My shot at Implementing Sales 2.0

I have been asked to attend a Six Sigma Event around the new Oracle On Demand CRM we are implementing at my company. We aren’t going live until the fall (if then) but my company seems to be doing the right thing by actually inviting sales to the table for the scoping process. As many who follow this blog know – I am advocate of the Sales 2.0 concept; perhaps even a zealot.

Oracle On-Demand as a few cool tools that I am excited to learn more about, such as the Social CRM applications around sharing and scoring content. Most of my experience, however, with CRM implementation comes from Salesforce.com. When I worked at the Complex Sale, Inc., we had an application for opportunity management located on the App Exchange. That made the implementation process quite literally seamless. White Springs, the company that makes The Complex Sale’s App, also has pre-built integration with Oracle as well.

Oracle lists their feature partners on their website.

Inside View: I am very excited about offering my opinions on integrating the Inside View applications to our CRM instance. As stated on previous blogs, we employ a third party to set appointments from the West Group. They do a great job and allow us to focus on selling rather than prospecting. However, when we do get the appointment set – we need to be as prepared as possible. I tell my team they need to research five aspects of their prospect to be best prepared for a first call.

1. Industry
2. Company
3. Individual
4. Title
5. Geography

Inside View gives this data, pre-packaged on a company by company basis, embedded inside of the account tab inside of the CRM. It sours the blogs for triggering events, LinkedIn for the prospects themselves, and provides in-depth data on the company. It is a one stop shop for first call preparation – inside of the CRM.

Kadient: One of the first things I did as a new sales manager was to institute a Best Practices Sales Cycle for my team. This is the process of collaborating and documenting the client-facing milestones and tasks needed to successfully move a prospect to signature. I put the deliverable of this process on an excel spreadsheet. All my reps are expected to have a specific BPSC spreadsheet for every opportunity they have to show progress. The byproduct of this process is a common sales process, expectation, and vernacular.
The cells that comprise the BPSC spreadsheet are linked to other tabs inside of the excel document. These additional tabs share greater detail, links to other information, and templates.

Kadient takes this idea and integrates it inside of the CRM where quite frankly it should be. Kadient will attach the BPSC or playbook to the opportunity record where the rep can go for direction specific to the type of opportunity. The functionality gives a rep sales messaging that’s battle tested, competitive information, or PPT templates that have won business. Better yet, from a sales manager’s perspective, I can get a better line of sight into the deals I am forecasting and trends for training purposes.
I will keep you posted on my success in getting these tools integrated in the Oracle On-Demand.

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