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Wednesday Dec 12, 2012
By Charles Knapp on Dec 12, 2012
Sales says, "Marketing doesn’t deliver enough qualified leads. So, we generate 90% of our own leads." Meanwhile, Marketing says, "We generate most of the leads. But, Sales doesn’t contact them quickly enough, while the lead is still interested." According to Sirius Decisions:
- Up to 90% of leads never make it to closure
- Sales works on only 11% of the leads supplied by Marketing
- Only 18% of the leads Sales accepts convert to opportunities
- Yet, 45% of prospects typically buy a product from someone within 12 months
The root cause of these commonplace complaints is a disconnect between the funnels of marketing and sales. Unfortunately, we often see companies with an assortment of poorly integrated marketing tools. It takes too long and too many people to move the data around, scrub it, upload it from one system to another, and get it routed to the right sales teams. As a result, leads fall through the cracks, contextual information is lost, and by the time sales actually contacts a customer it may be too late.
Sales automation alone is not enough. Marketing automation (including social) is not enough. Sales and Marketing must work together. It’s time to connect the silos of marketing and sales pipelines and analytics. It’s time for integrated Sales and Marketing automation.
Integrated pipelines improve lead quality and timeliness. Marketing systems can track a rich set of contextual information about a prospect–self-disclosed information about interests, content viewed, and so on. This insight can equip the sales rep with rich information to make a face-to-face conversation more relevant and more likely to convert to the next stage in the sales process.
Integrated lead to revenue (LTR) management provides end-to-end visibility, enabling the company to measure what is working. Marketing can measure its impact on revenue and other business outcomes, and sales can harness and redirect marketing investments to areas where they most help achieve sales objectives. It’s a win-win play. Marketing delivers more leads that are qualified, cuts cost per lead, and demonstrates a strong Return on Marketing Investment (ROMI). Sales spends more time with warm leads and less time on cold calls, achieves higher close rates, and delivers more revenue.
Learn more by attending our Integrated Sales and Marketing session at the upcoming CloudWorld conferences. Or, visit our Sales and Marketing Cloud Service site for videos and other learning resources.
Thursday Dec 06, 2012
By Samantha.Y. Ma on Dec 06, 2012
By Allison Kutz, Lindsay Richardson, and Jennifer Rossbach, Sales ConsultantsLess than three years ago, Apple introduced a new concept to the world: The Tablet. It’s hard to believe that in only 32 months, the iPad induced an entire new way to do business. Because of their mobility and ease-of-use, tablets have grown in popularity to keep up with the increasing “on the go” lifestyle, and their popularity isn’t expected to decrease any time soon. In fact, global tablet sales are expected to increase drastically within the next five years, from 56 million tablets to 375 million by 2016.
Tablets have been utilized for every function imaginable in today’s world. With over 730,000 active applications available for the iPad, these tablets are educational devices, portable book collections, gateways into social media, entertainment for children when Mom and Dad need a minute on their own, and so much more. It’s no wonder that 74% of those who own a tablet use it daily, 60% use it several times a day, and an average of 13.9 hours per week are spent tapping away.
Tablets have become a critical part of a user’s personal life; but why stop there? Businesses today are taking major strides in implementing these devices, with the hopes of benefiting from efficiency and productivity gains. Limo and taxi drivers use tablets as payment devices instead of traditional cash transactions. Retail outlets use tablets to find the exact merchandise customers are looking for. Professors use tablets to teach their classes, and business professionals demonstrate solutions and review reports from tablets.
Since an overwhelming majority of tablet users have started to use their personal iPads, PlayBooks, Galaxys, etc. in the workforce, organizations have had to make a change. In many cases, companies are willing to make that change. In fact, 79% of companies are making new investments in mobility this year. Gartner reported that 90% of organizations are expected to support corporate applications on personal devices by 2014.
It’s not just companies that are changing. Business professionals have become accustomed to tablets making their personal lives easier, and want that same effect in the workplace. Professionals no longer want to waste time manually entering data in their computer, or worse yet in a notebook, especially when the data has to be later transcribed to an online system.
The response: the Bring Your Own Device phenomenon. According to Gartner, BYOD is “an alternative strategy allowing employees, business partners and other users to utilize a personally selected and purchased client device to execute enterprise applications and access data.” Employees whose companies embrace this trend are more efficient because they get to use devices they are already accustomed to.
Tablets change the game when it comes to how sales professionals perform their jobs. Sales reps can easily store and access customer information and analytics using tablet applications, such as Oracle Fusion Tap. This method is much more enticing for sales reps than spending time logging interactions on their (what seem to be outdated) computers. Forrester & IDC reported that on average sales reps spend 65% of their time on activities other than selling, so having a tablet application to use on the go is extremely powerful. In February, Information Week released a list of “9 Powerful Business Uses for Tablet Computers,” ranging from “enhancing the customer experience” to “improving data accuracy” to “eco-friendly motivations”. Tablets compliment the lifestyle of professionals who strive to be effective and efficient, both in the office and on the road.
