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. Why is it taking Oracle too long to ramp the new reps? Let’s not beat up Oracle.

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The True Value of Exceptional Customer Service & “Moments of Truth”

Jonathan Farrington

A word of thanks to Karen Clarke (VP Applications, Oracle UK and Ireland) and her superb team for hosting a very enjoyable event last night, it was a pleasure to speak to such an enthusiastic audience. Before I get into today’s topic, thank you all for my exceptionally bulging mailbox today.

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). 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.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

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.

An Inside Look Into Sales Development Practices in 2018

Pioneered by technology companies like Salesforce and Oracle, the concept of sales. TABLE OF CONTENT. INTRODUCTION.01. DEFINING THE WORK OF SDRs.02. They are educators who offer insights to solve the problems of the customers.03.

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.

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 Events Coaching Justin Shriber Oracle Sales 2.0 Conference so far.

5 Tips for Global Sales Leaders Driving Change Management

SalesforLife

We took our experiences from deploying similar engagements at Oracle, CA Technologies, SAS Institute, and Thomson Reuters, and found ways to polish the experience. I just finished a five-continent project engagement with Microsoft at each of its Digital Sales Centers around the world.

Dreamforce Scoop #3: Seriously?!

Smart Selling Tools

Seriously Oracle? 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.

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Found - The Best Sales Learning Methodologies

Speaker: Joe DiDonato, Chief of Staff, Baker Communcations, Inc

Here’s your chance to learn from the guy who built Oracle’s Education, helped launch over 20 successful technology based learning companies in the venture capitalist space, and who last year was award the prestigious Lifetime Achievement Award for advances in the world of learning.

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?) How many of your clients use Oracle? Can we get you to recommend Oracle more often?

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

Base CRM

Oracle: At its Modern Customer Experience Conference, Oracle demonstrated how AR could be used in field service management to repair a slot machine. At Base, we are always on the lookout for the latest and greatest trends and thinking about how they can be applied to sales. Lately, we’ve been thinking a lot about augmented reality.

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. A lot of people don’t know how to use LinkedIn.

Oracle 155

#1 Reason You Need To Automate Your Marketing

Fill the Funnel

If you run a medium or large organization, you have a budget for the massively expensive marketing automation platforms like Pardot, Oracle, Marketo or Act-on. Marketing automation is essential for every business.

C-Suite Selling Perfected: How Salesforce is Winning More Mega-Deals

Openview

“I think it’s really unusual, and that’s why we’re really selling more enterprise software than Oracle or SAP.” Salesforce is a company I follow very closely.

How To Manage A Sales Team: 12 Expert Tips For Success

Sales Hacker

David spent seven years at Oracle, building and leading sales teams that delivered record-setting results. If you want to learn how to manage a sales team, you’ve come to the right place.

Oracle 103

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

The recent uptick in Microsoft’s presence in the cloud market alongside Amazon Web Services, and now Google and Oracle are starting to move into the space, has made our value proposition a lot stronger: Companies need to consolidate infrastructure across multiple platforms, whether they be legacy systems or something relatively new like Oracle Cloud. Launching and growing a business has never been easy, but it used to be a lot harder.

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2018 Sales Kickoff Meeting Ideas, Themes, Agenda, Best Practices Planning Guide

HeavyHitter Sales

His Heavy Hitter sales training program has helped over 100,000 salespeople become top revenue producers at companies including IBM, Google, Oracle, PayPal, and Lenovo.

My Top 14 Articles on How to Make More Effective Cold Calls

Understanding the Sales Force

Now they reveal the deal-making secrets of the Oracle of Omaha including 101 top deal-making maxims from a legend in his own time. Understanding the Sales Force by Dave Kurlan Yesterday I posted this article about why cold calls are so bad. One of my readers asked what I would recommend to make the calls more effective. I've written a lot of articles about making cold calls more effectively so I have linked to 14 of those articles below.

My Top 14 Articles on More Effective Sales Cold Calling

Understanding the Sales Force

Now they reveal the deal-making secrets of the Oracle of Omaha including 101 top deal-making maxims from a legend in his own time. Understanding the Sales Force by Dave Kurlan Yesterday, I posted this article about why sales cold calling is so bad. One of my readers asked what I would recommend to make the calls more effective. I've written a lot of articles about cold calling more effectively, so I have linked to fourteen of those articles below.

Social Selling Success Stories

Score More Sales

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.

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

InsightSquared

The responses came from 410 marketing and sales professionals who use Marketo, Oracle Eloqua, Pardot, HubSpot, or Act-On.

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).

5 Tips for Mastering the Art of Sales Knowledge Management

Openview

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.

