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Modern Sales Sell More, Know More, Grow More
Leszek Wilczak Jak odpowiedzieć na nowe wyzwania w sprzedaży i marketingu? Oracle Direct 27 Maja 2014
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Safe Harbor Statement
The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracle’s products remains at the sole discretion of Oracle.
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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Trends Driving Modern Sales Approach
GLOBALIZATION
9 Billion
Internet Devices
in 2012
50 Billion
by 2020
DATA EXPLOSION
90%
Created within
Last Two Years
50X Growth
by 2020
RISE OF
MOBILITY
6 Billion Mobile Subscribers
87% of World‘s Population
Mobile Data Growing 78% CAGR
SOCIAL IS
BUSINESS
Consumers Driving Experience
26% Post negative comments
86% Now stop doing business
94% Will pay more for great experience
MODERNIZE TO
SURVIVE
Lots of
20 year-old Legacy
Applications
Sources: United Nations / International Telecommunications Union, internetworldstats.com
IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data Evolution Sept 2011, CSC's Leading Edge Forum, Portio Research Mobile Factbook 2012
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Customers Are Taking Control
Mass media Internet/1:1 Social/Mobile
Customer Power and Choice
Company Power and Voice
Companies must now staff-up new channels
Traditional media owners ceding
power to the consumer
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
something has
CHANGED
Empowered Customers Who are We Selling To?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Empowered Customers
your customer has
CHANGED Social | Mobile | Y-gen | Self Discovery | Buying | Learning |
Targets | Choice | Value | Expectation | Information
Who are We Selling To?
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
53%
Modern Selling Imperatives
1 in 2 sales reps need to be
re-trained or turned over of B2B customer loyalty is driven
by the sales experience of purchase cycle complete
before engaging with a supplier
57%57%
Sources: CEB, Bain POV Future of B2B Sales
Is Your Organization Prepared?
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Challenges in the Modern Selling Environment
Not Enough Pipeline
Not Enough Selling Time
Uneven Rep Performance
Limited Insight
Over 57% CSOs rate ability to incubate leads as a major concern
1/3 of reps time is spent selling. Required tasks prevent reps from selling.
60% of sellers lack a strong understanding of their differentiation vs. competitors
Deal closes are forecasted wrong 50% time.
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Sources:
CSO Insights Sales Performance Optimization 2013 Sell Cycle Review Analysis
Bain POV Future of B2B Sales
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Modern Selling Imperatives Core Strategies to Improve Effectiveness With New Buyer
Knowledge is the only ticket to early buyer engagement
Sales must master modern selling techniques
New productivity paradigm: Everything is Mobile
Managers need to bring science to the art of selling
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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sell More, Know More, Grow More
Modern Sales in the Cloud
Fast & Easy Easy to deploy, easy to
use, easy to adapt
Mobile & Productive
Complete mobility drives sales results
Insight Driven
Pipeline Building
Modern selling tools to drive demand across all channels
Collaborative
Integrated communication, coaching and team selling drive productivity
Powerful analytics optimize sales performance 1
2
4
3
5
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Fast & Easy
• Improved end user adoption with no training
• Tailored for competitive advantage- your processes, your CRM, your way
• Streamlined and efficient processes through pre-built integrations
• Rapid deployments, continuous innovation, and lower TCO
“I don’t know if using Oracle Sales Cloud could get any easier, for our initial users it has been an easy adoption. It’s almost as easy as using a consumer app.”
Easy to Use, Easy to Deploy, Easy to Adapt
Be an Agile Sales Organization
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Mobile & Productive
Sell anywhere, anytime, any device
• More selling time with fully mobile solution
• Improve deal velocity and margin through integrated pricing, quoting and contracts
• Enhanced productivity through deep integration with modern mobile apps
• Update pipeline, forecasts, and key accounts
• Manage your business on the go
"We are seeing 50% improvement in our product penetration.”
Complete Mobility drives Sales Results
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Insight Driven
Bringing Science to Sales Management
• Complete, accurate, and clean customer information
• Optimize results with integrated sales performance management
• Improve account penetration with precision white space analytics
• More timely and actionable forecasts
Manage Your Business through Powerful Analytics
“We have data integrity and data quality across all our accounts and customer information”
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Collaborative
Grow More Rainmakers in your Org
• Intelligent coaching built into the sales process
• Faster and effective execution through social collaboration
• Complex and complete account management
Integrated Communication, Coaching and Team Selling drive Productivity
“Oracle Social Network is tightly integrated with Oracle’s cloud applications, including Oracle Sales, Human Capital Management, and ERP cloud services.”
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Pipeline Building
Engage & Influence Prospects Early
• Know what to sell with upsell and cross-sell recommendation engine
• Generate leads with targeted, cross-channel campaigns
• Find more buyers through social
• Know your prospect’s digital body language
Modern Selling Tools to Drive Demand across all Channels
“Oracle Sales Cloud will give them more visibility in the leads that we’re providing them. And it’s also going to measure how those leads turn into sales.”
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Oracle’s Cloud Leadership
21,500,000+ End Cloud Users
13 Global Data Centers
2+ Billion Cloud Transactions per Day
Cloud Customers in
180+ Countries 34 Languages
10,000+ Cloud Enterprise Customers
2,100+ Cloud CX Customers
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The Complete Solution
Oracle Social Cloud
Oracle Marketing
Cloud
Oracle Sales Cloud
Oracle Commerce
Cloud
Oracle Service Cloud
Oracle CPQ
Cloud
Integrated Customer Experience Foundation
Integrated Customer Experience Foundation
Social Network Mobile Analytic KPIs &
Dashboards Predictive Analytics Integrations
Globalizations and Statutory Localizations
Web
Mobile
Social In-Store Contact
Center Field Service Direct Sales
Channel
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
Sell More, Know More, Grow More
Modern Sales in the Cloud
Fast & Easy Easy to deploy, easy to
use, easy to adapt
Mobile & Productive
Complete mobility drives sales results
Insight Driven
Pipeline Building
Modern selling tools to drive demand across all channels
Collaborative
Integrated communication, coaching and team selling drive productivity
Powerful analytics optimize sales performance 1
2
4
3
5
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |