Score More Sales

MARCH 25, 2014

LinkedIn is certainly a social selling tool and Koka the perfect representative of how adding insight to help potential buyers builds your brand. Jill, who was most recently with Oracle represented how to gain visibility for a company – first for Eloqua and then Oracle. She helped spearhead social selling at Oracle.

Social Selling 232

Social Selling Oracle Eloqua Influencer 232

The Pipeline

OCTOBER 31, 2012

Further, they shared a couple of “big reveals”; one was that “buyers” will go to the web and the social web long before they will “call a sales person or company”, in fact completing over 60% of the buy cycle. You can tell your friends and family that you are in sales, but if that’s you, you’re an order taker, end of story.

Decision Maker 257

Decision Maker Oracle Buying Cycle Social Media 257

DiscoverOrg Sales

DECEMBER 18, 2018

SAMPLE SCOOP : Oracle employees have conducted significant online research into marketing return on investment (ROI) during the week of 03/09/2018, indicating an increased focus in this area. This Scoop focuses on online search behaviour, suggesting that Oracle is still in relatively early stages of gathering information. WellsFargo.

Company 156

Company Prospecting Oracle Transportation 156

Seismic - Sales Effectiveness

JUNE 18, 2019

Fifty-seven percent of the information buyers need they gather on their own before they’re even in touch with a salesperson, meaning it’s more important than ever for salespeople to be sharp, prepared, and add new value. You can listen to John and Ed’s full podcast episode on the B2B Sales Show site , Apple Podcasts or Stitcher.

B2B 40

B2B Buyer Analytics Oracle 40

The Pipeline

NOVEMBER 9, 2015

Rather than using where the buyer is as a starting point, and using question to go beyond, sellers use questions to bring the buyer to a space where the seller needs them, where their value proposition resides. A key point in the book is that questions make one think. So true, yet so underutilized in sales. Get them to think.

Lead Rank 120

Lead Rank Lead Scoring Closing Leads 120

The Pipeline

JULY 9, 2012

” As the sales equivalent of Zeus or some sales oracle and their council, high on Mount Revenue, had decided that this was not the quarter Henry was going to make his number; they plotted and placed obstacles no mortal sales person could overcome thus assuring his failure. .

Oracle 257

Oracle Territories Quota Relationals 257

Mindtickle

AUGUST 7, 2020

MEDDIC has been used by many well-known software and SaaS vendors like SAP, Oracle, Salesforce.com and EMC for years, and is regarded as one of the most effective around. E = Economic Buyer: The individual within the customer’s organization who is required for the final approval.

Sales Qualified Lead 80

Sales Qualified Lead Top of Funnel Leads Marketing Qualified Lead 80

Mindtickle

MAY 10, 2022

According to Oracle, following up with a prospect they know isn’t interested is one of the top five frustrations reps have with their jobs. Oracle found that 11% of prospects ignore sellers because the seller wasn’t properly prepared for their conversation. Qualifying leads. Building relationships with customers.

Ideal Customer Profile 52

Ideal Customer Profile Training Lead Rank Lead Scoring 52

SBI Growth

OCTOBER 2, 2012

For Cincom to compete with 800-pound gorillas like Oracle and SAP, they needed a high-touch, high-tech approach. Job fit profiles vary depending on the buyer and the sales process. Start with the buyer persona. Find out what your sales team does that brings value to your buyers through factual research. Enter Steve #2.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Highspot

MAY 5, 2020

In my 25 years of experience leading enterprise technology sales teams at IBM, Microsoft, Oracle, and, most recently, Pegasystems, I’ve come to know first-hand that sales is hard — and in periods of economic uncertainty, it’s even harder. This holds especially true as digitized selling becomes the norm.

Conversion 52

Conversion Company Customer Oracle 52

Igniting Sales Transformation

MARCH 4, 2019

Everyone knows that sellers need to prospect, qualify leads, demonstrate value and business acumen in their outreach to buyers, I kicked things off by asking Kristina what is happening in the market now that dictates what buyers want, so that sellers can better focus? Thanks to our Sponsors!

Microsoft 91

Microsoft Lead Rank Oracle Conference 91

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 98

Marketing Lead Rank Trends Scale 98

Mindtickle

AUGUST 7, 2020

MEDDIC has been used by many well-known software and SaaS vendors like SAP, Oracle, Salesforce.com and EMC for years, and is regarded as one of the most effective around. E = Economic Buyer: The individual within the customer’s organization who is required for the final approval.

