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. Storer found that utilizing more objective information allowed hiring managers to supplement the interviews and background information with a third vantage point. The assessment can be a great objective tie-breaker.”.

Hiring 306

Hiring Ideal Customer Profile Face-to-face Oracle 306

Sales and Marketing Management

MAY 8, 2017

Sales teams face fierce competition thanks to the rapid adoption of technology and the ongoing process of globalization — not to mention savvy customers who bring up great objections. Oracle, for example, created a streamlined sales training system that can take years to complete.

Training 153

Training Face-to-face Oracle Education 153

A Sales Guy

OCTOBER 17, 2011

Justin Shriber, Regional Vice President, CRM On Demand, at Oracle just delivered the best presentation at Sales 2.0 One of the more entertaining examples of the Justin’s presentation was when he described a sales environment where the sales managers collected all the objections the team encountered and created a huge list.

Oracle 103

Oracle Lead Rank Lead Scoring Sales Qualified Lead 103

Sales and Marketing Management

MAY 11, 2017

Combine this with the opportunity-to-sale metric, and you can predict the number of inbound leads required to meet your sales objectives. After relocating to Europe, Sabrina Ferraioli became Account Director at TECHMAR, where she drove EMEA business development strategies for clients such as HP, Oracle, and Olivetti.

Inbound 176

Inbound Lead Rank Lead Scoring Sales Qualified Lead 176

Pipeline

MAY 30, 2023

You also have an in-depth understanding of customer objections, risks, and expectations. Data integration tools include Zapier and Oracle Data Integration Are you seeing the value of the tools in your technology stack? Sales: your sales team sees customers on the front-end. What are the responsibilities of great sales leadership?

Sales Enablement 52

Sales Enablement Top of Funnel Outsourcing Services Sales Qualified Lead 52

Sales Hacker

FEBRUARY 12, 2021

Here are just a few features that are specific to enterprise-level CRMs: Custom objects. Use custom objects to create complex reports. Oracle NetSuite CRM. Oracle NetSuite is a great option for enterprise businesses that are looking to manage everything on one platform. Analytics and forecasting. Sales enablement.

Enterprise 84

Enterprise Enterprise CRM NetSuite 84

Revegy

JULY 17, 2018

Uncover untapped opportunities: 75% of Oracles largest revenue deals closed with account plans. A strategic action plan effectively aligns activities to a defined set of goals and objectives which address key areas such as revenue, relationship, and customer success. Blog: How Oracle Empowers Customers by Simplifying Account Planning.

Account 40

Account Oracle Decision Maker Lead Rank 40

EyesOnSales

OCTOBER 13, 2017

And while this may seem idealistic, the whole discipline of sales enablement focuses on achieving this objective. Take the technology corporation Oracle as an example: It uses a “Class Of” sales program in which new trainees are paired with experienced salespeople after nine months of training and lead generation.

Strategy 51

Strategy Oracle Decision Maker Construction 51

The ROI Guy

OCTOBER 21, 2015

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. Most are overloaded with too many numbers that clients have difficulty connecting with.

Lead Rank 73

Lead Rank Oracle ROI Lead Scoring 73

Groove.co

JANUARY 12, 2021

The Gartner report puts Groove in what we consider good company, as we share the North America Sales Force Automation Customers’ Choice distinction with Hubspot, Oracle, and Salesforce. Gartner Peer Insights includes more than 350,000 verified reviews in more than 340 markets.

Report 26

Report SalesForce Oracle Customer 26

Pipeliner

JANUARY 28, 2023

No matter which of them you choose—IBM, Microsoft, Oracle, SAP, or Salesforce—they all have the same characteristics that will weigh any company down: Lengthy, heavy implementation. From the databases, it can field and handle any possible objection. The right automation reduces the risk factor and increases efficiency. It is cold.

Pipeline 52

Pipeline CRM Government Microsoft 52

Openview

MAY 22, 2018

According to Oracle , “The function of [Enterprise Content Management] ECM is central management of content – the ability to create, share, and control content through structured business processes. Say a sales rep is looking for information on how to respond to an objection from a prospect. Sales Knowledge Management to the rescue!

Hiring 71

Hiring Lead Rank Lead Scoring Oracle 71

Highspot

APRIL 23, 2020

Just this week, more than one thousand experts from companies including Salesforce, Oracle, and IQVIA participated in Sales Enablement PRO’s virtual Sales Enablement Soirée. Professionals around the globe are coming together to share best practices and support each other as we navigate the changing waters.