Three Things Businesses Need to do to Embrace BYOD
- Make customer-facing websites tablet-friendly for consistent user experiences
- Develop tablet applications to continue to enhance the customer experience
- Embrace and use the technology that comes with tablets
Almost 55 million people in the U.S. own tablets because they are convenient, easy, and powerful. These are qualities that companies strive to achieve with any piece of technology. The inherent power of the devices coupled with the growing number of business applications ensures that tablets will transform the way that companies and employees perform.
Thursday Jul 26, 2012
By Tony Berk on Jul 26, 2012
McKesson Corporation, currently ranked 14th on the FORTUNE 500, is a healthcare services and information technology company dedicated to making the business of healthcare run better. McKesson partners with payers, hospitals, physician offices, pharmacies, pharmaceutical companies and others across the spectrum of care to build healthier organizations that deliver better care to patients in every setting. McKesson helps its customers improve their financial, operational, and clinical performance with solutions that include pharmaceutical and medical-surgical supply management, healthcare information technology, and business and clinical services.
In the video below, McKesson discusses how they completed a quick, complex upgrade from Siebel 7.8 to 8.1, which resulted in improved performance and increased efficiency in sales and business development.
Thanks to Tony and Sreeman for sharing this success story! To learn about Siebel and other Oracle CRM solutions, please click here.
Thursday May 24, 2012
By Divya Malik on May 24, 2012
A few days ago, Oracle unveiled the availability of RightNow Cloud Service integrated with our Fusion CRM products. With this integration, sales reps now have more visibility into service interactions and can better sell and service their customers.
“Every interaction is a relationship opportunity to grow your business. When these interactions are relevant and add value for customers, customers are more likely to trust the relationship and seek purchase advice,” said David Vap, group vice president, Oracle. “This customer trust provides an opportunity to increase customer product adoption and to reduce the cost of customer acquisition, thereby increasing company profitability.”
For more information about RightNow Cloud Service and Oracle Fusion CRM:
Tuesday May 01, 2012
By Charles Knapp on May 01, 2012
Oracle is proud to be a Platinum sponsor of the ICMI's Annual Call Center Exposition taking place May 8-9, 2012 in Seattle, WA – "The Global Gathering for the Contact Center Community." Visit Oracle in booth #505 to learn more about Oracle RightNow Web Experience, Oracle RightNow Contact Center Experience, Oracle RightNow Social Experience and Oracle Social Network, Oracle Knowledge Management, Siebel Field Service, Siebel Warranty Management, and Desktop Virtualization.
Also, don't miss this important Oracle-led education session: YOU and the CUSTOMER – The Winners are Defined by Great Customer Experience, featuring Brian Curran, Vice President, Oracle Customer Experience Strategy, Wednesday, May 9th from 10:15 a.m. - 11:00 a.m. Brian will explain why leading companies are investing in customer experience (CX) solutions that enrich all interactions between a customer and your company. He will discuss how CRM, Service, and Commerce solutions can be combined to create a great customer experience which accelerates new customer acquisition – maximizing customer retention, improving operational efficiency and increasing total sales.
For more information or to register for the conference please click here.
Sunday Apr 22, 2012
By Charles Knapp on Apr 22, 2012
Eliminate the guesswork in your sales organisation by joining Customer Concepts TV, 24 April, 11am CET / 10am BST. Strategies will be examined to help you make the most out of your CRM implementation. Watch this video for more information:http://bit.ly/HzejFT
Friday Apr 20, 2012
By Charles Knapp on Apr 20, 2012
Selling is the lifeblood of every business. In the past, companies would increase headcount to boost sales. In today’s business environment, companies need to re-evaluate the way in which they sell. Sales and marketing organisations must optimize performance, increase team productivity and focus on the best opportunities.
Oracle Fusion CRM has been specifically designed with tools to help sales and marketing teams improve efficiency and drive revenue. Territory modeling and management, quota and commission management, collaborative features, real-time customer information and mobile device integration are just some features incorporated.
Join us on Customer Concepts TV as we aim to help you find the right strategy for your enterprise. Whether you already have a CRM solution in place or are looking for the next level of CRM implementation, this online TV show will give you very practical advice that can help you to make the most out of your CRM implementation.
Register now to preview the show and reserve your spot for this exclusive, live-stream event. Customer Concepts TV comes to you on 24 April, 11am Central European Time / 10am BST.
Sell smarter with Fusion CRM in the cloud.
Thursday Apr 19, 2012
By Divya Malik on Apr 19, 2012
We wanted to give them access to complete information about the customer and about other similar customers when they were selling individually or as a team, and also later when they were updating the CRM system.
Since there is always a disconnect between sales and marketing, aligning the sales organization with the marketing organization becomes very critical because often there is a marketing pipeline focused on leads that's not connected to the selling pipeline that's focused on opportunities.
Finally, we wanted to make it easy to use, easy to configure and easy to deploy. Following years of research, we analyzed the basic tasks that sales and marketing teams perform, and we've been able to cut out, on average, about 27% of the time it takes to complete the most common tasks within a CRM system.
To read more about how we think of CRM and how YOU can improve Sales Productivity within your organizations read this white paper.
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