Sales Execution in the Era of Digital Transformation - Amit Manghani, Oracle
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The document outlines the challenges of sales execution in the digital age, highlighting the need for transformative solutions. It discusses Oracle's approach to streamline sales execution through data-driven insights, prescriptive selling, and automation to enhance customer engagement and improve deal closure rates. Key recommendations include empowering sales teams with qualified leads, providing actionable guidance, and optimizing product offerings based on customer needs.
Sales Execution in the Era of Digital Transformation - Amit Manghani, Oracle
- 1. KEYNOTE Amit Manghani@PitchKitchen | greg@pitchkitchen.com SENIOR DIRECTOR, SALES CLOUD PRODUCT MANAGEMENT ORACLE LOS ANGELES, CA ~ JUNE 14 – 15, 2017 | SALESSUMMITWEST.COM #SalesSummitWest Sales Execution in the Era of Digital Transformation
- 2. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Sales Execution In The Era Of Digital Transformation Name: Amit Manghani Title: Senior Director, Product Management
- 3. Copyright © 2017, 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 Oracle’s products remains at the sole discretion of Oracle.
- 4. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 1 Sales Execution Challenges 2 Transformative Sales Execution 3 Oracle CX for Sales 4 Experience – Streamlined Sales Execution 5 Why Oracle Agenda
- 5. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Sales Execution Challenges Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | • Heavily reliant on manual data entry and user-initiated information retrieval • Customer information is scattered across a number of different systems - disjointed view of the customer • A significant amount of time is spent chasing leads that have low probability of closing • Limited visibility into the health of the pipeline. Lack confidence whether existing pipe is sufficient to meet quota targets 1
- 6. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal 6 The Digital Age is Transforming Sales Execution
- 7. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal/Restricted/Highly Restricted 7 Trends in B2B Sales Only 10% of B2B buyers feel that sellers frequently understand their business and where they can provide value In 2017, investments in AI will triple as firms work to convert customer data into personalized experiences By 2020, 57% of business buyers will switch brands if a company does not anticipate their needs 86% Increase in Purchase Ease driven by a proactive, prescriptive approach 7Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
- 8. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Leading Sales Organizations are embracing Digital Disruption • Leveraging predictive insights to anticipate and meet the needs of their customers • Utilizing algorithm-driven prescriptive selling to drive effective buyer engagement • Using conversational agents to automate manual sales actions • Employing advanced analytics to gain instant visibility into the health of the pipeline
- 9. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | In the Digital Age, a Modern Approach to Sales Execution is imperative for Sales Organizations 2
- 10. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Empower, Guide, Optimize The Journey in Transformative Sales Execution Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | • Empower sales with highly qualified leads & deep insights to proactively deliver personalized engagement • Guide sales on the next best actions to aggressively drive sales deals • Prescribe optimal solution to expedite deal closure
- 11. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Empower Sales Drive proactive engagement based on complete information • Deliver leads with high propensity to close • Provide deep customer insights to tailor and optimize interactions • Arm with relevant recommendations to more readily meet customer needs Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
- 12. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | • Deliver “contextual coaching” on what to do next to push a deal forward Streamline execution with proactive guidance Guide Sales Execution • Offer prescriptive advice on what actions are needed to meet quota targets • Surface prescriptive recommendations based on a deal’s health relative to other close-won Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
- 13. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Optimize Selling Win business with right solution • Recommend optimal product mix while maximizing payout • Adapt proposed product mix to align with changing customer needs • Deliver personalized offers at the right time to entice additional purchases Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
- 14. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Oracle’s Sales Execution Solution EMPOWER GUIDE OPTIMIZE Oracle Delivers Streamlined Sales Execution3
- 15. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 15Copyright © 2016, Oracle and/or its affiliates. All rights reserved. | Empower Sales Reps to Engage Smarter • Orchestrates single view of the customer’s interactions from all channels • Learns from customer behaviors, preferences and sentiments to optimize customer interactions • Identifies the hottest leads to pursue based on optimized lead scoring • Automation prioritizes “to-do” tasks including coordination of the deal team and scheduling of appointment
- 16. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Deliver Targeted Engagement • Smart Call Points provides real- time insights into profile changes, current events and new items to influence customer interaction • Chatbots (powered by smart scripts) as part of Digital Sales Experience address customer questions at their convenience Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |
- 17. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal/Restricted/Highly Restricted 17Copyright © 2017, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal/Restricted/Highly Restricted 17 Guide Sales Reps to Drive Deals • Opportunity guidance provides coaching across sales cycle ensuring goals are met • Next best sales action advices on the next best steps to guard action revenue shortfall • “Automatic Lookalike Accounts” identifies new accounts within the territory to ensure robust pipeline exists for attaining sales goals
- 18. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | Confidential – Oracle Internal/Restricted/Highly Restricted 18Copyright © 2017, Oracle and/or its affiliates. All rights reserved. Confidential – Oracle Internal/Restricted/Highly Restricted 18 Ensure Optimal Mix • Prescribes the optimal product mix while maximizing payout • Advices on next best at the most opportune moment for cross-sell/up- sell • Automatically detects customer’s asks and refines product mix
- 19. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 19 #Customer #Experience – “Streamlined” Sales Execution How do I increase revenue? 4
- 20. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 20 Faster Time to Insight • Understand the customer better through a real time visual 360 view • Communicate more effectively with knowledge of customer need and auto-suggested on-target solutions
- 21. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 21 Focus for Best Results • Close business faster by focusing on the leads most likely to convert
- 22. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 22 Sell Smarter Armed with the Right Information • Close deals faster by identifying and addressing key decision makers and influencers • Save sales rep time by automating mundane tasks
- 23. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 23 Real Time Awareness • Stay better informed with alerts on the latest customer news and activity • Deliver more relevant, personalized attention with recommended content • Automatically capture “to-do” tasks on calendar, saving time
- 24. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 24 Right Time Intelligence • Keep deals moving forward to close by acting upon real-time deal status at a glance • Prevent quota shortfalls and achieve targets with recommended optimal mix of deals to close to fill gaps
- 25. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 25 Orchestrate Deal Flow • Close deals consistently by applying contextual coaching and next best action tips • Meet or beat quotas with auto- reordering mix of deals to work first
- 26. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 26 Right Offer, Right Time, Right Result • Close faster by employing analysis of optimal product, price, discount mix • Maximize deal value with cognitive “right-time” cross-sell/up-sell
- 27. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 27 Negotiate the Right Mix With Ease • Quickly and easily accommodate changes to auto-generated proposals and save time with automated approvals
- 28. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 28 Prime the Pipe • Proactively monitor pipe to resolve potential “at risk” deals • Secure future sales success by mining for “Lookalike” accounts to create more high-probability pipe
- 29. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |Copyright © 2017, Oracle and/or its affiliates. All rights reserved. | 29 5 Why Oracle? Connected Data Connected Intelligence Connected Experiences
- 30. Copyright © 2017, Oracle and/or its affiliates. All rights reserved. |