities, and equipped sellers with essential tools, thanks to Seismic. To illustrate this success, we spoke with Khari Bankston, Alteryx’s Senior Manager of Enablement, to see how she’s using Seismic to its maximum potential. 

The conversation highlights how Alteryx transformed its sales operations with Seismic. They’ve been able to accelerate sales opportunities and equip sellers with essential tools, thanks to Seismic. Read on to learn how strategic integrations and data-driven insights can significantly enhance sales performance across various stages of the sales cycle. 

How does your organization use Seismic for revenue enablement? 

KB: Seismic has been crucial for accelerating our sales opportunities. The team has helped us get the most out of the platform and made a huge impact on our sales team across different stages of the sales cycle. We use features like LiveSend and an integration with Salesloft to put Seismic where our sellers work. 

What are some of the different integrations you use with your Seismic instance? 

KB: We use integrations with Outlook, Salesloft, Salesforce, and our Salesforce business enrichment data app. We call this combination of integrations the “holy grail of sales enablement.” It helps us communicate ROI effectively, not just anecdotally. 

How do you measure the impact of Seismic on your sellers in the field? 

KB: We can show correlations from end to end. Our data science team has identified our top, mid, and lower performers. Our application allows us to take different data sets, build workflows, and create real data stories behind them. 

We’ve presented at conferences showing that sellers who engage with content — internal enablement, customer-facing materials, and instructor-led trainings — perform better. We measure engagement through Seismic Learning, tracking attendance and assigning coursework as needed. High performers complete these learnings; mid performers engage less; and low performers do not engage at all. The data is clear, and we use Seismic pages to build sales plays and provide prescriptive guidance to our sales team. 

How does your team currently use Seismic Aura and Aura Copilot? 

KB: We have been leveraging Aura Copilot and it’s really taken off. Everyone from our SDRs through CSMs use Copilot to generate emails, ask for advice on discovery calls with CFOs, outline steps, and curate content. 

We use LiveDocs not only for guided assembly to create custom sales presentations for any stage of the sales cycle, but we are also preparing to launch our LiveDocs sales proposal generator. This tool will significantly reduce the time it takes to deliver proposals to customers. 

We received enthusiastic feedback from the pilot. Those users said it would save them at least four hours when building a proposal. Managers and RFP handlers have expressed relief over the time saved in reviewing proposals, thanks to the system’s ability to create, share through Workspace, and offer complete flexibility and transparency for collaborators. 

How has Seismic had an impact on you and your organization? 

KB: Seismic has been invaluable, and I can’t wait for our Aura Copilot launch to the full team. This is probably the biggest development since we onboarded Seismic a year ago. It’s been fantastic, and I am always thrilled to discuss its impact on my productivity and value to the company. It’s rewarding to make sellers’ lives easier and create a frictionless selling and buying experience. I’m very grateful for Seismic; bravo to the team for their work. 

I’ve used many vendors and sales enablement tools, and Seismic is the most comprehensive and complete.  

Unlock Unparalleled Sales Efficiency with Seismic 

Seismic has proven to be an indispensable tool for Alteryx, empowering their sales teams with unparalleled efficiency and insight. The seamless integration of Seismic’s features has helped streamline their sales processes and increase seller performance.  

If you’d like to learn how you can achieve similar success, get a demo today. You can also learn how to use AI in enablement by downloading our eBook, The Comprehensive Guide to AI in Enablement.  

The post Seismic’s Impact on Revenue Enablement at Alteryx  appeared first on Seismic.

By transforming how sellers find and leverage content, generative search is not just a tool. It’s a game-changer that empowers sales to personalize every buyer engagement with the most relevant and compelling content.  

In this post, we’ll cover how generative search technology, driven by artificial intelligence, is revolutionizing sales enablement by providing personalized, context-aware responses and enhancing overall efficiency. Let’s start with the basics! 

What is generative search? 

Generative search is an approach driven by artificial intelligence (AI).  Instead of returning links to web pages, the system generates original, comprehensive answers based on a user’s query.  

Because generative search is powered by AI and large language models (LLMs), it can synthesize vast amounts of data, drawing from multiple sources to create a more relevant, cohesive response. This makes generative AI search engines different from traditional search engines, which focus on indexing and ranking web pages.  

Generative search presents the answers to a query in a conversational, context-aware manner, allowing users to get precise, nuanced, and customized responses. Generative search is a key capability supported by Seismic Aura Copilot, and it is used in other AI tools like ChatGPT, Bard, and Bing. 

