How Oracle Thrived in the 2008 Recession, Even with Missed Revenue Opportunities

Sales Benchmark Index

The real estate market is flush. The year is 2007. Stocks are booming. Getting a loan has never been easier. Companies are investing in themselves, growing their businesses, and increasing shareholder value. Now fast forward to 2008. The real estate bubble.

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Key Sales Lessons from Oracle’s 4th Quarter Miss

Sales Benchmark Index

Oracle just missed its 4 th quarter number for the first time in a decade. In contrast, forward-looking, courageous companies, like Oracle, hire into the soft economy. This results in market share gains. Why is it taking Oracle too long to ramp the new reps? Oracle’s onboarding program is based on the waterfall method. Let’s not beat up Oracle. They missed because they did not ramp 500 new reps fast enough. Their words not mine. Here is the announcement.

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How Should I Forecast B2B Marketing’s Contribution to Revenue?

Sales Benchmark Index

Article Marketing Strategy 2019 2020 annual planning annual planning meeting annual planning workshop benchmarking budget capacity CMO contribution funnel jenny sung Lead Generation lead generation calculator leads make the number make your number market Marketing marketing strategy Martech number oracle performance research report revenue revenue growth revenue growth diagnostic sales Sales Benchmark Index sbi SBI blog session The Studio top articles variables

How Salesforce Invested in Customer Success to Soar to $1B in the Last Recession

Sales Benchmark Index

Remember when a cloud was only a fluffy thing in the sky? It was only 20 years ago that Salesforce introduced the revolutionary idea to help companies use cloud-based applications for customer relations management. The applications would be run over.

The Forrester Wave™: B2B Marketing Data Providers, Q2 2021

In our 24-criterion evaluation of B2B marketing data providers, we identified the 11 most significant vendors — Data Axle, Dun & Bradstreet, Enlyft, Global Database, InsideView, Leadspace, Oracle, SMARTe, Spiceworks Ziff Davis, TechTarget, and ZoomInfo Technologies — and researched, analyzed, and scored them. This report shows how each provider measures up and helps B2B marketing professionals select the right one for their needs.

Enterprise sales lessons: How I almost closed Google, Intuit & Oracle

Close

We hustled hard, we pitched perfectly, the product concept was great, and high-level leadership loved it, not just at Google, but also at Intuit and Oracle. Oracle broke our heart. We didn't supply any KPIs or internal marketing and promotion material. But the most painful experience was Oracle. He took all the people we built relationships with at Oracle with him. Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder.

How Key Account Management Protected Dell in the Last Recession

Sales Benchmark Index

Benjamin Franklin once said, “By failing to prepare, you are preparing to fail.” ” In a survey of 226 economists published by the National Association for Business Economics in August 2019, 72% of the respondents said they believe the U.S.

[Podcast] How Oracle Built its Sales Enablement Function from the Ground Up with Roderick Jefferson (Episode 8)

Mindtickle

We work with product marketing, product management, marketing, sales, IT etc. ” As Head of Global Enablement at Oracle Marketing Cloud, that makes Roderick Jefferson chief translator.

4 Reasons Marketers Love Jay Baer

Zoominfo

Jay is a well-known marketing influencer and industry expert who has 24 years of digital marketing and customer experience under his belt. Jay is a favorite in the marketing community, and today we tell you why. Keep reading for the top four reasons marketers love Jay Baer! Jay’s books all focus on helping marketers and business professionals get more customers and keep those they’ve already earned. Youtility: Why Smart Marketing is About Help not Hype.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Gaurav Hazra – Head of Sales, Oracle (India). Mike Cornock – Sales Manager, Oracle Corporation (Australia). Sharon Francis Corporate Sales Assistant Manager, Royal Selangor Marketing. Subbiah Maheson – Director of Sales & Marketing, Durrah Beach Resort/Dallah Hotels & Resorts (Saudi Arabia). In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia.

Marketing Automation Vendors Are Not Delivering On Marketers’ Needs For Reporting And Analytics. Here’s Why.

InsightSquared

Marketers look to their marketing automation platforms (MAPs) not only to execute many of their demand generation activities, but also to understand the effectiveness of their marketing programs. However marketers are largely dissatisfied with the reporting their MAPs offer. I’ve worked with marketers and MarTech tools for most of my career. Like my competitors, I too struggled with building effective reporting for marketers.

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

Marketing automation is essential for every business. Your primary role is to study your market, and plan and execute business strategies and tactics. The hours you could be devoting to really careful consideration of your brand image or mind mapping your overall marketing strategy, or analyzing the competitive landscape are wasted away on busy work. However, there is another good reason to automate your marketing. An example here would be email marketing.

List of best marketing automation software for 2021

Salesmate

Marketing is what reflects your brand in front of your prospects and customers. Marketers spend most of their time connecting and engaging with prospects, managing customer information, and capturing more leads. And that’s where marketing automation enters the picture.

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Assessing their impact on marketing strategies makes for tough annual planning on the right formula to connect with buyers. Download this Marketing Plan Assessment Tool to rank your planning ideas across Impact & Ease of Execution.). From my point of view, three big trends will affect marketing planning in 2013. These trends changing the face of marketing once again: 1. Digital Marketing Gets Redefined and Matures. Nurture Marketing Expands.

