leszek wilczak, oracle @ salesmixer 28.05.2014

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Presentation of Leszek Wilczak, Oracleat Salesmixer 28.05.2014

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  • 1. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Modern Sales Sell More, Know More, Grow More Leszek Wilczak Jak odpowiedzie na nowe wyzwania w sprzeday i marketingu? Oracle Direct 27 Maja 2014
  • 2. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Safe Harbor Statement The following is intended to outline our general product direction. It is intended for information purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or functionality, and should not be relied upon in making purchasing decisions. The development, release, and timing of any features or functionality described for Oracles products remains at the sole discretion of Oracle. 3
  • 3. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Trends Driving Modern Sales Approach GLOBALIZATION 9 Billion Internet Devices in 2012 50 Billion by 2020 DATA EXPLOSION 90% Created within Last Two Years 50X Growth by 2020 RISE OF MOBILITY 6 Billion Mobile Subscribers 87% of Worlds Population Mobile Data Growing 78% CAGR SOCIAL IS BUSINESS Consumers Driving Experience 26% Post negative comments 86% Now stop doing business 94% Will pay more for great experience MODERNIZE TO SURVIVE Lots of 20 year-old Legacy Applications Sources: United Nations / International Telecommunications Union, internetworldstats.com IDC/EMC 2011 Digital Universe Study, 2010 Digital Universe Decade Study, Data Evolution Sept 2011, CSC's Leading Edge Forum, Portio Research Mobile Factbook 2012
  • 4. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Customers Are Taking Control Mass media Internet/1:1 Social/Mobile Customer Power and Choice Company Power and Voice Companies must now staff-up new channels Traditional media owners ceding power to the consumer
  • 5. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | something has CHANGED Empowered Customers Who are We Selling To?
  • 6. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Empowered Customers your customer has CHANGED Social | Mobile | Y-gen | Self Discovery | Buying | Learning | Targets | Choice | Value | Expectation | Information Who are We Selling To?
  • 7. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | 53% Modern Selling Imperatives 1 in 2 sales reps need to be re-trained or turned over of B2B customer loyalty is driven by the sales experience of purchase cycle complete before engaging with a supplier 57%57% Sources: CEB, Bain POV Future of B2B Sales Is Your Organization Prepared?
  • 8. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Challenges in the Modern Selling Environment Not Enough Pipeline Not Enough Selling Time Uneven Rep Performance Limited Insight Over 57% CSOs rate ability to incubate leads as a major concern 1/3 of reps time is spent selling. Required tasks prevent reps from selling. 60% of sellers lack a strong understanding of their differentiation vs. competitors Deal closes are forecasted wrong 50% time. 1 2 3 4 Sources: CSO Insights Sales Performance Optimization 2013 Sell Cycle Review Analysis Bain POV Future of B2B Sales
  • 9. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Modern Selling Imperatives Core Strategies to Improve Effectiveness With New Buyer Knowledge is the only ticket to early buyer engagement Sales must master modern selling techniques New productivity paradigm: Everything is Mobile Managers need to bring science to the art of selling 1 2 3 4
  • 10. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Sell More, Know More, Grow More Modern Sales in the Cloud Fast & Easy Easy to deploy, easy to use, easy to adapt Mobile & Productive Complete mobility drives sales results Insight Driven Pipeline Building Modern selling tools to drive demand across all channels Collaborative Integrated communication, coaching and team selling drive productivity Powerful analytics optimize sales performance1 2 4 3 5
  • 11. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Fast & Easy Improved end user adoption with no training Tailored for competitive advantage- your processes, your CRM, your way Streamlined and efficient processes through pre-built integrations Rapid deployments, continuous innovation, and lower TCO I dont know if using Oracle Sales Cloud could get any easier, for our initial users it has been an easy adoption. Its almost as easy as using a consumer app. Easy to Use, Easy to Deploy, Easy to Adapt Be an Agile Sales Organization
  • 12. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Mobile & Productive Sell anywhere, anytime, any device More selling time with fully mobile solution Improve deal velocity and margin through integrated pricing, quoting and contracts Enhanced productivity through deep integration with modern mobile apps Update pipeline, forecasts, and key accounts Manage your business on the go "We are seeing 50% improvement in our product penetration. Complete Mobility drives Sales Results
  • 13. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Insight Driven Bringing Science to Sales Management Complete, accurate, and clean customer information Optimize results with integrated sales performance management Improve account penetration with precision white space analytics More timely and actionable forecasts Manage Your Business through Powerful Analytics We have data integrity and data quality across all our accounts and customer information
  • 14. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Collaborative Grow More Rainmakers in your Org Intelligent coaching built into the sales process Faster and effective execution through social collaboration Complex and complete account management Integrated Communication, Coaching and Team Selling drive Productivity Oracle Social Network is tightly integrated with Oracles cloud applications, including Oracle Sales, Human Capital Management, and ERP cloud services.
  • 15. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Pipeline Building Engage & Influence Prospects Early Know what to sell with upsell and cross-sell recommendation engine Generate leads with targeted, cross-channel campaigns Find more buyers through social Know your prospects digital body language Modern Selling Tools to Drive Demand across all Channels Oracle Sales Cloud will give them more visibility in the leads that were providing them. And its also going to measure how those leads turn into sales.
  • 16. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracles Cloud Leadership 21,500,000+ End Cloud Users 13 Global Data Centers 2+ Billion Cloud Transactions per Day Cloud Customers in 180+ Countries 34 Languages 10,000+ Cloud Enterprise Customers 2,100+ Cloud CX Customers
  • 17. Copyright 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential Internal/Restricted/Highly Restricted 18 The Complete Solution Oracle Social Cloud Oracle Marketing Cloud Oracle Sales Cloud Oracle Commerce Cloud Oracle Service Cloud Oracle CPQ Cloud Integrated Customer Experience Foundation Integrated Customer Experience Foundation Social Network Mobile Analytic KPIs & Dashboards Predictive Analytics Integrations Globalizations and Statutory Localizations Web Mobile Social In-Store Contact Center Field Service Direct Sales Channel