leszek wilczak, oracle @ salesmixer 28.05.2014

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Modern Sales Sell More, Know More, Grow More

Leszek Wilczak Jak odpowiedzieć na nowe wyzwania w sprzedaży i marketingu? Oracle Direct 27 Maja 2014


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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 World‘s 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


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


something has

CHANGED

Empowered Customers Who are We Selling To?


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?


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.

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Sources:

CSO Insights Sales Performance Optimization 2013 Sell Cycle Review Analysis

Bain POV Future of B2B Sales


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

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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 performance 1

2

4

3

5


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 don’t know if using Oracle Sales Cloud could get any easier, for our initial users it has been an easy adoption. It’s almost as easy as using a consumer app.”

Easy to Use, Easy to Deploy, Easy to Adapt

Be an Agile Sales Organization


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


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”


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 Oracle’s cloud applications, including Oracle Sales, Human Capital Management, and ERP cloud services.”


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 prospect’s digital body language

Modern Selling Tools to Drive Demand across all Channels

“Oracle Sales Cloud will give them more visibility in the leads that we’re providing them. And it’s also going to measure how those leads turn into sales.”


Oracle’s 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

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


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 performance 1

2

4

3

5