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Marketing & Sales Videos Sales Enablement

Seismic: Dynamic Sales Documents and Presentations

Douglas Karr Thursday, June 12, 2014

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We received some recognition today when Martech Zone was named a top resource for information on sales enablement strategies and technology from Seismic. Over the last year, we’ve seen incredible innovation in this space that’s improving marketing and sales coordination better than it ever has been.

The site that recommended us – right behind Forrester, Salesforce and LinkedIn – is Seismic. Seismic has built an enterprise content management platform that creates a connection between your documents and real-time sources of information like SharePoint and Salesforce, ensuring that everyone on your sales team has exactly what they need, when they need it.

Sales enablement tools like Seismic can have a significant impact on your sales performance, with measurable benefits:

Sales Representative onboarding – quickly train new reps and begin full quota-carrying activities.

Time efficiency – the average rep only spends 35 percent of their time actually selling… now they can spend more time selling.
Continuing education – ensure your reps are knowledgeable about new products and brand messaging.
Customer knowledge – integrate with CRM software to provide representatives valuable insight into any customer account.
Cycle acceleration – shorten the sales cycle, which can range from marketing automation to turnaround time on contracts.
Content delivery – The lynchpin to sales enablement, being able to deliver the right sales materials at the right time on any device to ensure the one-on-one experience occurs in a repeatable way.

Businesses that invested in sales enablement tools and other resources to speed up the selling cycle saw a 51 percent improvement in lead conversion rates, according to the research group Aberdeen. About 54 percent saw an increase year-over-year in sales reps meeting quotas.

Douglas Karr Thursday, June 12, 2014

0 794 1 minute read

Douglas Karr

Douglas Karr is the founder of the Martech Zone and a recognized expert on digital transformation. Douglas has helped start several successful MarTech startups, has assisted in the due diligence of over $5 bil in Martech acquisitions and investments, and continues to launch his own platforms and services. He's a co-founder of Highbridge, a digital transformation consulting firm. Douglas is also a published author of a Dummie's guide and a business leadership book.

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It all started as a book club.

Yes, I’m serious. I started my work on the web more than two decades ago. My first site was a site called Helping Hand that curated the best sites from around the web to help people with their computers and with navigating resources on the Internet. Years later I sold the domain to a company that helped folks quit smoking, one of my first big contracts.

I began blogging on Blogger and waxed poetic about everything from politics to Internet tools. I was all over the place and mostly wrote for myself – without much of an audience. I belonged to a Marketing Book club in Indianapolis that quickly grew out of control. Over time, I found out that more and more of the group were coming to me for technology advice. The combination of my technology background and my business and marketing acumen was in high demand as the Internet rapidly brought change to the industry.

After reading Naked Conversations, I was motivated to better brand and control the content on the site. I also wanted more control over the look and feel of my blog, so I moved to my domain in 2006 and built my first WordPress site. Since I was focused on marketing technology, I didn’t want the domain with my name to get in the way, so I moved the site (painfully) to its new domain in 2008 where it’s grown ever since.

The Martech Zone is owned and operated by DK New Media, LLC, a company I started in 2009. After working with virtually every major online marketing department in my tenure at ExactTarget and launching Compendium, I knew there was a great demand for my expertise and guidance within such a complex industry.

DK New Media is my personal company overseeing my publications, podcasts, workshops, webinars, and speaking gigs. Highbridge is my agency with two other partners that helps companies maximize their investment in sales, marketing, and related products. We offer integration, migration, training, strategic consulting, and custom development.

Thank you so much for your support over the years!

Douglas Karr
CEO, DK New Media
VP, Highbridge