I remember sitting down with my team last year to plan our end-of-the-year customer webinar, where we’d look back at the highlights of 2019 and talk about where...
I remember sitting down with my team last year to plan our end-of-the-year customer webinar, where we’d look back at the highlights of 2019 and talk about where we, as a product team, would invest in 2020. It was a normal year that followed a regular structure. But when we jumped on Zoom to plan for this year’s webinar, we knew the normal formula was not going to work. 2020 was… a lot. But I don’t need to tell you that. We all lived through it together. So, let’s skip the...
I remember sitting down with my team last year to plan our end-of-the-year customer webinar, where we’d look back at the highlights of 2019 and talk about where we, as a product team, would invest in...
Aon, a leading global professional services firm providing a broad range of risk, retirement, and health solutions, wanted to raise its sales IQ by...
Aon, a leading global professional services firm providing a broad range of risk, retirement, and health solutions, wanted to raise its sales IQ by consolidating its vast array of point technology solutions into centralized tools in order to have a better grasp of its client information and enabling the company to automate processes as much as possible. By choosing a collection of solutions from Oracle, including Oracle CX Cloud, Analytics, Oracle Sales, and Autonomous...
Aon, a leading global professional services firm providing a broad range of risk, retirement, and health solutions, wanted to raise its sales IQ by consolidating its vast array of point technology...
In the recent research report Getting Past the Breaking Point of Yesterday’s CRM, 98% of the sellers surveyed admitted they wish they had super powers to help...
In the recent research report Getting Past the Breaking Point of Yesterday’s CRM, 98% of the sellers surveyed admitted they wish they had super powers to help them accomplish their day-to-day duties. It’s likely that if you’re a seller in 2021, you feel the same way due to shifting to an entirely new mode of virtual selling. Virtual selling is about more than video presentation tips or learning to use Zoom. Consider these three recommendations for building better engagement...
In the recent research report Getting Past the Breaking Point of Yesterday’s CRM, 98% of the sellers surveyed admitted they wish they had super powers to help them accomplish their day-to-day duties. ...
There’s a lot that can be said about COVID-19 and how it’s upended our lives, especially for those of us accustomed to regular business travel. However, without...
There’s a lot that can be said about COVID-19 and how it’s upended our lives, especially for those of us accustomed to regular business travel. However, without it, we likely wouldn’t have gotten the CX Virtual Summit, which brought us hours of educational content on the importance of leveraging data to maximize every customer interaction, and what role new technologies can play in supporting that effort. What made this latest summit on Responsive Selling in the Experience...
There’s a lot that can be said about COVID-19 and how it’s upended our lives, especially for those of us accustomed to regular business travel. However, without it, we likely wouldn’t have gotten the...
Channel sales are more important than ever. A study from Accenture found that 80% of Chief Sales Officers attribute over 50% of their annual revenue to...
Channel sales are more important than ever. A study from Accenture found that 80% of Chief Sales Officers attribute over 50% of their annual revenue to channels. That number ties directly into your bottom line, and if any part of your channel operations is experiencing hiccups, you and your partners might be leaving money on the table. A comprehensive Partner Relationship Management (PRM) solution that manages the entire partner lifecycle is the lynchpin to an effective and...
Channel sales are more important than ever. A study from Accenture found that 80% of Chief Sales Officers attribute over 50% of their annual revenue to channels. That number ties directly into...
How does a 75-year-old company known for selling printers in-person transform its traditional inside sales organization into a high-performing, digital team...
How does a 75-year-old company known for selling printers in-person transform its traditional inside sales organization into a high-performing, digital team that thrives in the world of “virtual selling?” At the recent Oracle CX Virtual Summit, Katrina Gosek, Oracle VP of Product Strategy, spoke with Samantha Mohr, the VP of Inside Selling at Ricoh, the Tokyo-based multinational imaging and electronics company. As they discussed the changing trends Samantha had seen in her...
How does a 75-year-old company known for selling printers in-person transform its traditional inside sales organization into a high-performing, digital team that thrives in the world of...
Since direct sales channels involve higher fixed costs, is now the right time to double down on indirect sales channels? Since March of 2020, the way we sell...
Since direct sales channels involve higher fixed costs, is now the right time to double down on indirect sales channels? Since March of 2020, the way we sell dramatically changed. According to McKinsey, “Almost 90 percent of sales have moved to a videoconferencing(VC)/phone/web sales model.” With inside sales becoming the new norm, companies are now beginning to see the financial benefits: according to Internal Results, inside sales reduces selling costs by 40-90%. So why...
Since direct sales channels involve higher fixed costs, is now the right time to double down on indirect sales channels? Since March of 2020, the way we sell dramatically changed. According...
I've moved twice in the last six months and three times in the last three years. Two of those were cross-country moves. Now, I like to think I’m a relatively...
I've moved twice in the last six months and three times in the last three years. Two of those were cross-country moves. Now, I like to think I’m a relatively smart and highly-organized person. Yet, I can promise you that no matter how perfectly I planned for those three moves, how meticulously I labeled boxes, or how thoughtfully I grouped similar possessions together, it still took me forever to sort through the chaos at the other end. If you've ever moved, you understand....
I've moved twice in the last six months and three times in the last three years. Two of those were cross-country moves. Now, I like to think I’m a relatively smart and highly-organized person. Yet,...
Recently, Oracle partnered with Denis Pombriant, founder of Beagle Research Group and prominent CRM analyst, to unearth the perspective of more than 500 sellers...
Recently, Oracle partnered with Denis Pombriant, founder of Beagle Research Group and prominent CRM analyst, to unearth the perspective of more than 500 sellers in the U.S. 90% of those sellers reported that parts of their jobs take longer than they should, and one of the top culprits was entering notes in their CRM. The respondents also let us know that they take sales calls in very unlikely places, and because of that, they need tools which support them: On vacation (50%)...
Recently, Oracle partnered with Denis Pombriant, founder of Beagle Research Group and prominent CRM analyst, to unearth the perspective of more than 500 sellers in the U.S. 90% of those sellers...
