Scorpion Transforms Sales Enablement

Transforms Sales Enablement with Seismic’s Comprehensive Platform

With Vanessa O’Donnell — Vice President of Sales Enablement & Chris Adams — Chief Sales Officer

58%

Decrease in time to first sale

Challenge

An enablement programme hindered by outdated tools, fragmented resources, and low adoption.

Headquarters

Salt Lake City, UT

Industry

Technology

Solution

A centralised, user-friendly platform enabling streamlined onboarding, improved resource accessibility, and cross-functional collaboration.

Scorpion is a digital marketing agency that empowers small and medium-sized businesses across industries like home services, healthcare, and legal to enhance their online presence. With over 500 employees, Scorpion has been at the forefront of customer-centric marketing. In 2021, the company sought to transform its sales enablement strategy, leveraging Seismic to streamline resources and better support its expanding sales team.

The Challenge

"Enablement is the backbone of a successful sales team. At Scorpion, it’s empowered our reps with the tools and training they need to perform confidently and consistently, driving both speed and success in every customer interaction.”

Chris Adams

Chief Sales Officer

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Outdated Tools and Fragmented Resources

When Vanessa O’Donnell joined Scorpion as Vice President of Sales Enablement, she faced the task of building the company’s enablement programme from scratch. Sales operations existed in a limited capacity, but there was no dedicated sales training function. Scorpion’s Chief Sales Officer brought Vanessa on board specifically to address these gaps, aligning with the company’s goal to scale its sales force. However, the existing setup had several pain points.

At the time, Scorpion was using a different enablement platform, which was marked by low adoption and a challenging user experience.

Vanessa noted, “If the UX is unpleasant, if it’s hard to find what you need, people simply won’t use it.” Sales reps were finding it difficult to locate resources, and the platform’s lack of intuitive design was hampering engagement. Recognising the need for a streamlined, accessible system that would support the team’s growth, Vanessa and her team began evaluating alternatives that could consolidate resources and reduce friction.

Chris Adams

Chief Sales Officer

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The Solution

"Seismic has empowered us to centralize and simplify, making our reps more effective and independent. It’s intuitive, flexible, and has made an enormous difference in our ability to support sales.”

Vanessa O’Donnell

Vice President of Sales Enablement

A Centralised, User-Friendly Platform with Integrated Training

After a thorough evaluation, Scorpion selected Seismic for its superior user experience, powerful search functionality, and ability to integrate with other essential tools. Seismic’s search capability allowed sales reps to quickly locate necessary content, while the platform’s intuitive layout improved usability and engagement.

Vanessa explained, “The standout for me is the user experience. It’s organised and intuitive.”

One of the most critical aspects of the transition was the integration of Seismic Learning, which had previously been implemented as Lessonly. Scorpion leveraged Seismic Learning to build a comprehensive onboarding programme, allowing new hires to access training and certification materials within the same platform.

Vanessa noted, “Having one place for new hires to access training and content right from the start has boosted adoption and engagement.”

In addition to Seismic Learning, Scorpion adopted Seismic’s page-building functionality to create a centralised knowledge base. Organised by categories such as product information, go-to-market strategy, and competitive insights, the content hubs provided a single source of truth for sales teams.

Vanessa shared, “Our pages are built to mirror how sellers think through a topic. Everything they need, from product details to pricing, is all in one place, with links to deeper learning if they want to explore further.”

Embracing Innovation with Aura Copilot

Scorpion was also excited about Seismic’s Aura Copilot, an AI assistant that provides instant answers to sales queries, aligning with the company’s customer-first approach and agility.

Vanessa highlighted Aura Copilot as a powerful addition to the platform, stating, “It’s reassuring to see the platform evolving as quickly as we are.” This AI functionality has further reduced the time sales reps spend searching for information, allowing them to remain focused on high-value tasks.

Vanessa O’Donnell

Vice President of Sales Enablement

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The Results

Accelerated Onboarding, Higher Engagement, and Cross-Functional Collaboration

Since implementing Seismic, Scorpion has experienced significant improvements in its sales enablement processes. Seismic’s advanced search features and user-friendly design has contributed to increased content accessibility and engagement. With Seismic Learning serving as a centralised training platform, Scorpion simplified and standardised its onboarding, helping new hires to become proficient more quickly — decreasing their time to first sale by 58%.

“Seismic Learning has transformed our onboarding. New hires can learn at their own pace and gain confidence quickly,” Vanessa noted. This integration enabled Scorpion to administer and track certifications, creating a seamless experience that facilitated higher adoption and more independent learning.

The marketing, customer success, and product teams now operate in closer alignment with the sales team, ensuring consistent messaging across the organisation. Vanessa expressed her satisfaction with this collaboration, saying, “It’s like Seismic has become a member of our team. Cross-functional alignment is smoother, and everyone is on the same page.”

Reflecting on the impact Seismic has had on the team, Vanessa stated, “Seismic has empowered us to centralise and simplify, making our reps more effective and independent. It’s intuitive, flexible, and has made an enormous difference in our ability to support sales.”