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.

But there’s been a major shift. Now, enablement teams are empowering entire go-to-market organizations — not just sales. They’re also taking on more strategic roles in the organizations. This change is partly due to better enablement technology that helps them spend less time on tedious, manual tasks and more time on important activities.  

Generative AI for sales enablement takes it to the next level.  

In this post, we’ll explore how to use AI sales enablement tools for writing assistance — and how doing so can boost productivity for enablement teams.   

How can you use AI for sales enablement productivity?  

It can be hard to know where to start with generative AI when you have a laundry list of tasks and are constantly being asked to “do more with less.” So, let’s start by outlining the many ways you can use AI sales enablement tools to improve your productivity.  

Automate content creation  

It’s no secret that generative AI can write decently well. You can use it to speed up your content creation process — let it fix your typos, refine your tone, shorten length, and organize your writing into sections. Of course, you could use any generative AI tool to do this, but the best ones for enablement teams seamlessly integrate into your existing workflows.  
 
For example, if you already use the Seismic Enablement Cloud^TM, Aura Copilot assists you with writing wherever you need it — whether you’re writing a page, a lesson, or a playbook. No more toggling between tech applications. No more copying and pasting. Just getting work done faster, and with less effort, thanks to AI enablement.  

Create training from existing content  

Enablement teams are often tasked with distributing information in various forms to suit the needs of many learners, with many different preferences, in their many moments of need. Naturally, that creates a large amount of work and often means producing many forms of content with similar messages.  

How much time would you save if you could use existing content to create an engaging, interactive lesson? Seismic’s AI-powered sales enablement assistant, Aura Copilot, does just that. Populate it with text or an existing document, answer a few questions, and watch as you create lessons faster when you use AI for sales enablement, specifically.  

Organizing content  

The basis of good sales content management is good content tagging and even better descriptions. After all, even the best content management system will falter if the information it’s fed is inaccurate or incomplete. While writing content descriptions doesn’t seem like a huge lift, it’s the kind of tedious, mundane work that can hold an enablement team back from being the strategic force it can be.  

The best  AI sales enablement tools can auto-generate content tags, write descriptions, and edit them in bulk to save you time. They can also help you improve governance and permissions across your content. That way, the go-to-market teams you serve will be able to find the right content, at the right time, every time.  

Analyze data  

You may be thinking “what does writing assistance have to do with analyzing data?” Sales enablement AI, that’s what. With sales enablement AI, you don’t need a team of data analysts or weeks to see how your programs are doing. 

With Aura Copilot, you can write a question in natural language and uncover insights right away. That way, you can uncover trends and improve your sales enablement strategies faster, boosting productivity as a result.   

Isn’t using ChatGPT or Gemini good enough?  

Using traditional learning language models (LLMs) like ChatGPT or Gemini to assist your writing will improve your productivity, but they can only do so much.  

Here’s why using AI that’s specific to enablement like Aura Copilot is worth it:  

• It’s refined by your data. While LLMs provide answers, Aura Copilot delivers insights that are tailored to your company. It’s rooted in your content and evolves each time you release a product or update a piece of content.  

• It only takes a click. Aura Copilot integrates into your existing Seismic workflows. A “sparkle” denotes that Aura Copilot can assist you. Just click it to activate the benefits of AI enablement right then and there.  

• It’s all in one platform. Maximize your productivity with AI sales enablement by centralizing your content, training, coaching, and meetings all within Seismic. Aura Copilot integrates seamlessly across it all — say goodbye to the dreaded copying and pasting you’d waste time on with a traditional LLM.  

How does Seismic approach AI for sales enablement?  

As you may have guessed, Seismic is a big proponent of AI-powered enablement. In fact, we think the strategic opportunities that AI sales enablement tools like Aura Copilot foster will transform the enablement industry — and the go-to-market teams it supports — for the better.  

If you’d like to explore how AI-powered sales enablement could boost your team’s productivity, book a demo with ours!  

The post How to leverage AI writing assistance to boost enablement productivity appeared first on Seismic.

But we’re not done yet! We want the entire enablement industry to feel inspired to push what’s possible, so we’ve compiled the most noteworthy quotes from the day right here for posterity’s sake.  

Want to be in the room next time? Be sure to sign up for the Shift waitlist to be notified when tickets for next year go on sale – it’ll take place September 9-11, 2025 in San Diego, CA.  

Without further ado, here’s what you would’ve heard if you were a fly on the wall for the final day of Shift.  

Seismic’s President and CRO Hayden Stafford spoke about predicting success in today’s opening keynote. After all, it’s not enough to have insights into what your teams are doing these days –  you need to use them to have an impact on tangible business outcomes, too. 