Using generative search for sales enablement 

Sales enablement technology that uses generative AI can analyze customer data and past interactions in real time. This helps create personalized responses, pitch materials, and recommendations. Generating content in this way helps sellers quickly access the most relevant information, enabling them to optimize customer engagement and close deals faster.  

Generative AI in sales enablement technology also enhances lead qualification. It can surface ideal prospects and provide data-driven insights on buyer intent, making the sales process more effective and targeted.  

Benefits of generative search in sales enablement 

Generative search offers significant benefits to sales enablement by enhancing how sellers access and leverage information. Here are the key outcomes it can help deliver for go-to-market (GTM) teams: 

• Enhanced efficiency: Sellers can find information faster, improving their confidence and reducing time spent on manual research. In fact, the Seismic 2023 Value of Enablement Report found that 68% of enablement tech users say that having quick access to information and/or content enables them to avoid second-guessing themselves.  
   
  In addition, when AI can generate high-quality content such as email templates, follow-up messages, or presentations, sales teams can shift their focus to strategic activities like relationship-building and closing deals. 

• Improved accuracy: AI-powered generative search provides the most relevant answers to sales queries. That means sellers no longer have to sift through multiple documents or web pages and risk sharing outdated information. Instead, generative search empowers each rep with context-specific responses tailored to their needs, such as product details, pricing, and customer data. 

• Personalized engagement: Generative AI search can create customized content for different audiences, enabling sellers to quickly produce tailored pitches, proposals, or responses based on the unique needs and goals of each customer or prospect. This personalized engagement strengthens rapport, differentiates your solutions from competitors, and increases the likelihood of closing the deal. It also leads to higher customer satisfaction and retention. 

• Data-driven insights: AI-powered generative search can analyze huge sales and customer datasets and then highlight trends, patterns, or opportunities. These data-driven insights help sales teams optimize their strategies and make informed decisions about how to target the right customers efficiently and effectively. 

• Consistency in messaging: By using AI-generated sales materials, organizations can improve message consistency across all channels. As a result, GTM teams are better able to communicate brand-aligned, accurate, and up-to-date information. Consistent messaging builds trust with customers and helps align team efforts toward common goals, ultimately driving better results. 

• Scalability: Generative search tools are built to handle large volumes of data and can easily scale across organizations to support growing sales teams and data requirements. This scalability ensures that even large teams have access to the same quality of information and insights, driving alignment and accelerating the onboarding process for new team members. 

Generative AI for sales enablement drives revenue growth 

Finding the right information to send to customers and prospects is time-consuming and challenging. Generative search streamlines sales workflows by providing instant access to AI-generated, contextually relevant content. This empowers sales teams by minimizing human error in data retrieval and improving efficiency, personalization, and decision-making. These benefits drive better performance and revenue growth in a competitive environment. 

Seismic mitigates content discovery challenges with generative search, a key capability supported by Seismic Aura Copilot. This AI-powered approach aims to provide an intuitive, Google-like search experience within Seismic, making it easier and faster for sellers to find the accurate, compelling information they need. 

Download “The Comprehensive Guide to using Generative AI in Enablement” to learn more about how Seismic Aura Copilot can empower your sales enablement strategy. 

The post How enablement technology uses generative search  appeared first on Seismic.

All this disconnected software makes it difficult for enablement teams to be proactive and strategic. It also leads to disengaging experiences for their learners. 

But with the right sales enablement platform, this doesn’t have to be the case. 

A sales enablement platform should have everything in one place 

The best sales enablement platform should be outcome-driven and consolidate onboarding, training, coaching, and content in one place. By using an all-in-one solution, businesses will experience many benefits. Let’s explore three of the biggest ones. 

1. Greater go-to-market (GTM) efficiency 

Education is how GTM professionals, especially sellers, learn about new products, company initiatives, best practices, and more. But this education will only succeed if learners find it engaging. To make that happen, you need a sales enablement platform that offers an intuitive lesson builder. It should support images video, interactive elements, and knowledge checks to ensure a memorable and measurable learning experience. It should also provide virtual coaching capabilities that simulate real-life scenarios along with the ability to analyze qualities like clarity and confidence during those practice sessions.

Also, the platform should automatically suggest sales and marketing content for sellers. This is especially helpful as they prepare for meetings, making it easy for them to add content to their presentation materials.

2. Optimized operations 

Consolidating training and content is only part of the story. A sales enablement platform should also include detailed analytics so enablers can identify learning gaps, see what lessons and content aren’t resonating, and correct course quickly. That way, they can amplify what is working. 

