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Mobilizing B2B for the Modern Sales Experience

Recently, Scott Creighton, Vice President, Product Management, Oracle Sales Cloud and Technology Advice's Clark Buckner discussed the upcoming Modern Sales Experience Conference and how Oracle is looking to transform the modern sales experience. Here are a few highlights from the conversation:

TA: From your years of experience at Oracle in the selling industry, is there a story that has impacted you as it relates to sales and technology?

Scott: As we moved over to the B2B selling side, what was really interesting and somewhat shocking to me was how manual it was. They’re using spreadsheets for the price. They're working with many different product catalogues and product ordering systems to try and put bundles together for the B2B customers. It was just very ironic how the gaps have completely grown over time. B2C was very sophisticated from a more modern customer experience and B2B was left behind.

What Oracle is helping them with is how to catch up. How do we leverage that same sophisticated technology and best practices on the B2B sales side to make it as efficient for our sales reps? And to work with their customers as it is on the B2C side coming through the customer portal. I believe a lot of companies are going to that method today. It's quite exciting.

It's one of the reasons we sponsor this kind of conference. These thought leadership conferences really help the sales organization work in this modern selling world that we're in today. I just see this more and more, where we're discussing digital trends and how to take advantage of digital pricing and packaging. And bringing it out to the B2B side, I think Oracle is a great partner and enabler to help customers really make this big shift.

TA:  What's the main goal of the Modern Sales Experience conference?

Scott: The main mission of the conference is to bring our customers and prospects together to really focus on changing dynamics in the modern selling world today. We’ve brought together some of the most respected Analysts and Luminaries to reveal the latest trends and research.  Customers' expectations have significantly changed.  We work closely with them to really help them move forward with all of their sales enablement transformation practices and processes.

TA:  How are modern day sales helping to frame the customer experience? 

Scott: So at the end of the day, what are customers looking for? They're looking for solutions. They're going to expect that you know who they are. They are going to expect that you know what problems are happening with companies like theirs. They're going to expect you know what solutions work best for them. They've already done their homework, they've already done their research. They wouldn't be asking for information if they didn't think that you could help provide them with solutions. 

TA: The best CRM software needs to work. I love how you put it, it's making it more efficient for the sales rep to do what they’re best at: connecting with people. 

To learn more about the event by visiting the The Modern Sales Experience Conference website.  Listen to the entire show in order to hear the full conversation..

Scott Creighton is the Vice President, Product Management, Oracle Sales Cloud. He is a keynote speaker at the Modern CX Conference on March 31 - April 2 at the Venetian Resort in Las Vegas.   

This interview was provided by TechnologyAdvice, an Inc. 5000 company that connects buyers and sellers of business technology through meaningful relationships. Interview conducted by Clark Buckner.


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