In a breakout session on The Art of the Possible: The Journey to Enablement Success, Seismic’s VP of Strategic Enablement Consulting Irina Soriano shared how to move your enablement function beyond tactics and into a strategic revenue driver. For more expertise like this, consider booking time with Seismic’s new Strategic Enablement Services team or downloading a free copy of Tomorrow’s Enablement for Today’s Leaders.  

In the Mastering Modern Client Meetings breakout session, experts in enablement for Financial Services shared how to use Seismic to streamline meeting preparation, delivery, and follow-up to maximize client experiences. Learn more about Seismic for Meetings here.  

It’s no surprise that AI has revolutionized enterprise B2B buying and selling. One breakout session, An Insider’s Guide to Pioneering AI, took attendees on a deep dive into responsible AI methodology. For more on Seismic’s approach to AI and how it’ll change the enablement industry, check out our recent FAQ with Yinyin Liu, Seismic’s VP of AI, who was also on this panel.  

In a breakout session about Mastering Enablement Excellence, a panel of Seismic experts went into detail about one of Seismic’s newest products, Seismic Programs, and how it offers a central hub for organizing, monitoring, and analyzing enablement’s impact. Learn more about Programs here or at our Fall Release Preview webinar on Tuesday, October 22 at 10:00 a.m. PT / 1:00 p.m. ET. 

America’s most prominent female sportscaster joined Seismic’s CMO Paige O’Neill for a fireside chat to close out Shift on the mainstage. She shared how hard work has helped her differentiate in the industry.  

As we post this, Shift attendees are at an out-of-this-world party at the San Diego Air and Space Museum. We’ve heard a lot of Galaxy Champagne-fueled exclamations about Shift 2024 and what it’s meant to our attendees, but we’ll keep those secrets safe.  

What’s next for Shift?  

That’s a wrap on our coverage of Seismic Shift 2024. On behalf of everyone at Seismic, thank you for joining us, whether in person or in spirit. It couldn’t be possible without the hard work and dedication of the Seismic events team, executive leadership team, keynote speakers, sponsors, partners, and community advocates – it’s all thanks to you that Shift is a success year after year.  

Don’t miss the fun at next year’s event! It’ll be our 10^th Shift, and it’s set to be the biggest one yet. Mark your calendars for September 9-11, 2025 in San Diego. Sign up here to be notified when tickets go live!  

The post Seismic Shift ‘24: Day Three Highlights  appeared first on Seismic.

Now, let’s take a look at some of the most noteworthy moments of the day. 

We pushed what’s possible with the Seismic Enablement Cloud^TM 

Seismic’s Chief Product Officer Krish Mantripragada took to the stage bright and early today to showcase how Seismic’s latest innovations help teams address their most important questions – like “how’s it going?” and “are we ready?” – and do so at scale.  

In the last 12 months, Seismic launched 332 features, 144 of which were suggested by customers. Some of the biggest innovations include the general availability of Aura Copilot and Seismic Programs, as well as updates to Seismic Learning, Pages, and a sneak peek of Manager Insights. 

Krish also previewed the next phase of Seismic’s AI vision. That preview included Aura Copilot agents that automate everyday tasks autonomously and APIs so that customers can invoke Seismic capabilities from other strategic partner frameworks, such as Microsoft 365 Copilot, Salesforce’s Agentforce, and IBM’s watsonx Orchestrate.    

Interested in learning even more about what’s coming to the cloud? Sign up for the Seismic Fall Release Preview webinar happening on Tuesday, October 22 at 10:00 a.m. PT / 1:00 p.m. ET.  

We recorded a podcast live!  

Have you tuned in to The Enablement Edge yet? Seismic’s new podcast recorded an episode live during Shift’s A Seat at the Table? A Voice at the Table? Or Build Your Own Table? breakout session. Subscribe wherever you get your podcasts to get enablement expertise sent straight to your earbuds.  

We broke it down in breakout sessions  

This year, we offered five distinct breakout tracks for attendees to choose from – Foundational Enablement, Advanced Enablement, Learning and Coaching, Enablement for Financial Services, and Product Innovation.  