Ideally, the platform should also include data from the most important moments in the sales cycle: meetings. That data should detail what topics were discussed, what keywords were said, what objections were raised, and, by leveraging AI, how to best follow up. 

Speaking of AI, the platform should, in essence, be an AI enablement platform where the user can simply ask the system — in plain language — what data they want to collect, compare, and contrast. This should result in a readily produced report that not only reveals trends and other insights but also demonstrates how enablement contributes to revenue.

3. Enhanced agility and faster time to market 

Successfully launching a new product or methodology requires a slew of messaging, selling strategies, and supporting content. It’s no easy task to get sellers up to speed on all that so they can approach the market confidently and tell a consistent story. 

A sales enablement platform can help accomplish that through incentivization.  Enablers should be able to create badges and certifications to assure learners they truly understand a product and how to discuss it with buyers. 

The learning journey to getting certified must also be user-friendly, allowing enablers to seamlessly build sequences of lessons, tasks, paths, and events tied to specific outcomes and assignable to individual learners.

The Seismic Enablement Cloud ^TM combines content, learning, and insights in one place, making it the best sales enablement platform you can choose. To learn more, speak with our team today. 

The post Three Big Benefits of Unifying Training, Coaching, and Content in a Sales Enablement Platform appeared first on Seismic.

The post How enablement is driving strategic change  appeared first on Seismic.

Seismic Shift is back in sunny San Diego, California on October 8-10, and an early forecast indicates this could be the best one yet! From engaging speakers to groundbreaking ideas, Seismic is raising the bar and bringing attendees the best experience possible. 

What is Seismic Shift? 

Shift is Seismic’s annual user conference that’s jam-packed with hands-on workshops, in-depth breakout sessions, and a showcase of our latest research, thought leadership, and innovations that can empower you and your team. The three-day event brings the best and brightest go-to-market (GTM) leaders together for innovation, inspiration, and camaraderie on a Seismic scale. 

This year’s theme, Push What’s Possible, inspires us to push beyond the status quo and be catalysts for strategic change and growth. You’ll hear from world-class leaders, industry visionaries, peers in the enablement space, and some very special guests.  You’ll also hear unique stories from Seismic customers on how they’re using the platform to achieve business growth.  

What to expect at Shift ’24 

Whether you’re just starting your enablement journey or are a seasoned pro, Shift is perfectly suited for you and your goals. This year, we have five tailor-made tracks: 

And with 40 breakout sessions to choose from, your possibilities are endless. Here are five reasons you should attend this year’s event: 

1. You’ll Push What’s Possible 

Get ready to push beyond the limits of what’s achievable for yourself, your team, and your organization. Shift encourages personal and professional growth through collaboration, exploring new ideas and opportunities, harnessing technology, and breaking barriers to achievement. Tailor your own learning path across a broad range of topics, including building and enhancing a solid GTM function, optimizing strategies and workflows, and driving enablement excellence. 

 2. You’ll pave the way for strategic change 

Shift offers first-hand, practical skills you can apply to transform your business – wherever you are on your enablement journey. Join hands-on workshops and learning sessions that will show you things like: 

• How AI is powering the next generation of enablement 

• Building a data-driven GTM culture 

• Mastering modern client engagement 

• How to measure and showcase your impact 

You’ll leave Shift with a comprehensive understanding of Seismic’s full product suite and how you can maximize enablement’s potential in your organization. 

3. You’ll explore the latest and greatest innovations  

Shift will keep you on the cutting edge as we dive into groundbreaking advancements for AI-powered enablement in the Seismic Enablement Cloud. You’ll explore new ways to use the tools currently in your tech stack, along with new Seismic innovations that will power better results. You’ll learn how AI is revolutionizing GTM processes, and how you can maximize AI to drive higher-performing sellers, speedier workflows, and better client experiences. 

You can drop by the Expert Epicenter at Shift to explore these innovations, ask Seismic-related questions, and test out new capabilities for yourself.  

4. You’ll connect with the brightest minds in enablement 

Shift is your chance to connect with industry leaders, learn from their experiences, and build valuable relationships. This event is about much more than keynotes and breakouts — it fosters opportunities for organic connection and collaboration.  

Take advantage of Braindates – an organized and enjoyable way to network – where you can book one-on-one or small group conversations with likeminded peers and professionals to foster new connections, share best practices, and solve similar challenges with enablement and Seismic. This year, we’ve also added a life coach to Braindates for anyone looking to push what’s possible with self-care, health, relationships, and more. 