Scaling Lead Gen: Growing NetSuite’s BDR Team to 170 People in 3.5 Years

Openview

Founded in 1998, they IPO’d in 2007 and were ultimately acquired by Oracle for $9.3B Second, Oracle had doubled down on college hiring and third, we had two senior sales leaders who were begging for the outbound model.

How to Avoid the Trash Folder

No More Cold Calling

Most ask me to buy lists of Salesforce, Oracle, or Sage users. If you’re sending mass emails to prospects you don’t know, don’t be surprised when you get deleted. Every day more than 20 unsolicited emails come into my Inbox.

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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.

Outside Sales and Business Development – Be Best Friends

Quota Factory

There are plenty out there: Zoho, Salesforce.com, Oracle – and all within your budget and needs. Do you have reps who prospect on the phone and qualify before handing over to a team of more seasoned reps who close the sale?

Ode to The Salespeople Customers Can't Wait To Meet?

The Sales Association

Commonly CRM, Goldmine, Salesforce, Excel, SPSS, PowerPoint, Office, SAP/Oracle, LexisNexis, HRSmart, Sageabra, MBAware, Synergy, and Word, were used to track my successes and those I directly impacted offering detailed areas of successful practices and areas of needed attention. Sharing best practices in sales and sales management www.salesassociation.org. Wednesday, November 23, 2011.

Why Growth Hacking Doesn’t Scale, And How To Plan For Growth Instead

Sales Hacker

Case in point with Salesforce’s cloud CRM vs. SAP and Oracle’s on-site/perpetual license model. In this blueprint, we provide insight into where growth comes from and how to structure your sales approach to capture that growth.

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The Art and Science of Sales Forecasting - Webinar for Company Leaders

HeavyHitter Sales

  However, sales forecasting is most commonly associated to the standard grading methodology of the particular customer relationship  system that is being used  (Salesforce.com, Oracle, Microsoft, etc.).   THURSDAY MAY 28th at 10am PST.   CLICK HERE TO REGISTER.

The Networking Season is Back Again

Circleback

The speakers include digital officers, CEOs, senior marketing and technology professionals from organizations like the New York Times, TOPBOTS, Oracle, McKinsey & Company, Red Hat and Amazon Web Services. Conferences are a great way to stay sharp, enthusiastic and connected. You come across a host of new and exciting speakers with fresh content, innovative ideas, and information about the latest tools and techniques.

Unicorn Alert!!! My Top 100+ STRATEGIC Social Seller List

Tony Hughes

I've thoroughly enjoyed speaking at Oracle recently down under. Strap on your narwhal horns of "strategery" and fasten your seat belts. This list is in no particular order but is nothing short of awesome! Without further ado I'm releasing my Web 3.0 Champions Twitter List to the world: Web 3.0

How Social Sellers Build Their Pipeline with LinkedIn

Sales Benchmark Index

He’s a sales rep at Oracle. You don’t want a new job. You want to excel at the job you already have. To do that, you must outperform your peers and close more deals. So your success tomorrow depends upon your pipeline today. In today’s environment, a quality pipeline starts with LinkedIn.

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

Smart Selling Tools

Mark: The Allego platform offers seamless integration into popular LMS tools and content management solutions as well as platforms including Salesforce and Oracle Sales Cloud. In this series, we ask tech executives to describe the why and how of their solution.

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Social Selling: What the Sales Pros Do Differently

No More Cold Calling

And why was I ranked at #50 while Tim Hughes at Oracle, Jack Kosakowski at Creative Agency, Koka Sexton at LinkedIn, Kim Garst at Boom! What makes the most influential sellers so successful on social media?

5 Marketing Trends That will Impact 2013

Sales Benchmark Index

Oracle’s recent acquisition of Eloqua for $871 million puts the definitive statement on this trend. One thing is abundantly clear. The pace of technology and buyer behavior transformation continues unabated.

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Your Value Proposition Is Irrelevant To Me!

Partners in Excellence

There are some that want to impress me with their prestigious customer list, with claims of what they’ve done for Google, Microsoft, Oracle, Citicorp, GE, IBM and dozens of other companies. You probably get a lot of the same prospecting emails that I get.

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

Smart Selling Tools

Mark: The Allego platform offers seamless integration into popular LMS tools and content management solutions as well as platforms including Salesforce and Oracle Sales Cloud. In this series, we ask tech executives to describe the why and how of their solution.

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Are you Open Ended Questions Leading to Closed Ended Results? – Sales eXecution 316

The Pipeline

What they are looking for is a trusted advisor, again, that is not an oracle all knowing all saying, but someone with the skills and expertise to help them figure out how to bridge the gap between where they are now, and where they want their business to be.