Trends 250

3 Reasons Your Sales Organization is Broken

A Sales Guy

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 Sales says 25% of the leads aren’t qualified, while marketing says 89% of the leads are qualified. Events Coaching Justin Shriber Oracle Sales 2.0 Conference so far.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Gaurav Hazra – Head of Sales, Oracle (India). Mike Cornock – Sales Manager, Oracle Corporation (Australia). Sharon Francis Corporate Sales Assistant Manager, Royal Selangor Marketing. Subbiah Maheson – Director of Sales & Marketing, Durrah Beach Resort/Dallah Hotels & Resorts (Saudi Arabia). In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Gaurav Hazra – Head of Sales, Oracle (India). Mike Cornock – Sales Manager, Oracle Corporation (Australia). Sharon Francis Corporate Sales Assistant Manager, Royal Selangor Marketing. Subbiah Maheson – Director of Sales & Marketing, Durrah Beach Resort/Dallah Hotels & Resorts (Saudi Arabia). In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia.

GlaxoSmithKline, Oracle, Merck, AstraZeneca, Novartis, Henkel, B. Braun and Dozens of Other Global Organizations Agree – Coaching Salespeople into Sales Champions Provides The Transformational Framework Leaders Need To Become Powerful Coaches

Keith Rosen

Gaurav Hazra – Head of Sales, Oracle (India). Mike Cornock – Sales Manager, Oracle Corporation (Australia). Sharon Francis Corporate Sales Assistant Manager, Royal Selangor Marketing. Subbiah Maheson – Director of Sales & Marketing, Durrah Beach Resort/Dallah Hotels & Resorts (Saudi Arabia). In my prior post which you can find here, I shared with you the review of my management coach training program that I delivered in Asia.

Going Beyond Marketing and Sales Alignment with Justin Shriber, Episode #97

Vengreso

We’ve all heard how critical it is for sales organizations to work on marketing/sales alignment, but my guest on this episode of #SellingWithSocial goes a step further to make the two a powerful combination that closes more deals. 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. Marketing Sales Alignment Is Only A Beginning.

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Tom Pisello: The ROI Guy: TCA Champ - Oracle or Microsoft SQL Server?

The ROI Guy

Wednesday, November 08, 2006 TCA Champ - Oracle or Microsoft SQL Server? Two of the leading choices are Microsoft SQL 2005 and Oracle Database 10g. The results of the survey can be found at: [link] The results revealed that, overall, Microsoft SQL Server 2005 required significantly less effort to install and maintain than Oracle Database 10g. As expected, the Oracle databases supported more users per database (2 to 1) and larger volume size (3.6 per user for Oracle.

Rethinking Account-Based Sales and Marketing for the Next Opportunity in 2021

Sales Hacker

As pipelines shrank due to COVID-19, many organizations shifted from inbound to an account-based sales and marketing outreach approach. Feel free to jump ahead: What is account-based sales and marketing? Issues with one-to-many and one-to-few ABS and marketing programs.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

According to Gartner’s 2015 Magic Quadrant of Sales Performance Management , the market is continuously starting to mature with the estimated growth to be more than $1 billion by 2017. For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization.

From a Business Case to a Case for Change

The ROI Guy

According to Cheik Daddah, Vice President North America Value Consulting for Oracle, it’s because the Traditional Business Case is too outside in (vendor-centric) , focused too much on the solution and what it can do. Alinean business case Case for Change Financial Justification Frugalnomics Oracle Pisello ROI Storytelling Value Selling Value Selling and Realization Summit VSR Summit

Moving to Enterprise Sales {Part 2}: 5 Go-to-Market Prerequisites You Need to Succeed

Sales Hacker

Transitioning from mid-market selling to enterprise selling isn’t easy. In our first post we focused on how to be product- and market-ready, but that’s still only part of the solution. Marketing. 1) Marketing: Does your marketing appeal to enterprise orgs?

PowerViews with Dave Munn: The Transformed Marketing Organization

Pointclear

My guest today is Dave Munn who has been President and CEO of ITSMA since 2000, having led ITSMA's global expansion to become the leading B2B marketing association for technology, professional services, and telecom companies. 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. New marketing channels.

Moving From Mid-Market to Enterprise {Part 1} – Product and Market Readiness

Sales Hacker

If you have a product that is absolutely crushing it in SMB/mid-market, you may be tempted to dive straight into the Enterprise market. We have worked inside organizations that have successfully transitioned from selling into mid-market to selling into Enterprises. This guide will arm you with the three most important things to address with your executive team before committing to the Enterprise market. 3) Market Readiness.

B2B Marketing Guide

OutboundView

Why Did We Write This B2B Marketing Guide? This B2B marketing guide was written to provide a high-level overview of the key components included in a B2B Predictable Pipeline Strategy. Who is This B2B Marketing Guide For? If you’ve proven product/market fit, have your first 10-15 customers, and now want a strategy to scale sales and marketing, this guide is for you. Every single company struggles with deciding how to allocate sales and marketing resources.