Face-to-face 52

Face-to-face Sales Enablement Oracle Lead Rank 52

Sales Hacker

NOVEMBER 26, 2019

Defusing Objections. Ever get tongue-tied when prospects raise objections? Josh Braun knows a thing or two about handling objections. In this talk, he’ll break down the 5-step objection handling process that he’s tested and refined over his 20+ years of sales experience. Josh Braun – Founder, Sales DNA.

Webinar Metrics 103

Webinar Metrics Sales Up-Sell Objections 103

Sales Hacker

MAY 27, 2019

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. Scott is the Chief Revenue Officer at Nextiva where he is responsible for global growth strategy. What does Nextiva do?

Scale 60

Scale Lead Rank Oracle Up-Sell 60

Tony Hughes

FEBRUARY 22, 2018

I've thoroughly enjoyed speaking at Oracle recently down under. I'm hoping to save the sector from shiny object syndrome and 'look a squirrel' transactional Armegeddon. Here's my definition if closing six, seven and even eight figure deals leveraging social + strategy as a force multiplier is something intriguing to you.

InsideView 71

InsideView Oracle Social Selling LinkedIn 71

Chorus.ai

OCTOBER 29, 2020

You may know her from her days at Oracle, or because you’ve heard about her hierarchy of sales. In sales, there are four key objectives: Sell more, in less time, at the right price, while lowering costs. On this week’s Weekly Briefing, Jim Benton was joined by Nancy Nardin. She’s a legend. I call these the Four Golden Goals.”

Data 62

Data Sales Process Top of Funnel Face-to-face 62

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

Artesian Solutions

MARCH 11, 2019

Customer needs selling occurs when salespeople go through a discovery process to determine if customers have needs, wants, problems or objectives they want filled, satisfied or solved. Objective: Establish a need before initiating any selling activity”. The best description I have seen is…. The discovery process.

Solutions Selling 45

Solutions Selling Customer Segment Decision Maker 45

Partners in Excellence

MARCH 24, 2016

As an example, while Salesforce.com, Microsoft, and Oracle might disagree with me, their CRM systems are very similar and the productivity/business case for each is likely to be similar. How does your solution and business case contribute to the attainment of the strategic objectives? What if it’s growing market share?

Cancellation 48

Cancellation Oracle Competition Microsoft 48

Costello

JULY 23, 2018

From that role onwards, Armen moved through the ranks, serving across various companies including Sophos, LogMeIn, GrabCad, and Dyn (acquired by Oracle). He was able to experience sales firsthand and also saw how technology could intersect with sales. One of his roles even allowed him to lead sales and marketing in EMEA.

Conversion 67

Conversion Lead Rank Lead Scoring Hiring 67

SugarCRM

AUGUST 31, 2020

The ability to swiftly assess which tactics, initiatives, campaigns, and products have or haven’t yielded dividends over time removes the guesswork and hesitation out of setting strategic objectives and prioritizing specific products or services.

SugarCRM 29

SugarCRM Oracle Ideal Customer Profile Analytics 29

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. Josh Braun. Founder of Sales DNA . Why he should be on your radar: .

Top of Funnel 132

Top of Funnel Scale Twitter LinkedIn 132

Sales Hacker

JANUARY 20, 2021

But it’s at the level that marketing can have the greatest impact on revenue as content and messaging can be built for each needed conversation to achieve specific objectives. Startup tech firms can have conversations to replace legacy systems like Oracle and SAP. Issues with one-to-many and one-to-few ABS and marketing programs.

Account Based Marketing 67

Account Based Marketing Top of Funnel Account Lead Rank 67

Troops

NOVEMBER 6, 2018

When I worked at Oracle Cloud, we did this and were able to overcome objections that looked pretty formidable—like security.”. This is especially important when deals are being blocked. I’ve really seen that work well,” Tim told us. “It It has a huge impact on the way you sell and how you tailor your message.

Lead Rank 106

Lead Rank Lead Scoring Sales Qualified Lead Decision Maker 106

InsideSales.com

OCTOBER 23, 2019

“I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.” They will spend their time in conversations that will help them achieve these objectives. Larger deal sizes. More add-on business.