You’ll also hear from some very special guests. . . 

5. You’ll have a blast 

Whatever sparks your interest, there’s plenty of fun to be had at Shift! Choose from a number of wellness activities, including yoga sessions, bootcamps, kayaking, and paddleboarding. And you can’t push what’s paw-ssible without puppies! Don’t miss the opportunity to pal around with some furry friends at our puppy networking experience. 

You can also get social at our “Find your People” party, a poolside event with cocktails and good eats – and meet some new people over good tunes at our happy hours. Then to cap off a jam-packed week, we’ll head offsite to the San Diego Air and Space Museum for the “Seismic Social,” where you can experience flight simulators, roaming magicians, nitrogen ice cream, live music, and so much more. We invite you discover all that Shift and San Diego have to offer! 

We’ll see you in San Diego on October 8-10 

The possibilities are endless at Shift ’24. Whether you’re looking to build an enablement program from scratch, refine your strategies, measure impact, or drive transformation, Shift is the can’t-miss event for enablement and GTM pros. Mark your calendar, grab your ticket, get your burning questions answered, and get ready to push what’s possible! We hope to see you there. 

The post 5 reasons to attend Shift ’24  appeared first on Seismic.

There are also many internal barriers hindering revenue growth. Siloed tech and teams, manual workflows, and limited resources make hitting revenue targets a challenge. 

Sound familiar? It’s time to shift from a siloed sales enablement focus to a more unified revenue enablement approach. This will help align revenue-generation teams around common goals and create a smoother experience for buyers and sellers. 

In this article, we’ll show you how to overcome revenue challenges and outline five key steps to building an effective revenue enablement strategy. Let’s dive in! 

What is revenue enablement? 

We define enablement – specifically revenue enablement – as the strategic approach that equips revenue-generating teams with the tools, resources, and information to effectively engage with prospects and customers at every stage of their buying journey.  

We’re not the only ones. According to Gartner, “Revenue enablement connects enablement efforts and uses shared technology, tools, data, analytics, processes, and KPIs to reduce the complexity of the modern sales ecosystem.” This way, organizations can enhance team collaboration, streamline processes, and enable revenue growth.  

Shifting from sales enablement to revenue enablement 

Sales enablement unites go-to-market (GTM) teams to provide sellers the information, tech, and resources needed to effectively close business. Taking it a step further, revenue enablement expands its reach to support all revenue-generating departments. Those include sales, marketing, customer success, and other customer-facing channels, such as digital commerce and customer service. Including those departments in your enablement efforts ensures your team can deliver consistent, relevant, and personalized customer experiences. 

Companies that successfully implement this unified approach will break down silos across teams and tech, streamline workflows, and ultimately boost customer satisfaction and revenue. In fact, Gartner estimates that “By 2026, 60% of enablement teams will be tasked with enabling all client-facing, revenue-generating roles.” 

How to create an effective revenue enablement strategy 

Begin your revenue enablement journey by taking these five important steps.  

1. Assess your current state and identify gaps  

Start with an objective evaluation of where things stand today. Examine your enablement maturity by assessing how your organization currently enables your revenue teams and their prospects and customers across every interaction point. Remember, your analysis should always center on what contributes to revenue growth, so ask questions like: 

• Could this process be improved? Could it be faster? 

• What silos exist across these teams? 

• What barriers are hindering revenue-generating behaviors? 

• How are we measuring performance? 

This way, you can pinpoint strengths, weaknesses, and growth opportunities. Closely monitoring and evaluating customer engagement across touchpoints will provide your team with the insights needed to optimize initiatives and drive outcomes.  

An easy way to get started is to take Seismic’s Enablement Maturity Assessment. This will help you discover where your organization falls and how you improve your revenue enablement strategy.  

2. Establish a revenue enablement framework 

Building a successful revenue enablement strategy means aligning teammates and functions around the goal of driving revenue growth. Don’t worry if it seems overwhelming at first – even small changes can bring noticeable benefits to your business. Here are some steps your organization can take to implement revenue enablement: 

• Create a revenue enablement team: Build a dedicated revenue enablement team that includes members from relevant departments that support the revenue cycle, such as sales, marketing, and customer service. Your organization should clearly define their roles and responsibilities based on how they will support revenue goals.  

• Align with cross-functional teams: Drive alignment between revenue-generating departments by establishing a collaborative environment for sharing insights, feedback, and knowledge about customer interactions.  

