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. Training organized in “sprints”. Training happens in the field, not in the class room.

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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 provide her with any training materials. 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.

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[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. “You only think about sales training when something is broken.

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

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. Gaurav Hazra – Head of Sales, Oracle (India). Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. In these two days of training, I managed to take away from Keith the true essence of coaching; what coaching is really about and the value of coaching in the corporate sector. Very good training!

The 4 Ingredients of a Successful Sales Training Curriculum

Sales and Marketing Management

Instead of kicking sales personnel when they’re down, we need to effectively strategize how to train and guide them during those occasional, inevitable failures. Training Your Sellers to Win Through Failure. Companies willing to put resources into consistent sales training — from initial onboarding through an employee's entire tenure — will reap the rewards. Oracle, for example, created a streamlined sales training system that can take years to complete.

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

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. Gaurav Hazra – Head of Sales, Oracle (India). Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. In these two days of training, I managed to take away from Keith the true essence of coaching; what coaching is really about and the value of coaching in the corporate sector. Very good training!

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

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. Gaurav Hazra – Head of Sales, Oracle (India). Adam Thng Woi Yong – Sales Training Manger, GlaxoSmithKline Pharmaceutical. In these two days of training, I managed to take away from Keith the true essence of coaching; what coaching is really about and the value of coaching in the corporate sector. Very good training!

#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.

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Great Sales Training = The Best Sales Outcomes. Data abound and offer solid proof: The vast majority (80%) of high-performing sales teams consider their training process as very good or outstanding.

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. Coaching and Training. 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.

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. Training. 1) Marketing: Does your marketing appeal to enterprise orgs?

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.

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.

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.

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

MEDDIC

it’s not been a guru thinking about a concept, writing a book about it and then marketing it and then inviting everyone to apply. The way it was born, it was at PTC, that we built really a sales machine with hundreds of really successful salespeople trained this way.

Sales Culture vs. Sales Methodology

MEDDIC

Examples of companies with strong sales cultures are IBM, Xerox, PTC, Oracle, and many others. That’s why with all the automation going on , sales jobs in high end , high value, competitive markets are the last to automate.

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. Interestingly, this was the same argument that HR and Training used back in the early part of the century when e-learning (self directly online courses) was coming on the scene. Product Marketers.

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PowerViews with Jill Rowley: Social Employees Should Connect and Amplify

Pointclear

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. You can connect with Jill and learn more about Oracle via the following resources: Twitter: @jill_rowley. A lot of people don’t know how to use LinkedIn.

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The Sales Leader's Guide to Performance Management

Hubspot Sales

High-performing sales teams are twice as likely to provide ongoing training to reps than low performing teams. A sales performance management plan adds structure and accountability to your training process. Here are some elements that could be included in a sales rep development plan to help them build their skills: Required training for sales enablement tools. Oracle Sales Performance Management. Image Source: Oracle. Price: Contact Oracle.

Remote Selling Viewpoints: Sales Intelligence & Buyer Intent Data

Smart Selling Tools

It was a wake-up call to get good at digital sales and marketing. It’s also important to quickly identify if they are actually in-market to buy now. We can help here with our market planning solution, InsideView Apex.) If they fit your ICP and they are in-market, bingo!

Several Experienced Value Experts Added to the Alinean Team

The ROI Guy

We are excited to announce the addition of several key Value Experts to the Alinean team, e xpanding our capability to deliver more effective value messaging, interactive tools and sales training for B2B solution providers. Marc Salzman joins Alinean as VP Products, helping define and drive Value Matrix™ messaging services, the Alinean ValueStory® product roadmap, and development and launch of new Value Expert™ sales and channel partner training services.

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. Oracle. 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. Oracle.

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. 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. Lori speaks, writes, trains, and consults with inside sales teams in mid-sized companies.

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. A misconception with SDR and AE training and promotion. 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. SDRs training and promotion to AE level. And by the way, that digital marketing money I spend, I should spend more there.

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Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. Reinforce training, skills, and knowledge in the field, and.

Resource for Top B2B Sales Blogs

Score More Sales

At a recent conference, I liked Oracle Social Selling expert Jill Rowley’s comment: “There is no box” It makes me realize that creativity is one of the best traits in selling you can have. Top Sales World recently published their list of the Top 50 Sales & Marketing Blogs.