Sales Qualified Lead 52

Sales Qualified Lead Top of Funnel Leads Marketing Qualified Lead 52

SBI

FEBRUARY 26, 2019

Marketing automation: Marketo, Oracle Eloqua, Salesforce Marketing Cloud. Seismic is the recognized leader in sales and marketing enablement, equipping global sales teams with the knowledge, messaging, and automatically personalized content proven to be the most effective for any buyer interaction.

Eloqua 65

Eloqua Siebel Marketo Oracle 65

SBI

JUNE 21, 2018

As a Senior Director of Sales Consulting at Oracle, Tod and his team of Sales Engineers and Solution Consultants support the sales team in their division and are responsible for onsite and remote demos. Tod at Oracle discovered that with Demo Automation he was able to make significant progress. Account Executives. Product Marketers.

Account Based Marketing 139

Account Based Marketing B2B Oracle Sales Cycle 139

No More Cold Calling

APRIL 17, 2014

They’ll think you’re the Oracle of Delphi. The best business deals happen when we talk to our buyers, ask them the right questions, and help them create the best solutions for their business challenges. Then you have 10 who are not as good but could be trained up, and then you have three or four who shouldn’t be there.’

Face-to-face 278

Face-to-face Social Media Oracle Hiring 278

Sales Hacker Training

FEBRUARY 13, 2020

There is a tremendous amount of selling that happens behind closed doors, and your marketing has to reflect that buyer questions of “ Why Change? ” … “ Why Now? ” … “ Why You? ”. Uses the language of the different buyer personas. You can’t just hire an enterprise rep from Oracle if you are a startup.

Enterprise 105

Enterprise Enterprise Hiring Ideal Customer Profile 105

The ROI Guy

NOVEMBER 8, 2006

Tom Pisello: The ROI Guy This blog is dedicated to the strategies and tools used by solution providers to better prove and improve the value of B2B solutions to frugal buyers - using diagnostic assessments, interactive white papers, ROI calculators and TCO comparisons. Wednesday, November 08, 2006 TCA Champ - Oracle or Microsoft SQL Server?

Oracle 40

Oracle Microsoft ROI Outsourcing Services 40

SalesLoft

FEBRUARY 6, 2020

It’s the job of great revenue professionals to open the buyer’s eyes to new concepts and realities they never knew. SalesLoft CEO Kyle Porter says, Spike Lee has opened my eyes to concepts and realities I never knew prior to watching his films. Telling stories in an impactful, authentic way is key to succeeding in sales.

Film 76

Film Sage Oracle Education 76

SalesforLife

MAY 28, 2019

He provided training in six continents in organizations such as Microsoft, Oracle, American Airlines, and many more! As a seller, you need to be confident so that your buyers will connect with you. Your buyers will provide you ample opportunities to get the answers. Jamie’s thoughts on “What does it take to be successful?”.

Airlines 57

Airlines Oracle Sales Methodology Microsoft 57

Highspot

DECEMBER 21, 2021

Julie Valenti, Vice President, Account Management: Valenti has spent more than 20 years building effective customer-facing teams as a customer success leader at DocuSign, Oracle, Responsys and Yesmail. Companies like DocuSign, General Motors, Nestle and Verizon Media use Highspot to manage content, train and coach sellers and engage buyers.

Hiring 52

Hiring Microsoft Oracle Engineering 52

Highspot

MAY 5, 2020

” Hellweg brings more than 25 years of experience in building, leading and rapidly growing enterprise technology sales at IBM, Microsoft, Oracle and, most recently, Pegasystems. “Now, more than ever, revenue teams across Europe need technology that enables them to authentically connect with customers,” said Hellweg.

Lead Rank 52

Lead Rank Lead Scoring Microsoft Oracle 52

The ROI Guy

SEPTEMBER 10, 2015

Over 95% of B2B buyers demand proof that you’ll deliver value, demanding financial justification / ROI quantification prior to purchase approval. Yet, only 7% of buyers say your content and sales reps as value-focused. There is a decided Value Gap between the approach buyers want you to have, and what most B2B vendors are delivering.

Lead Rank 49

Lead Rank Lead Scoring Oracle SAP 49

Sales and Marketing Management

JUNE 2, 2017

Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. Additionally, protecting a go-to-market strategy in this era of Internet marketing and self-educated buyers is more difficult than ever.

Education 153

Education Competition Oracle Exact 153

Showpad

NOVEMBER 1, 2019

Showpad Appoints Oracle and Marketo Veteran Helen Yu as First Chief Customer Officer. Enterprise sellers are facing an ever-complex Sales process; they must come to every buyer meeting with a strategy that addresses that particular buyer’s pain points. Avoid the common traps with the tips in this article.

