Copyright 2015 Oracle and/or its affiliates. All rights reserved. 1

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2 Modern Sales Sell More, Know More, Grow More Atul Tuli, Sr. Sales Director Organization, Division or Business Unit Month 00, 2014

3 Empowered Customers Who are We Selling To? something has CHANGED

4 Empowered Customers Who are We Selling To? your customer has CHANGED Social Mobile Y-gen Self Discovery Buying Learning Targets Choice Value Expectation Information

5 CUSTOMERS HAVE CHANGED Empowered Customers Always Connected, Always Sharing, Always Aware social mobile millennial self discovery buying learning targets choice value expectation information Copyright 2014 Oracle and/or its affiliates. All rights reserved. 5

6 Modern Selling Imperatives Is Your Organization Prepared? 57% 57% 1 in 2 53% of purchase cycle complete before engaging with a supplier sales reps need to be re-trained or turned over of B2B customer loyalty is driven by the sales experience Sources: CEB, Bain POV Future of B2B Sales

7 Challenges in the Modern Selling Environment 1 Not Enough Pipeline Over 57% CSOs rate ability to incubate leads as a major concern Not Enough Selling Time Uneven Rep Performance Limited Insight 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. Sources: CSO Insights Sales Performance Optimization 2013 Sell Cycle Review Analysis Bain POV Future of B2B Sales

8 Modern Selling Imperatives Core Strategies to Improve Effectiveness With New Buyer 1 Knowledge is the only ticket to early buyer engagement 2 Sales must master modern selling techniques 3 New productivity paradigm: Everything is Mobile 4 Managers need to bring science to the art of selling

9 5 Drivers of a Successful Modern Sales Force Copyright 2014 Oracle and/or its affiliates. All rights reserved.

10 Modern Sales. A Brave New World. Driving the Successful Modern Sales Force Be Mobile & Prodctive Be Insight Driven Be Collaborative Be Effective Pipeline Builders Sell Faster & More Easily Staying productive on the move drives better sales results Working collaboratively means closing more sales, faster The more you know, the more effectively you can sell Use tools and resources to drive demand across all channels The easier your sales tools are to use, the better your results will be 10

11 Driving The Successful Modern Sales Force BE MOBILE AND PRODUCTIVE 11

12 The Current State Of Play Fragmented and unproductive selling 1/3 42% of sales rep time is spent selling of companies report CRM adoption of less than 75% Sources: 1- CSO Insights, Sales Performance Optimization McKinsey & Co, The Social Economy, Accenture, Connecting the Dots on Sales Performance,

13 Mobile, Productive Selling: Complete mobility drives sales results Modern, mobile tools help organizations Spend more time selling Collaborate in smarter ways Accelerate deals, and increase margins Analyze and manage in real time 13

14 Collaborate in Smarter Ways with deep application integration Collaborate better, and wider Team sell and collaborate on deals internal social networks Take advantage of integration with LinkedIn, Yahoo Newsfeed, etc. Show conversations in context, and organized by Mobile objects (e.g. Lead, Account, Contact, Household and custom objects) 14

15 Analyze and Manage in Real Time with anytime, anywhere sales insight Manage on the go Update activity, deal, and account information in real time from any device, anywhere Analyze/adjust forecasts Run What if scenarios and view the impact of pipeline changes 15

16 Driving The Successful Modern Sales Force BE INSIGHT DRIVEN 16

17 The Current State Of Play Poor insight leads to lost opportunities 52% 20% of forecasted deals in 2012 did not actually close Best in class companies use customer analytics 20% more than all the others Sources: CSO Insights 2013 Sales Performance Optimization Sell Cycle Review Aberdeen Group. State of the CEM Market,

18 The Challenge You re Up Against More data, from more sources and it s changing all the time 27% 16% of customer data will change this year Only 16% of sales reps are extremely prepared for a conversation with a buyer Sources: Oracle Analysis IDC, Sales Enablement and the Year of the Sales Rep,

19 The Insight-Driven Sales Force Bringing Science to Sales Four Principles of the Insight-Driven Sales Force 1. Use complete, accurate, and clean customer information 2. Use analytics to map out the best territories and rep coverage 3. Improve account penetration with precision white space analytics 4. Stay on top of pipelines and forecasts to maximize sales in a given period 19

20 Be Insight-Driven: Stay on top of pipelines and forecasts to maximize sales Successful sales teams: Build sales credibility with accurate forecasting Access and update forecast from mobile devices Get immediate notification of key forecast changes Analyze forecast variance and causes Run What if scenarios to determine impact 20

21 Driving The Successful Modern Sales Force BE COLLABORATIVE 21

22 The Current State Of Play Reps are struggling to succeed on their own 16% Only 16 per cent of sales reps are extremely prepared for a conversation with a buyer Source: IDC, Sales Enablement and the Year of the Sales Rep,

23 Why Collaboration Matters: Faster, more successful selling 2x 90% 28hrs Potential value from better enterprise collaboration compared with other social technology benefits Proportion of companies reporting business benefit from adopting social Per week spent by rep writing s, searching for information and collaborating internally Sources: McKinsey & Co., The Social Economy- Unlocking Value and Productivity through Social 23

24 Driving The Successful Modern Sales Force BE EFFECTIVE PIPELINE BUILDERS 24

25 The Current State Of Play Ineffective engagement and missed opportunities 50% 60% 82% Leads never result in an initial discussion with a customer Of companies still lack a common definition of a qualified lead Of sales leaders not directing service reps to cross sell and upsell opportunities Accenture, Top-Five Focus Areas for Improving Sales Effectiveness Initiatives,

26 The Huge Advantage for those who transform the way they sell 50% 1/10th 75% more sales-ready leads when companies excel at lead nurturing Sales increase by matching right value proposition and channel to the right segments at right time Cost of Social Media vs. Traditional TV Campaign for Ford Fiesta Launch (same demand achieved) 1. Forrester, via The Proven Technique for Generating 50% More Qualified B2B, Bain,How leaders get the most out of their sales force, Bain, Putting social media to work,

27 Driving The Successful Modern Sales Force Sell Faster Sell Easy 27

28 Sell Faster and More Easily Challenges 44% 45% 41% Reported user adoption as a key reason for failure of CRM initiative Of cloud decisions are now being made by business managers rather than IT Of organizations said that reduced time to market was the prime driver for moving to cloud Sources: 1. Forrester, How to Succeed with CRM: Critical Success Factors 2. CapGemini, Business Cloud The State of Play Shifts Rapidly 28

29 Look to the Cloud Quick to get going Powerful analytics Mobile-first For Modern, Success-Enhancing Sales Tools Improved end-user adoption Easy collaboration 29

30 Oracle s Complete Solution Web Mobile Social In-Store Contact Center Field Sales Direct Sales Channel Oracle Social Cloud Oracle Marketing Cloud Oracle Commerce Cloud Oracle CPQ Cloud Oracle Sales Cloud Oracle Service Cloud Globalizations and Statutory Localizations Integrated Customer Experience Foundation Social Network Mobile Analytic KPIs & Dasboards Predictive Analysis Integrations 30

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