• Understand the entire customer journey: Harness data from different touchpoints in the buying cycle — from pre-sales to post-sales — to better understand the entire customer journey and where revenue can be influenced. 

• Establish shared revenue targets and goals: Determine how you’ll support the business and set realistic revenue targets and KPIs that are shared across teams and align with overall objectives. For example, you may have different goals for generating net new business, increasing cross-sell and upsell opportunities, gaining more momentum in a particular vertical, or increasing win rates.
   

3. Harness AI  

Deploying AI in your enablement strategy is an excellent way to speed up workflows and deliver better, more tailored buyer experiences. And it’s never been more important, as 70% of buyers now expect personalized experiences across all stages in their customer journey, and are frustrated when they don’t receive them. Leverage AI to create unique buyer personas, so your team can map the right content to the right buyers across all stages in the customer journey.  

The impact of AI is undeniable, as 83% of GTM leaders agree that aligning AI with GTM strategy will lead to revenue growth for their organizations, according to our State of AI in Enablement Report.  

AI can eliminate the legwork by sorting through vast quantities of data and predicting the best actions for all revenue teams, including what content to use at which buying journey stage, and which prospects and customers to contact at certain moments. By doing so, your team can: 

• Meet buyers where they are 

• Grab their attention with relevant, personalized content 

• And provide valuable information that builds trust 

4. Deploy the right revenue enablement platforms 

The people have spoken, and nearly half of GTM professionals say they wouldn’t work for a company that doesn’t use enablement tools. When building a revenue enablement tech stack, it’s essential to choose tools that streamline workflows for your GTM team and simplify the process for buyers. To accomplish this, consider these tools: 

• Customer relationship management software (CRM): A CRM can manage leads, opportunities, and pipeline through a central platform for storing customer data and tracking customer interactions across different touchpoints.  

• Training and coaching software: Onboard new team members and deliver ongoing training on the latest sales strategies, product updates, and industry trends with bite-sized modules that are easily digestible. Coach customer-facing teams to enhance their skills with realistic scenario-based practice that gives them the confidence to reach their goals. 

• Sales engagement tools: Support revenue enablement by streamlining multi-channel customer communication, such as email, phone, and social media, and make it easy for sellers to personalize messaging while staying on brand. The right tool will also enable lead prioritization and provide insights that help teams make data-driven decisions.  

• Sales content management systems (CMS): Employ a sales CMS for GTM teams to manage content in a central location, ensuring they have access to approved customer-facing assets, third-party resources, and enablement tools.  

• Customer success tools: Manage post-sales customer relationships, providing valuable insights into customer satisfaction, retention, and cross-sell/upsell opportunities.  

5. Measure and improve 

What worked? What didn’t? These questions sound simple, but most companies forget to ask them. Instead, they repeat the same ineffective behaviors and processes. Evaluating data and KPIs is critical for revenue enablement teams to identify and replicate success, reduce manual efforts, simplify the buying process, and maximize interactions across the customer journey. 

Here are a few key metrics to consider across revenue teams: 

Track progress regularly across KPIs to identify gaps in your enablement strategy and adjust as needed. Communicate results and incorporate a full feedback loop across teams for added context into successes and failures. This way, you can refine processes and strategies to achieve better outcomes. 

Where does Seismic fit in? 

To effectively align revenue-generating teams and channels, you need the right technology. The Seismic Enablement Cloud^TM provides everything revenue teams need to drive efficiency, scale training and coaching, and measure outcomes. Our revenue enablement platform also integrates with other essential tools including CRMs, CMS, and sales engagement software, serving as a central hub for your revenue enablement strategy. Get a demo today to learn more about how Seismic can support your revenue enablement efforts. 

The post 5 steps to a highly effective revenue enablement strategy appeared first on Seismic.

But it’s hard to know where to start and even harder to know how to use AI for sales training most effectively. Is it worth the effort? Will the quality be up to par? What AI sales training tools should you be using?

We’ll explore all that and more in this blog. This way, you can master using AI for sales training and impress anyone who asks you about it, too.

What is AI-powered sales training anyway?

AI-powered sales training uses advanced AI and machine learning to deliver personalized onboarding, training, and coaching to sales teams at scale. This helps every rep develop skills, improve competency, and gain confidence quickly.

Why should you explore AI for sales training instead of more traditional methods?

Before we get into the practical applications of AI for sales training programs, let’s talk about why the benefits of AI far outweigh sticking with more traditional training methods.

• Increased productivity: Productivity is generally the biggest benefit that most people see when implementing AI for sales training. According to Seismic’s Generation Enablement Report, 79% of go-to-market (GTM) leaders surveyed believe that AI-powered technology is enhancing their workplace productivity.
• Better personalization: Traditional training is one-size fits all and typically set on a fixed pace. Of course, online sales training has made self-paced training more of the norm, but AI takes it a step further. Now, reps can get personalized learning paths and training content based on their individual skills, roles, and performance.
• Faster feedback: Without AI, you’d have to wait for managers to get around to reviewing practice pitches. It’s a slow and imperfect process. AI can offer real-time feedback and more objectively analyze practice pitches, role plays, and more.
• Easier scalability: Traditional training and coaching is limited by trainer and manager availability, but AI delivers personalized training to everyone with significantly less effort.    
• More data-driven decision-making: Manually sorting through data to evaluate the effectiveness of traditional training programs can take months.With AI-powered sales training, AI can do the heavy lifting for you by identifying knowledge gaps, suggesting follow-up content, and more.
• Higher knowledge retention: Most sellers forget 84% of what they learn after 90 days with traditional training, according to HubSpot. AI makes automating follow-up lessons and content a reality so that sellers retain everything they’ve learned.
• Better performance metrics: Traditional training provides broad but often inadequate performance results, which isn’t helpful if you want effective reps. With AI-powered sales training, you get detailed metrics and insights to make impactful changes that boost individual and team performance.

How can you use AI for sales training and coaching specifically?

Nearly half of sales professionals believe  their organization doesn’t provide the sales training they need to succeed.

Think of the barriers that stop you from developing the training, coaching, and content your team needs to succeed. In most cases, it’ll be time, resources, and effort. These pain points are often where AI can supplement your sales training programs the best. Here are a few common ways to use AI to support your in-person or online sales training efforts:

• Sales roleplaying: Traditional roleplaying can be an effective way to practice selling skills and build confidence, but it can be hard to find a willing partner that’s available when a rep needs them.
  
  That’s where an AI sales role play can sit in as a substitute. Some AI training software solutions that offer role playing simulate lifelike interactions with avatars that react and pose objections like a real client would. Others use AI to grade practice role-play scenarios after the fact, reviewing for active listening cues, filler words, keywords, conciseness, and more.
  
• Sales coaching: Less than half of sales managers spend over 30 minutes a week coaching their reps, according to CSO Insights. But it’s a proven strategy when executed consistently. An Aberdeen study found that both quota attainment and win rates improve by double digits when a sales coaching program is in place.
  
  So what’s the disconnect? Time. And to make the most of it, AI sales coaching software gathers data from sources like CRM systems and sales calls, analyzes patterns and trends, and delivers tailored feedback and recommendations to each rep. It also suggests a personalized learning path and tracks performance over time to see if it’s effective.
  
• Personalized onboarding and ongoing training: One-size fits all training is easy to implement, but rarely works. AI-powered sales training software takes every reps’ strengths, weaknesses, knowledge gaps, and learning styles into account. This way, every seller closes knowledge gaps and gains the confidence they need to close more deals, too.
  
• Content optimization: Your sellers need training on how to most effectively use content to engage with buyers. AI uses customer behaviors and deal context to suggest the most relevant and impactful content for sellers to send.

It’s important to remember that implementing AI effectively is a marathon, not a sprint. Start small, scale gradually, and choose AI sales tools that align well with your current tech stack and tout strong strategic support for maximum success.

Seismic’s expertise in AI sales training tools

That’s where we come in. Seismic’s rich history of innovation in AI sales tools started in 2015, when we introduced a first-to-market AI-guided selling innovation called Predictive Content. Predictive Content surfaces content recommendations based on deal context such as sales stage, industry, and persona.

We didn’t stop there. Since then, we’ve launched Aura, our AI/ML engine that fuels AI-powered enablement across the Seismic Enablement Cloud^TM. That includes just-in-time enablement with an intelligent Q&A bot that applies natural language understanding to answer reps’ questions. It also powers AI sales coaching that auto-scores practices, reviews and analyzes recordings, and more. This way, your entire customer-facing team can more consistently practice, master new concepts, and gain confidence.

Scale and improve with Seismic Learning

Interested in learning more about Seismic’s sales training software specifically? Read how one customer streamlined and automated their onboarding and ongoing sales training with our sales training software, Seismic Learning. Or, get a demo and see Seismic’s AI capabilities in action today.

The post How to use AI to scale and improve sales training appeared first on Seismic.