Sales Enablement 40

Sales Enablement Marketo Oracle Face-to-face 40

Pointclear

OCTOBER 31, 2013

Look for some of these topics to be further explored by upcoming guests Jill Rowley of Oracle and Kyle Porter of SalesLoft. In his ebook Unselling: Sell Less to Win More , Peter will help you shift the buyer-seller relationship from subservient to collaborative. Each interview is available on our blog and YouTube channel.

Follow-up 207

Follow-up Lead Rank Lead Scoring Social Media 207

SBI

JUNE 12, 2019

An accomplished enterprise SaaS leader with over 15 years of experience bringing innovative and disruptive technology to market, Derek has worked for organizations from sales enablement tools like BigMachines (acquired by Oracle) to marketing analytics platforms like Adometry (acquired by Google).

Hiring 63

Hiring Enterprise Enterprise Leads 63

Vengreso

DECEMBER 20, 2018

Justin Shriber is Vice President of Marketing for LinkedIn Sales and Marketing solutions, where he helps buyers, sellers, and marketers connect via the world’s largest professional network. Prior to joining LinkedIn, Justin led Product, Sales and Marketing organizations at both startups and large companies such as Siebel and Oracle.

SAP 100

SAP Marketing Ideal Customer Profile Siebel 100

The ROI Guy

OCTOBER 21, 2015

Despite the growing need to convince buyers as to the unique value you can deliver, the traditional Business Case - long a staple of value selling - may be losing it’s luster in driving sales success. IDC reports that 95% of purchase decisions require a formal business case.

Lead Rank 73

Lead Rank Oracle ROI Lead Scoring 73

DiscoverOrg Sales

JANUARY 29, 2019

For example, you wouldn’t want to target a company using Oracle products if you’re in SAP consulting. Include installed technologies in your buyer persona. Include those technologies in your account scoring model and your buyer persona – and go target companies with those installed technologies.

Ideal Customer Profile 202

Ideal Customer Profile Lead Rank Lead Scoring How To 202

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 52

Marketing Lead Rank Trends Scale 52

BuzzBoard

MAY 8, 2023

Small and medium-sized businesses (SMB) have become prominent buyers of technology, more so in the last 5 years. Regalix It’s been long that the competition has spread online, and today almost 70% of American buyers prefer to shop online. To be more specific, 268 million digital buyers existed in the U.S. reaching USD1.03

Marketing 52

Marketing Lead Rank Trends Scale 52

SalesforLife

MAY 13, 2019

The stats are in and it’s clear that B2B buyers have changed the way they do business in this rapid change but have you or your sales team adapted to this constant change? If we are in the middle of a restrictive communication privacy era, how does that affect sales peoples’ abilities to reach out to new prospects and buyers?

Policies 73

Policies ACT Hiring Face-to-face 73

Pointclear

MAY 30, 2012

Working with a wide variety of clients from tech firms to sports properties and lifestyle brands, Andrew has crafted successful campaigns built around white papers, event-based advertising and sales training materials for clients such as Major League Baseball, Canon, DuPont, SAP, Business Objects, Oracle and many others.

Cost per Lead 154

Cost per Lead Top of Funnel Outbound Sports 154

Sales Hacker

AUGUST 8, 2018

Buyers may chase a product once in a while (maybe if you are Apple or Nike). But for the most part, reality tends to move the other way: sellers need to chase after buyers to keep their business afloat. Oracle already introduced its Voice virtual assistant in 2014 but it was more of an outlier during that time. Email Marketing.

CRM 80

CRM Lead Rank Lead Scoring Trends 80

Pointclear

SEPTEMBER 27, 2012

Prior to joining ITSMA in 1995, Dave held field marketing and sales positions with Oracle and Apple and started his career in 1984 as a market research analyst at The Ledgeway Group, now part of Gartner Group. Social Media: The Rise of the Social Buyer in the Complex Sale. The social buyer is real and tends to be younger.

Social Media 170

Social Media Marketing Outsourcing Services Hiring 170

Igniting Sales Transformation

JULY 18, 2018

In their Growing Buyer Seller Gap report , CSO Insights notes that only 53% of salespeople are meeting or exceeding their sales quotas. One big reason this is happening is that there is a huge gap – or disconnect – between what buyers want and expect from salespeople. She has also worked at Oracle as well as Hewlett-Packard.

Microsoft 48

Microsoft Customer Hiring Oracle 48