Reimagining the Seller Experience to Meet Buyer Expectations

August 7, 2020 | 3 minute read
Katrina Gosek
Vice President, Product Development, Oracle Advertising and CX
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Gartner recognizes Oracle in the Magic Quadrant for Sales Force Automation. 

Click here to download the report.

Just seven months ago we were celebrating the dawn of a new decade and looking forward to what this year would bring. Today, 2020 looks very different than anyone envisioned.

One profession that has been turned upside down and inside out is sales. This year has redefined the core of what it means to be a seller. Buyers' expectations and behaviors have not just shifted – they've been doing that for years – but have fundamentally changed due to a large portion of our lives taking place online. We've all become extremely reliant on digital experiences to engage with one another, even for major life events such as new jobs, baby showers, and graduations.

Sales leaders are facing this change head on. With any kind of travel now at a minimum, buyers are doing extensive research online and are already a majority of the way into their buying decision before they connect with a brand. As a result, sellers need to be ready to have the right discussion wherever the customer is in the buying journey. Always having relevant conversations with the buyer is a huge ask and requires that sellers have the right information at their fingertips.

With this in mind, we at Oracle, have been re-imagining the seller experience. And the key ingredient is data – not how much data you have, but how you use it. Our primary goal is to provide recommendations to a seller to make their day-to-day experience better. We want to enable any seller to take action on the best data surfaced to them by automation and intelligence in the way it makes the most sense for how they do their jobs.

Data is at the foundation of our vision for the entire buying and selling ecosystem. It’s how we developed our unique approach, Responsive Selling, which is based on seamlessly connecting front and back office data to provide sellers with a complete view of their customers, past and present.

It’s also why we’re proud to say that Oracle CX Sales, part of our CX Cloud suite, has been recognized by Gartner we believe for both our strong vision for the future of selling and for our ability to execute for our customers.

Click here to download the report.

The 2020 Gartner Sales Force Automation Magic Quadrant is an assessment of 15 Customer Relationship Management (CRM) vendors, and Oracle was one of the five vendors named a Leader. 2020 is the fourth consecutive year Oracle has been named a Leader in the Gartner Magic Quadrant for Sales Force Automation.

While we're proud of what we've achieved, we’re not slowing down and there’s a LOT more to come. I hope you had the opportunity to join us at the digital Quest Insight event on July 14 and 15 where our product experts shared the latest news on innovations across sales, commerce, and CPQ, but if not you can still check out those presentations on-demand at

Some of the most exciting examples of companies embracing our Responsive Selling strategy are now on display as the winners of our 14th annual Markie awards were announced on August 4. Tune in to see how these companies are driving revenue with their innovative approach to Sales. 

Gartner Magic Quadrant for Sales Force Automation , Theodore (Tad) Travis, Adnan Zijadic, Ilona Hansen, Melissa Hilbert , 28 July 2020

Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
As a Leader in Magic Quadrant for Sales Force Automation – 2017-2020


Katrina Gosek

Vice President, Product Development, Oracle Advertising and CX

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