Sales Tech Simplified with @MarkMagnacca: How to Help Reps Become Better at the Bottom Line: Selling

Smart Selling Tools

Mark: Corporations spend millions on classroom training and sales kick-offs, yet the ROI simply isn’t there – in fact, studies indicate that participants in curriculum- and lecture-based training forget more than 80 percent of the information taught within 90 days. Given the time and money invested in sales training, it’s not a question of insufficient effort or investment. Reinforce training, skills, and knowledge in the field, and.

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. When I joined IBM I spent 18 months in training before they’d actually let me talk to real customers.

Beware The Rise Of The Instant Expert

Fill the Funnel

Now, people who have no track record, no history and no credibility are standing on their live video feeds, broadcasting from their bedrooms and acting like they are the Oracle from Omaha (Warren Buffett for those that have not heard that phrase). Trish Bertuzzi (@bridgegroupinc) shared an expression with me that I have kept in mind throughout my career of writing, speaking and training on web tools. Events Marketing Social Web Web Tools Expert Instant

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. GirlsClub helps women sales reps navigate the tricky path to sales leadership with their management training, mentoring, confidence building, and community. 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.

The Rise of Customer Enablement

Highspot

As innovation never stops, product enablement requires rigor and agility to effectively train and support sales teams with the latest information. ” –Peter Armaly Senior Director, Customer Success Enablement, Oracle.

20+ LinkedIn Influencers a Sales Person Must Follow in 2018 [Updated]

SalesHandy

Gary is the CEO of Vayner Media, a full-service digital agency helping Fortune 500 companies to drive the best business outcomes using influencer marketing, class creative, media & much more. He has trained over 5 million students on 5 continents and is a recognized expert in the field of sales since 1974. Before SalesForce, he worked for almost 13 years at database software giant, Oracle. He has over 15 years of experience in Marketing, Business Development, and Sales.

Let’s Talk Sales! Interview with Jamie Shanks – Episode 149

criteria for success

Jamie is the CEO of Sales for Life, the world's largest Digital Selling training program for mid-market and enterprise companies. Sales for Life has trained over 100,000 sales and marketing professionals, in dozens of industries. Jamie is the CEO of Sales for Life , the world’s largest Digital Selling training program for mid-market and enterprise companies. This episode's featured guest is Jamie Shanks.

Applying Sales 2.0 in Real Life

Sales 2.0

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. I know that you train startups on sales as well as doing your “day job” What do you see as the main sales challenges for startups?

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The new ABCs of Selling: Always Be Challenging!

The ROI Guy

This week, CEB held their annual Sales and Marketing Summit, with 1,200 celebrating all things and revealing some of the latest research on how to more effectively evolve your sales and marketing for a new breed of buyer. Perhaps the time and budget dedicated to product related content and training would be better spent on developing the value messaging, tools, training and coaching needed to truly evolve the buying experience?

Highspot Launches DACH Operations

Highspot

Thomas’ experience, market knowledge and passion for solving customer challenges will be instrumental in how we support DACH businesses in driving strategic growth.”

Sales Tips for New Salespeople

The Digital Sales Institute

To get some sales tips for new salespeople meant going out and asking some senior sales managers working in companies such as Dell, Oracle etc. Are experts on their product and market. These free sales training video may help. Click this link for some more sales training tips. Sales Training sales skills sales tips sales tips for new salespeople sales training selling tips

Five Ways Live Chat Can Increase Sales

Sales and Marketing Management

A recent Oracle survey noted that only 40 percent of participants currently employ a live chat platform ( Source ). Given the market share millennials represent for online retail, developing a modern online engagement strategy will allow your company to access and nurture the largest proportion of the online sales market. Author: Tony Medrano Discovering how to efficiently locate, convert, up-sell and retain top customers are critical success metrics for any growing company.

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PODCAST 91: First Step in Good Category Creation with Scott Olrich

Sales Hacker

Scott is the Chief Operating Officer at DocuSign, where he focuses on orchestrating DocuSign’s vision strategy, marketing, and enablement efforts around the world. You’ve got to stand out, but you can’t stand out just by marketing.