Key Sales Lessons from Oracle’s 4th Quarter Miss

SBI Growth

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. Call to Action: Prospects are taking meetings again.

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


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. Do you have clear metrics to determine how the prospect defines “success”?


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100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries. Top 10 Most-Prospected-to Industries of 2018. The top three most-prospected-to industries are all in the financial sector. Oracle. Oracle.

List of best marketing automation software for 2021


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. What is marketing automation? Oracle Eloqua.

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


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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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.

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?

Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social media lets us go beyond a normal sales pitch to create a relationship-based network of future prospects and opportunities. Although this seems basic, many people ignore their own valuable online network: It’s likely that future prospects are connected to someone you work with.

PowerViews with Dave Munn: The Transformed Marketing Organization


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.

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.

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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


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.

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Account mapping: why you need to chart prospect companies


You see a huge conversion opportunity in a prospect. However the next day, your prospect gives you a “no.” A useful way to do on a practical level is mapping the accounts and depict the relationships at your prospect company visually. It will help you better understand your prospects, personalize your last-minute sales calls, and close more business. It shows prospects that you genuinely care. You can identify the decision-makers at your prospect company.

The Ultimate List of B2B Marketing Tools


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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Social Selling is Just … Selling: A Contemporary Guide

DiscoverOrg Sales

Social selling is when sales professionals use their social network to communicate with prospects and develop relationships to solve problems and achieve sales goals. Social media lets us go beyond a normal sales pitch to create a relationship-based network of future prospects and opportunities. Although this seems basic, many people ignore their own valuable online network: It’s likely that future prospects are connected to someone you work with.

The Monday Morning Breakfast For Champions Podcast – Episode 44 – Christian Maurer

Tibor Shanto

After Siebel was absorbed by Oracle, the assets of the sales consulting department were sold to the TAS Group, where he continued his role as Solution Practice Director. 25 - Breakfast For Champions Prospecting podcast Selling to Executives The Monday Morning Breakfast Podcast Tibor Shanto

The B2B Marketer’s Twitter Handbook


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.

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.

Applying Sales 2.0 in Real Life

Sales 2.0

My prospecting approach at that time was going through lead lists and sending blind emails. Nowadays, I can’t even imagine a world without social media, especially for prospecting. We are going to continue to use Linkedin and Twitter for outreach and experiment with some inbound marketing tactics. HubSpot does an amazing job at creating social media distributed content and making sure that all their sales and marketing team members have a strong presence. Prospecting

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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. At the same time, he was seeing a jump in requests for demos as his qualified prospect pool was increasing. Seeing your demo resources stay stagnant or even shrink all while your sales teams and prospect pools are growing. Product Marketers.

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Our Customers Include Microsoft, Google, Siemens….

Partners in Excellence

Somehow, Microsoft, Google, Oracle, Siemens, Citigroup, SAP, Amazon, and others are always cited. I wonder why sales people choose those when selling to my company or selling to some of my clients (When I’m sitting in meetings at SAP, the fact that Oracle uses a product isn’t necessarily a great reference.). Marketing Professional Sales Prospecting Sales Process

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.

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PowerViews with Jill Rowley: Social Employees Should Connect and Amplify


Rowley, who oversees social selling enablement for 23,000 sales professionals at Oracle, earned her marketing handle during her previous decade at Eloqua. At Oracle she heads up social selling evangelism and enablement. People want to know how you’re going to help them, Jill said, so when you’re designing a social media page, think about it from the perspective of a visitor or a buyer or a prospective partner — not as a place to simply post your resume.

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Why ZoomInfo Acquired EverString


At ZoomInfo, we see a future where our software and intelligence power a closed-loop go-to-market cycle from data, to decision, to action. Data is at the core of every go-to-market motion. We are in the early innings of a major transformation in how businesses worldwide go to market.

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Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

Smart Selling Tools

Damien : InsideView has always been about helping salespeople better understand and engage with their prospects and customers. It was a wake-up call to get good at digital sales and marketing. And make sure your customer and prospect data is current and complete.

Your Value Proposition Is Irrelevant To Me!

Partners in Excellence

You probably get a lot of the same prospecting emails that I get. Whether it’s someone trolling groups in LinkedIn, or somehow they’ve gotten your email address, I get dozens of prospecting letters each week. I see lots of sales people making huge mistakes with their use of references and prospecting value propositions. I’d have to be crazy or even more egomaniacal than I already am to compare our company to Google, Microsoft, Oracle, and so forth.