B2B 32

The Ultimate List of B2B Marketing Tools

Zoominfo

B2B marketers manage a number of competing tasks throughout the day. We’ll let you in on a secret: Your marketing technology stack makes a world of difference when it comes to marketing productivity and efficiency. In today’s blog post, we discuss 30 B2B marketing tools you can’t live without. Marketers can leverage CRM tools for a number of tasks, including audience segmentation, project management, campaign management, and more targeted marketing.

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The difference between a product-led, sales-led & marketing-led approach

Close

In other words, we are experiencing the product-led era that came as a replacement to the marketing and the sales-led one. How is product-led different than marketing-led? When a software company chooses product-led growth as its go-to-market strategy it means that: It relies on product usage and customer experience to acquire new users, retain its existing ones and expand its user base. The market is not mature—not yet ready for that particular product.

Marketo’s Chief Growth Officer Tells Us What She’s Learned In Over 50 Quarters in Software Sales

Drift

Jill Rowley has an impressive track record: 20 years in Silicon Valley and 52 quarters in software sales at companies like Oracle, Salesforce, and Eloqua. Over the last ten years she’s served as an advisor to over a dozen or so of tech’s most noteworthy companies, and been a keen observer of trends in both sales and marketing. Today, she serves as Chief Growth Officer at Marketo, the marketing. Uncategorized Marketing Sales

The B2B Marketer’s Twitter Handbook

Zoominfo

Since its release, Twitter quickly garnered traction in the B2B marketing realm. In fact, 87% of B2B marketers report using Twitter as part of their social media strategy, trailing LinkedIn as the number one platform by only 6% ( source ). However, as the use of Twitter becomes more widespread, marketers continue to be skeptical of the platform as a viable marketing tool. So, are modern marketers right to be skeptical? Oracle ( @Oracle ). twitter.

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

Startups and challengers—even those with disruptive offerings—faced a significant uphill battle to win new business at scale and steal market share from industry leaders, because they had limited visibility and access to buyers. From high-growth companies MongoDB, Cloudera, Birst, Actifio, and DiscoverOrg, come first-hand insights on finding success through high-quality sales and marketing intelligence.

Data 143

New EVOLVERS Podcast: Amazing Sales Enablement Successes: Four Examples - with Matt Suggs

The ROI Guy

When you're a sales leader for some of the best, like Oracle, Ariba, and GE, you learn a thing or two about engaging prospects and enabling sales teams.

Is This an Example of Succeeding or Failing at Inside Sales?

Understanding the Sales Force

The salesperson was from Oracle and wanted to know if I was aware of and had seen their CRM software demonstrated. He said he was making a notation in the file (in Oracle''s CRM application?) Of course, if he was not an inside salesperson, he could have asked any of the following questions: Do you recommend Oracle? How many of your clients use Oracle? Can we get you to recommend Oracle more often? How do you think Oracle handles that feature?

Sales & Marketing Leadership Conference

Green Lead's B2B

I can’t be at the Sales & Marketing Leadership Conference in Scottsdale, Arizona, on April 11, but I encourage you to check it out. The event features keynotes from John Grosshans of SAP Americas and Justin Shriber of Oracle (the latter will be reprising his presentation from the recent Sales 2.0 There will be a big emphasis on how the many ways sales & marketing can (and should) work together to shorten sales cycles and optimize lead gen.

Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

For marketers at a hip agency, Instagram may be the go-to network. I know that group of buyers really well and it takes a lot to break through in a market like this. If you have a large client like Microsoft or Oracle,” Madden says, “you should be connected to HUNDREDS of people at each of your diamond accounts – at a baseline minimum. Want to Build a Sales & Marketing Lead Engine?

Dreamforce Scoop #3: Seriously?!

Smart Selling Tools

Seriously Oracle? But they actually had a well thought-out marketing message. This half-hearted attempt by Oracle is just a little – well – sad. Dreamforce is off to a roaring start. The streets filled with hussle and bussle. Everyone seems energized. Then there’s this… . It just seems so desparate. I remember the year Sugar CRM squatted on the sidewalks at Dreamforce. Events

Will ?Demo Automation? Work for Your B2B Sales Organization?

Smart Selling Tools

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. Trying to fulfill demo requests in multiple languages in different markets. Product Marketers. Account Based Marketers (ABM). Tod at Oracle discovered that with Demo Automation he was able to make significant progress.

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Executive Interview: Peter Murphy, Global VP of Platform Sales, @MRP_Prelytix

Smart Selling Tools

The problem here is structural, B2B marketers continue to hold onto strategies of the past, around industry segments, and channel-specific domain expertise. Marketers and salespeople have come to believe that hyper-targeting and hyper-personalization equal customer obsession and focus.

Infor 108

MEDDIC for sales job seekers

MEDDIC

Those companies are: Microsoft Oracle SAP Salesforce IBM VMware DELL Emc Cisco HP Enterprise Google. By the way, the list above is not meant to be the result of a rigorous market study, since the exact scope of “top” is not defined.