By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a...
By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a January 2019 Forrester blog post, "What I See Coming for the Channel in 2019" by Jay McBain, Principal Analyst of Channel Partnerships & Alliances. If your organization has a network of partners reselling your products and solutions, you’ve likely heard of or operated under the rule that 20% of partners generate 80% of...
By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a January 2019 Forrester blog post, "What I...
Co-written with Andrea Tucker, Director of Product Marketing, Oracle Marketing Cloud Lead generation and lead management both play an equally important role in...
Co-written with Andrea Tucker, Director of Product Marketing, Oracle Marketing Cloud Lead generation and lead management both play an equally important role in fueling the revenue engine for your business. Where lead generation creates interest among your target audiences, lead management tracks, manages, and engages these leads to qualify them for sales. However, the rules of B2B engagement are quickly changing. Brands are embracing account-based marketing (ABM) strategies,...
Co-written with Andrea Tucker, Director of Product Marketing, Oracle Marketing Cloud Lead generation and lead management both play an equally important role in fueling the revenue engine for your...
In this five part series - Sales Tools, Made Smarter - we'll explore how advances in sales tool technology are driving today's planning and performance...
In this five part series - Sales Tools, Made Smarter - we'll explore how advances in sales tool technology are driving today's planning and performance management for leading sales professionals. Part one examines new considerations and requirements for successful sales forecasting. When Q1 hits, the pressure is on for sales teams to work toward their goals. It is on sales operations and leadership to use historical and current data to establish reasonable quotas. There’s a...
In this five part series - Sales Tools, Made Smarter - we'll explore how advances in sales tool technology are driving today's planning and performance management for leading sales professionals. ...
September 16-19, Moscone Convention Center, San Francisco It’s that time of year again – Oracle OpenWorld 2019 is upon us! But OpenWorld isn’t the only thing...
September 16-19, Moscone Convention Center, San Francisco It’s that time of year again – Oracle OpenWorld 2019 is upon us! But OpenWorld isn’t the only thing that’s here. We’re now living in the Experience Economy, where customers expect interactions to be perfectly timed and personalized specifically to them. That means that whoever gets to the customer first must be empowered to help them, whatever they need. For CX Sales leaders and professionals, a data-driven approach to...
September 16-19, Moscone Convention Center, San Francisco It’s that time of year again – Oracle OpenWorld 2019 is upon us! But OpenWorld isn’t the only thing that’s here. We’re now living in...
Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s...
Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s world. There has been a revolutionary shift in how consumers make purchase decisions. In today’s Experience Economy, it’s personalize or die. The Experience Economy is everywhere, and it means that consumers now want more than just the delivery of goods and services—they expect companies and brands to deliver an...
Sales teams: Are you still sending out high-volume, impersonalized email blasts to potential customers? That’s no way to win and serve customers in today’s world. There has been a revolutionary shift...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may come to mind as well. But, taking hard shelled reptiles and one well-known masterpiece of a painting aside, there has never been a better example of the blending of science and art than in the creations of Leonardo Da Vinci, whose repertoire and accomplishments put most Nobel Prize winners to shame. He’s credited for...
When the name “Leonardo” is mentioned, most think of paintings such as the Mona Lisa. Or, for those of us born in the 80’s, the Teenage Mutant Ninja Turtle may come to mind as well. But, taking hard...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough variations to give individual customers exactly what they need. Even the simplest of tasks can be made challenging by the layers of administration and the demands of others in your own organization. It can feel overwhelmingly complicated. But, there is something that can help. One of the overarching benefits of Configure,...
Do you ever feel that running, or working for a business, has become a really complex operation? The things and services that are sold need to have enough variations to give individual...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals into a CPQ system, we referred to the audit trail that can be logged and generated by a well-designed CPQ system. The benefits don’t stop there. In this exploration into the real value of CPQ, let’s go a little deeper into the many ways CPQ can assist your organization’s auditability. If you are in an area of a business...
We previously touched on the importance of auditing pricing and deal construction processes. In our previous article on the benefits of putting your approvals into a CPQ system, we referred to the...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t get us wrong, we know that B2B selling is far more complex and grueling than it seems, but does it have to be? With the emergence of modern buyers, perhaps our strategies should change. Modern buyers It’s official, modern buyers are now less influenced by traditional sales and marketing techniques than ever, as well as...
How can you keep up to date? By now we all know that in B2B, the sales experience is a bit dated; Formalities, long processes and impersonal selling. Now don’t get us wrong, we know that B2B selling...