What is Sales Forecasting? Why it Matters + 11 Tools to Consider

Sales Hacker

Automate processes: Integrate your CRM, marketing platform, and sales forecasting tools for accurate data. These tools use algorithms and even machine learning to precisely predict revenue based on historical data, trends, and market changes. Oracle CX Sales.

Everything you ever wanted to know about MEDDIC & MEDDPICC and never dared ask.


I have Darius Lahoutifard with me and we’re going to be talking about qualifying prospects with the MEDDIC sales method and welcome to the show, Darius, it’s really great to have you here today. Okay, this prospect is now qualified.

Podcast 110: The Changing Role of SDRs in Sales With Amir Reiter

John Barrows

John and Amir talk training, customer success, AEs and why they should prospect, a challenge in outsourcing and more. In this podcast you’ll learn: Why AEs should be prospecting. Why AEs should be prospecting. The most important skillset that you need to be successful in sales is how to prospect for yourself. Where’s the marketing leads? I think you should be prospecting yourself and thank the Lord that you have something like an SDR or a marketing team.

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Social Selling Success Stories

Score More Sales

Just four years ago, I had a different target market and was giving workshops around the U.S. It’s not about you, its about them, your customers and prospects. 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.

OppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals

Smart Selling Tools

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). Industry News Conversation Intelligence OppSource Prospect Engagement Sales EngagementOppSource Hires Former RevJet Director to Grow Business, Lead Enterprise Deals.

Trust & Brand: How Chris Morgan Helped Build MOAT from $0 to $100M in ARR with less than $20M & 4 years


Interview with Chris Morgan, CRO at MOAT (acquired by Oracle) hosted by Rajeev Batra, Enterprise Investor at Mayfield. Chris Morgan is the CRO of Moat , which was acquired by Oracle in 2017. Rajeev: You have to get product market fit, make things repeatable, and build bench strength.

PODCAST 154: Guided Selling with Neil Ringers

Sales Hacker

We’re focusing on how to win in the new sales era: new go-to-market strategies, deeper funnel insights and actionable takeaways for your entire organization from revenue leaders at high-growth startups and fortune 500 companies.

4 Keys to Exceeding the Expectations of the Evolving Customer

Sales and Marketing Management

With more opportunity than ever to market and sell to a global audience, SMBs are also exposed to a customer base whose expectations are continually shifting. Author: Marie Rosecrans With social and mobile tech now at our fingertips, people today are ultra-connected.

PODCAST 59: Assessing How Vs Why of Your Product w/ Scott Armour

Sales Hacker

After 16 years at IBM, Scott has learned a thing or two about assessing marketing strategy and how effective your product is. How to assess your go to market strategy. The Flip Between Sales and Marketing [29:09]. He has had a multi-decade career specializing in building and scaling sales orgs at Oracle Digital, IBM, and several other early stage tech companies. A friend invited me to Oracle where I spent four years. The Flip Between Sales and Marketing.

Hit the Bullseye: Know and Do the Most Meaningful Activities w/Kristina McMillan

Igniting Sales Transformation

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? Spend two days learning from the world’s best sales and marketing organizations.

How to Avoid the Trash Folder

No More Cold Calling

If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Most ask me to buy lists of Salesforce, Oracle, or Sage users. Companies send mass marketing messages without any idea who the recipients are or what they want. And if you’re sending mass emails to your prospects, the decision to delete you is easier than ever. No one wants to be treated like a number or blasted with generalized marketing messages.

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Knock Knock, Who’s There? Augmented Reality in Door-to-Door Sales

Zendesk Sell

Oracle: At its Modern Customer Experience Conference, Oracle demonstrated how AR could be used in field service management to repair a slot machine. According to Beechum Research , the AR market, minus consumer components, could reach $800 million by 2020. Take your prospect outside, point your tablet or phone at their home or business and show them what it would look like with solar panels, along with a breakdown of monthly cost savings.

Get Clear On Your Vision, Get Clear On Your Sales

Sales and Marketing Management

It may seem an easy enough question, but you’d be surprised by how many marketers and salespeople can’t provide a simple answer. Outside of your business, the same strong vision inspires confidence in your prospects while providing clear insight for why your business exists, and why they should work with you. A clear vision helps the right prospects to see why they should work with you. You have a vision but no one outside marketing or management knows what it is.

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Sales Hacker’s 35 Most Influential Women in Sales

Sales Hacker

She is the co-author of a business book, called Aligned to Achieve , about sales and marketing alignment. She is a thought-leader and expert in growing sales, inside sales and marketing organizations. She has strong leadership experience in inside sales, field sales, operations, and marketing. Tracy Eiler has been driving marketing strategy at both cloud-based and traditional enterprise technology companies for 25 years.