Financial Services companies certainly understand the challenges presented by Covid, economic turbulence, and the fundamental challenges of selling complex offerings. That’s why financial services sales enablement technology is more critical than ever.
As we work with each vendor on GTMSoftware, we are digging into which industries vendors focus on and where they have the most success. This article considers tools you can use in Sales Enablement for manufacturing businesses.
This breakdown ignores specific use cases, company sizes, target buyers, and so forth — that level of recommendation can be shared via our “How do I solve my business problem” service.
Note: As we continue to gather more data from vendors more feedback from prospects and customers, we will continue to update this article.
Let’s dive in.
The Best Financial Services Sales Enablement Solutions
Only three of the Sales Enablement vendors genuinely have the experience and the expertise to deliver in the Sales Enablement Financial Services space, and they are:
Pros for Seismic
Seismic would have a slight lead over the other financial services solutions in its robust document automation capabilities. This functionality makes it possible to create personalized content that remains on-brand and compliant, at scale, something advisors and firms generally need.
Cons for Seismic
It recently purchased Lessonly, a robust training solution, but the integration between the products is not yet, to our understanding, seamless.
If you have a training and coaching need, Seismic will be weaker than Allego.
Seismic response (not validated by Trust Enablement as we have not been given access to the platform): “This assumption is not accurate… The deep integration was already completed when the acquisition was announced, and we were actually selling the deep integration product to our existing customers within the first 30 days.“
Pros for Highspot
Highspot’s products are well designed and very easy to use, allowing people in any industry to learn and leverage the platform quickly.
Cons for Highspot
Highspot has only recently launched its sales training and coaching offering for sales teams, and it remains behind the completion in many areas.
Like Seismic, If you have a training and coaching need, Highspot will be weaker than Allego.
Highspot also lacks the robust document automation capabilities (for personalized content) of Seismic.
Pros for Allego
Allego delivers a complete Sales Enablement solution with capable content, training, and coaching capabilities, making it equal to either of the competitors in terms of content and better than the competition in terms of training and coaching.
Cons for Allego
Allego also lacks the personalized content capabilities of Seismic’s document automation solution.
Our take
Any of these solutions will be great for advisors in the financial services industry. They are all intuitive to use and provide roughly the same reporting capabilities as each other so that management will be equally satisfied.
Our interactions with the three companies have been roughly equal. Seismic has been a bit more challenging to work with, but that is from our experience as researchers and analysts and does not necessarily translate into their clients’ experience.
Financial marketing and sales teams requiring an enablement solution to deliver training and coaching will likely prefer Allego as the solution is better integrated and more robust.
However, Financial Services companies that require their advisors, and even the business itself, to create personalized documentation and content for their client base will love that Seismic has its document automation solution.
Which capability is most important to your financial services firm? That’s something that you, your advisors, management, and marketing and sales teams will have to determine.
And when in doubt, evaluate all three.
Comparison – Highspot vs. Seismic vs. Allego
For this broad use case of Sales Enablement, let’s do a quick comparison.
| Capability | Seismic | Allego | Highspot |
|---|---|---|---|
| Reporting | Sellers can use reporting to identify customer engagement, identify who to reach out to and what to discuss. | Sellers can use reporting to identify customer engagement, identify who to reach out to and what to discuss. | Sellers can use reporting to identify customer engagement, identify who to reach out to and what to discuss. |
| Document Automation | Seismic LiveDocs is the leading document automation solution in the Enablement space. | None | None |
| Sales Training and Coaching | Acquisition and integration of Lessonly underway — still coming together. Seismic response (not validated by Trust Enablement as we have not been given access to the platform): “This assumption is not accurate… The deep integration was already completed when the acquisition was announced, and we were actually selling the deep integration product to our existing customers within the first 30 days.“ | Strong training and coaching capabilities. | Immature as newly released with mixed customer feedback |
| Email Integrations | Gmail, Microsoft Outlook | Gmail, Microsoft Outlook | Gmail, Microsoft Outlook |
| CRM Integrations | Salesforce, Microsoft Dynamics, Hubspot, Netsuite, Skuid, SugarCRM | Salesforce, Microsoft Dynamics, Hubspot, Oracle | Salesforce, Microsoft Dynamics |
| Pricing | Not Published | Not Published | Not Published |
| Evaluate Now | Evaluate Seismic | Evaluate Allego | Evaluate Highspot |