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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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. As expected, the Oracle databases supported more users per database (2 to 1) and larger volume size (3.6 per user for Oracle.

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.

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.

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.

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.

Finding the Right Sales Performance Management Vendor


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.

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


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.

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.

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?

How to Grow Your Referral Network

No More Cold Calling

A young Chris Fralic is selling software for Oracle. Salespeople are only as good as the people they know. When is it time to toss the technology and start talking to people? When internet leads and a call script no longer reap new business.

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.

5 Tips for Global Sales Leaders Driving Change Management


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.

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.

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Selling on iPad


At Oracle I sold mobile strategies to DOD clients like the Army and Navy. No matter who you are, you’ve got something to sell, whether it be your business plan or your own personal charm. If you sell for a living like me, you try to get sales down to an exact science.

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.

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

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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.

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.

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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Building Customer Relationships for Sales Success with Tracy De Cicco, Konposit

Igniting Sales Transformation

She has also worked at Oracle as well as Hewlett-Packard. I’m once again joined in this interview with co-host Carole Mahoney. We talked with Tracy De Cicco, Founder of Konposit about how to build meaningful client relationships.

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.

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.   When I was a vice president of sales, one of my key responsibilities was to ensure that our sales kickoff was a complete success.

Why These Good Cold Email Examples Worked


Kelly Hayes at Oracle. By: Ryan O’Hara. Last week I asked some folks on LinkedIn to send me some cold emails that actually worked. I thought today we’d go through them, and deep dive into why they worked.

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.

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


“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.

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.

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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How to Measure Sales Fitness

Sales and Marketing

Mark Hurd, Oracle CEO, gives us a hint about where this is all heading when commenting on the new Sales 3.0 Author: Peter Gillett, CEO and founder, Zuant. Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all these new tools making a salesperson’s job easier, there’s no excuse for your sales team not to excel. Sure new technologies in other industries can be a little daunting.

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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  (, Oracle, Microsoft, etc.).   THURSDAY MAY 28th at 10am PST.   CLICK HERE TO REGISTER.

Five Ways Live Chat Can Increase Sales

Sales and Marketing

A recent Oracle survey noted that only 40 percent of participants currently employ a live chat platform ( Source ). Author: Tony Medrano Discovering how to efficiently locate, convert, up-sell and retain top customers are critical success metrics for any growing company. The best customers make four times as many purchases (Source). The top 1 percent of clients spend five times more per order than the bottom 90 percent.

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My Secret Weapon For Increased Database Health


Finally, integration with major CRM/MAPs (such as HubSpot, Marketo, Oracle, and Salesforce) allows your SDRs to create workflows to automatically trigger tasks such as notifications, follow-up emails and calls, etc.

Get Clear On Your Vision, Get Clear On Your Sales

Sales and Marketing

She has worked with hundreds of startups as well as technology vendors such as IBM, Dell and Oracle. Author: Hazel Butters Why does your business exist? It may seem an easy enough question, but you’d be surprised by how many marketers and salespeople can’t provide a simple answer. Sadly, when your own salespeople can’t articulate your business vision, it has a direct impact on business success…. Vision is vital. It’s both the motivation behind and the future ahead of your business.

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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.

Several Experienced Value Experts Added to the Alinean Team

The ROI Guy

Prior to IBM, Marc ran Oracle’s Insight Program, an offering designed to demonstrate to clients the business value of Oracle’s technology solutions.

Growing Value: The Value Selling and Realization Summit

The ROI Guy

Featured value experts include: John Foster (, David Breaugh (SAP), Cheik Daddah and Scott Sendel (Oracle), Michael Mitterer (IBM), Doug May (Splunk), and Jack Keen (Author / ROI Institute). Did you know ….

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Applying Sales 2.0 in Real Life

Sales 2.0

The thing is that startup sales is very different from getting a sales job at an established, well known brand such as Google, Oracle, Marriott Hotels etc. Every now and then I like to go check my own view of the world by talking to smart people who are out there actually selling.

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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?

More Information ? Better Informed

The Pipeline

Second, that there is a whole lot more information available to buyers than ever before; according to these oracles of sales, a customer can access some “20 times more data about you and your competitors than they could 5 years ago”.

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