They were filled with insights like these:  

• “Visionary clients are thinking proactively. They know business challenges and come up with solutions before they become a problem. They act as a smoke detector instead of constantly putting out fires.” Dean Perry, Strategic Consulting Director, Seismic  

• “This wave of generative AI feels different. I believe that companies and nations will strategically differentiate themselves by their ability to scale and deploy AI. AI has the potential to unlock 16 trillion in value by 2030.”  – Biz Dziarmaga, VP, AI Partnerships and Ecosystem, IBM 

• “63% of respondents have already begun to implement AI into their learning processes. That’s up from 40% YoY, so it’s rapidly growing. – Zach Kingsak, Sr. Product Marketing Manager, Seismic, citing the Generation Enablement: Driving Strategic Change with the Power of AI report. 

• “You don’t get to walk in and claim your seat. You have to prove your value – and you have to do it over and over again.” – Micah Jacobson, Sr. Director, Revenue Enablement at Informatica 

• “We are finding that more and more teams are using it [generative AI] without any friction, without any pushback.” – Khari Bankston, Sr. Manager, Sales Enablement, Alteryx 

• “Having advocates is powerful for enacting change and getting people on-board.” – Deon Pillay, Head of Marketing, Enablement, and Governance, LGIM 

We found power and perspective with Platon  

Platon has produced stunning portraits for more world leaders than anyone in history, including Barack Obama, Muhammed Ali, Bill Gates, Mark Zuckerberg, and more. He took to the stage to speak truth to power for our audience.  

It’s safe to say the attendees left inspired, entertained, and moved to be more curious, more compassionate, and more human.  

Let’s do it again tomorrow!  

Come back tomorrow for a recap of our final day of Shift 2024. It promises to be packed with exciting ways to push what’s possible – a keynote about predictable success, even more insightful breakout sessions, and a party of Seismic proportions.  

Just can’t wait to see what we cover next? Check out Seismic on social media. Follow us on LinkedIn, X, Instagram, or Facebook for the latest updates! 

The post Seismic Shift ‘24: Day Two Highlights  appeared first on Seismic.

We want everyone to experience the magic of Shift – not just the lucky ones who could be with us in San Diego – so we’re bringing you a daily recap to capture the biggest news, the most inspiring insights, and some of the fun, too.  

Without further ado, here are a few of the highlights from day one, and a sneak peek at what’s to come!  

We pushed what’s possible 

Shift has always been about changing mindsets, challenging the status quo, and embracing transformation. This year, Seismic’s CEO and Co-Founder Doug Winter took that to a whole new level in his opening keynote.  

He started by focusing on the rate of change in the industry today, largely driven by AI. He shared that sales teams are adopting AI at 2x the rate of other functions (McKinsey and Company) – and that inherently changes the way enablement teams must enable their sellers.  

Then, Doug posited that the only way enablement teams can drive transformation through their organizations is by driving behavior change for sellers, all while reducing operational expenses.  

That scrutiny means that enablement teams are asked “how is it going?” and “are we ready?” more and more often. With transformational enablement, leaders are better prepared to answer those questions, connect the value of their programs to business impact, and make progress toward key business outcomes.  

Doug was joined on stage by representatives from Microsoft, Oracle, Ameriprise Financial Services, and GitHub to share how they’ve answered those questions with Seismic – through more integrated tech, more value-focused enablement, and more data-driven decision-making.  

So, how is it going for your team? And are you ready?  If you’re not quite sure, Seismic and our new Strategic Enablement Services team is here to help you transform your enablement team into a revenue driver.  

We celebrated what’s possible 

Then, Seismic’s CMO Paige O’Neill recognized this year’s Magnitude and Advocacy award winners. Winning the prestigious Enablement Leader of the Year award was Nicole Ward from OneSource Virtual.  

Paige also unveiled Shift’s philanthropic partnership with Canine Companions. Canine Companions pushes what’s possible by providing expertly trained service dogs to adults, children, and veterans with disabilities, completely free of charge. Seismic is matching up to $10,000 dollars of donations raised here.  

We treated ourselves  

I scream, you scream, we all scream for… Seismic for Meetings! Attendees enjoyed an ice cream social to celebrate and try out Seismic for Meetings. If you’re ready to treat your customers to better, more effective meetings and meeting follow ups, it’s time to check out Seismic for Meetings for yourself.  

We explored all our possibilities at Shift  

Shift is also about the little moments of connection that happen between all the keynotes, breakouts, and panel discussions. Here are a few of those moments that are not to be missed – if you’re on site with us, seek them out! If not, consider this a glimpse behind the curtain of what makes Shift so special.  

• Braindates: Networking without the awkwardness? Yes, please! Braindates are 1:1 or small group conversations focused on specific topics or problems. Sign up for one in the event app!  

• Expert Epicenter: Meet with product and services experts from Seismic at the Expert Epicenter. Stop by to learn best practices, test new product capabilities, and more! 

