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.

Oracle 105

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.

Trending Sources

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

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.

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?

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.

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.

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.

Sage 83

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.

#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.

Oracle 107

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 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.

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).

Oracle 113

Why Are 75% of Salespeople Ineffective?

No More Cold Calling

They’ll think you’re the Oracle of Delphi. Because no one ever taught them how to sell. How many of us studied sales in college? Engineers, scientists, accountants, lawyers—these folks all study their crafts. But most sales reps enter the field without any formal training.

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.

Trends 125

Want to get Sales Healthy? Get Up and Go Outside… (of Your Head)

Smart Selling Tools

Jill Rowley of Oracle : On the importance of clarity of purpose and passion. As those of you who read my last blog post know, I was vacationing in breath-taking Estes Park, Colorado last week. There’s nothing more rejuvenating then getting up and going outside.

Oracle 121

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.

Guest Post: Insight for More Excellent Sales Management in 2013

Jonathan Farrington

So perhaps it’s no surprise that research from Oracle (quoted by Chuck Penfield at the most recent Sales & Marketing 2.0 This week Inc.com announced that bad managers cost the economy $360 billion in lost productivity annually.

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.

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.

If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

For Cincom to compete with 800-pound gorillas like Oracle and SAP, they needed a high-touch, high-tech approach. Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories. Last week I talked with two Steves who faced this challenge and developed a sustainable solution. Here is their success story and an invitation to learn more best practices from SBI's “ Make the Number 2013 Tour.”.

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.

6 Metrics to Predict and Increase Sales from Inbound Leads

Sales and Marketing

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. Author: Sabrina Ferraioli, Co-Founder and VP of Global Sales, 3D2B Marketing and sales metrics can give you a window on the future and the insights you need to optimize sales. That’s because once you understand the metrics that drive sales, you can more accurately predict what’s ahead.

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.

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.

PowerViews with James Obermayer: Why Don’t Sales Reps Follow Up On Leads? The Real Issue

Pointclear

The next PowerViews will be with Jill Rowley of Oracle. We’re nearing the last quarter of 2013, and another year of sales will soon be behind us.

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. Here, you’ll find the detailed opinions and testimonials of many of the delegates who participated in these two events hosted in Malaysia and Singapore. Click on the picture above to view the larger picture of this group.

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. Here, you’ll find the detailed opinions and testimonials of many of the delegates who participated in these two events hosted in Malaysia and Singapore. Click on the picture above to view the larger picture of this group.

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. Here, you’ll find the detailed opinions and testimonials of many of the delegates who participated in these two events hosted in Malaysia and Singapore. Click on the picture above to view the larger picture of this group.

Take your competitors’ clients (It isn’t stealing if you earn their business)

Sales and Marketing

Warren Buffett’s annual letters to Berkshire Hathaway shareholders are pored over by millions of investors who hope to glean every ounce of wisdom the “Oracle of Omaha” has to offer. Author: Paul Nolan, Editor, Sales & Marketing Management.

Best of PowerViews: Are You Tenacious About Sales Follow Up?

Pointclear

Look for some of these topics to be further explored by upcoming guests Jill Rowley of Oracle and Kyle Porter of SalesLoft. I continue to enjoy the insightful discussions I have with sales and marketing experts in our PowerViews series. There are a few topics that come up regularly. For this ‘best of’ edition we revisit the hot topics—social media, mobile marketing, sales lead follow up.

The 4 Ingredients of a Successful Sales Training Curriculum

Sales and Marketing

Oracle, for example, created a streamlined sales training system that can take years to complete. Author: Sona Jepsen Your first bicycle ride probably didn’t end in a picture-perfect dismount. More likely, you stumbled and ended up with a skinned knee. After some encouragement from adults, you got back on and eventually mastered the machine. What made you try again after being embarrassed – even bruised? Was it pure determination? A desire to be like the "big kids"?

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?

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”.

Differentiation, Dissimilarity, Disruption

Partners in Excellence

What Salesforce.com was selling in competition to Oracle/Siebel, wasn’t really a competitive CRM system, it was selling a different way of viewing the implementation/installation/support problem. Recently, I was being interviewed on value creation and differentiation.

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.

Your “Business Justified Solution” Is Insufficient To Win The Business!

Partners in Excellence

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. I’ve been talking to a team of people about Value Propositions. They need to start providing business justification to their solutions–demonstrating their business value and differentiation. It’s exciting to see their excitement in doing this.

Solving the CRM Problem

Understanding the Sales Force

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. Understanding the Sales Force by Dave Kurlan Yesterday I wrote about solving the Sales Performance Problem and today I'll write about solving the CRM problem.

CRM 23

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.

Sales2.0 Conf: All About Alignment

Smart Selling Tools

The two day event being held again at the Four Seasons hotel in San Francisco includes speakers from behemoths like IBM, Huthwaite, Oracle, Dell, and HP, as well as end-user organizations like Farm Credit Services of America, Dow Corning, and Kaplan Higher Education. Ever drive down the highway and notice that you have to hold the steering wheel tight in order to keep the car from pulling to one side or the other?