Decision Maker 63

Decision Maker Cold Calling How To Gatekeeper 63

PandaDoc

FEBRUARY 16, 2023

The Delphi method Named after the high priestess of the Temple of Apollo, known as the Oracle of Delphi, this method of forecasting relies on predictions made by a panel of experts. The objective is to find new web design clients and funnel those clients into SEO clients. Let’s go over the most likely forecast.

Sales Forecasts 52

Sales Forecasts Small Business Small Business Forecasting 52

SalesHandy

JULY 15, 2018

He is the author of 9 books with his latest being “Objections” where it explains the art & science of getting past No. Before SalesForce, he worked for almost 13 years at database software giant, Oracle. He is amongst the top Sales Acceleration Specialist who can teach you a lot about sales and its insides out. CEO@Salesforce.

Influencer 76

Influencer LinkedIn Social Media Demand Generation Agencies 76

Crunchbase

APRIL 1, 2022

It may have been physical, pen and paper objects in the past. Oracle Data Integrator. Oracle Data Integrator is perhaps the most well-known integration tool out there. It has flow-based UI and seamless integration with other Oracle tech, such as Oracle GoldenGate and Oracle Warehouse Builder.

Ideal Customer Profile 72

Ideal Customer Profile Sales Tools Tools Account Based Marketing 72

SalesHandy

JULY 15, 2018

He is the author of 9 books with his latest being “Objections” where it explains the art & science of getting past No. Before SalesForce, he worked for almost 13 years at database software giant, Oracle. He is amongst the top Sales Acceleration Specialist who can teach you a lot about sales and its insides out. CEO@Salesforce.

Influencer 52

Influencer LinkedIn Social Media Demand Generation Agencies 52

Sales Hacker

SEPTEMBER 16, 2019

He’s been an executive and/or VP for a variety of household names, such as Marketo, Adobe, and Oracle. Only compensate based on objective KPIs [20:10]. He also had important stints at Oracle, Omniture, and particularly at Marketo, pre-IPO. Only compensate based on objective KPIs. Bookings are super objective.

Omniture 51

Omniture Marketo Oracle Hiring 51

OpenSymmetry

JULY 15, 2015

At OpenSymmetry, we have a variety of strategic service offerings tailored to help organizations identify the right requirements and solutions to meet their business objectives based on their current pain points and future vision.

Vendor 40

Vendor Territories Compensation SalesForce 40

The Digital Sales Institute

NOVEMBER 13, 2023

Oracle used this sales methodology. Always Align: It all comes down to aligning business objectives with core beliefs. SPIN Selling The term “SPIN” stands for the four different types of questions salespeople address with potential customers through this method: Situation, Problem, Implication, Need/Payoff.

Sales Methodology 52

Sales Methodology How To Decision Maker Consultative Selling 52

Tony Hughes

FEBRUARY 22, 2018

It starts with sellers who truly attempt to understand their business, their challenges and strategic objectives. I remain convinced that executives in 2015 are yearning for something more, something deeper. Challenge yourself. Be original! Dare to be visionary in all you undertake. Carpe diem!

Social Selling 66

Social Selling Call-back Up-Sell Ideal Customer Profile 66

Understanding the Sales Force

OCTOBER 23, 2012

I have reviewed 15 (Landslide, Sugar, Oracle, Sales Logix, Microsoft Dynamics, Membrain, Fortuit, FunnelSource, Podio, OppTuna, Pipedrive, PipelineDeals, Act, Goldmine and Zoho) CRM applications that aren't named Salesforce.com and because clients have had some of these applications installed, had to use many of them. What about examples?

CRM 215

CRM PipelineDeals LandSlide GoldMine 215

Crunchbase

MAY 14, 2020

Abel’s wealth of knowledge in the software as a service space is demonstrated by not only his success at G2, but his previous work; he founded and led BigMachines, a leading SaaS CPQ company, to its acquisition by Oracle in 2013 for over $400 million. Josh Braun. Founder of Sales DNA . Why Josh should be on your radar: .

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

PandaDoc

OCTOBER 26, 2021

Marc Benioff founded Salesforce in 1999, having previously been vice president of Oracle. The websites in the first two groups were considered objective and relevant while the websites closer to the bottom of the list required additional vetting. Oracle NetSuite: One of the pioneers of cloud-based software. Watch it now.

SalesForce 52

SalesForce CRM Software Software 52