• Aftershock: Did someone say swag? Stop by the Aftershock store for swag so stylish it’ll shock your coworkers. If you’re not on site, you can still snag Seismic gear here! 

• Sponsors and Partners: Head to The Hub to meet with our sponsors and partners. You’ll find folks from Microsoft Dynamics 365, Tiled, Ceros, Soar, Bridger, Proofpoint, Responsive, Slide Genius, Vimeo, Canine Companions, Revenue Enablement Society, and The Enablement Squad. Oh my!  

As we’re typing this, Shift attendees are experiencing another one of those opportunities to connect at our “Find Your People” Party. They’re finding common ground over the Seismic products they use, the places they call home, and everything in between.

Come back tomorrow to see how we’ll continue to push what’s possible  

We’ll be back with news from our product keynote, breakout sessions, and more. For real-time updates and intel from Shift, check out Seismic on social media. Give us follow on LinkedIn, X, Instagram, or Facebook! 

The post Seismic Shift ‘24: Day One Highlights  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.

Here are just a few of the biggest lessons we’ve learned in the first five episodes. 

How to be a seller that buyers actually want to speak to 

On the first episode, Samantha McKenna, Founder of #samsales Consulting, joined Heather and Steve to share her unconventional approach to selling and buyer engagement. Among other insights, she emphasized the value of sharing helpful content on social media to build trust and drive the business forward. 

“I’m not here to sell you. I’m here to truly help you. By helping you, I’m getting great exposure. I’m getting people to share our content far and wide on social channels, on LinkedIn, in the comments, through DMs, and that is selling us just because our expertise is out there,” says Samantha. 

It’s not easy to cut through the clutter and capture the attention of your busy customers and prospects, but Sam gave us tangible advice on how to do just that.

How to support your enablement team in unconventional ways 

Dave Lichtman, Founder and CEO of Enablematch, joined Heather and Steve on the second episode of Go-to-Market Magic. They talked shop about all things enablement, including how to support your team when times are tough.

“Think about a hybrid enablement function,” says Dave. “I mean FTEs [full-time employees] and hyper-specialized contractors who you bring in for discrete jobs and discrete projects. That type of approach is a whole new way to think of enablement as a motion and it unlocks a lot of doors.” 

Dave taught us the power of thinking beyond headcount when it comes to supporting your enablement team.

How to tell a compelling ROI story 

Heather and Steve were joined by Sangram Vajre, Co-Founder and CEO of GTM Partners, for episode three. With his strong background in account-based marketing (ABM) and go-to-market strategy, he shared his tips on how to overcome a variety of GTM challenges, including how to teach your customers to tell a compelling ROI story. 

“What companies need to do, especially in 2023 right now, is help your customers tell a good ROI story,” says Sangram. “If you cannot teach your customers to speak that language with their CFO and CEO, you’re going to see a huge churn at a lot of different companies.” 

With so many challenges facing GTM teams today, Sangram’s guidance is worth a listen.

How to use data and dialogue to strengthen global enablement

Georgia Watson, IBM’s Sales Enablement Leader for Australia, South East Asia, New Zealand, and Korea, joined Heather and Steve for an insightful discussion about enablement on a global scale. 

“The key thing is really to understand what’s happening on the ground,” says Georgia. “There’s the maturity of your sellers, there’s maturity of the market that you need to factor in, and then you really need to think about the actual context — what’s going on for your sellers right now, and then what are those kinds of cultural differences? Because all of those play a huge role in whether something is going to land and add value for your audience and, in turn, the business or not.”

Georgia also shared real-life stories on how she’s turned to both data and dialogue to build better enablement programs.

How to build a lasting social selling program 

Heather and Steve were joined by David (D. Fish) Fisher, Global Social Selling Lead at SAS, for episode five. He emphasized the importance of focusing on building relationships on social, rather than growing a large following. 

“Even when we think about building a (social selling) program, you’re not trying to get a bunch of people who are social media superstars. You’re trying to get people to be comfortable engaging with that network that they would have had 20 or 30 years ago – that they would have engaged at events, at conferences, and industry trade shows throughout the year. Now, they just have a place to connect with those people more regularly in the digital space,” says David.

How to stay up to date on the latest GTM-relevant conversations

There’s more where that came from. We’re releasing new episodes of Go-to-Market Magic every other week featuring bold leaders and visionaries paving the way for growth. Follow the show on Youtube, Spotify, or your favorite podcast app so that you never miss a moment of the magic. 

The post Five takeaways from the first five episodes of Go-to-Market Magic  appeared first on Seismic.