Technology-innovation is disrupting traditional sales processes. The next wave of technologies centered on Artificial Intelligence (AI), Augment/Virtual Reality, Mobile, IOT and Self-Serve Analytics is poised to revolutionize B2B sales processes and will completely reshape how sales teams operate and interact with customers. Attend this session to learn how successful organizations can arm their teams with smarter digitally-enabled selling capabilities and proactively ready themselves for the intelligent marketplace of the future.

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

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Sales Execution In The Era Of
Digital Transformation
Name: Amit Manghani
Title: Senior Director, Product Management

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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.

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1 Sales Execution Challenges
2 Transformative Sales Execution
3 Oracle CX for Sales
4 Experience – Streamlined Sales Execution
5 Why Oracle
Agenda

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Sales Execution Challenges
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• 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

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The Digital Age is Transforming Sales Execution

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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
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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

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In the Digital Age, a Modern Approach to Sales
Execution is imperative for Sales Organizations
2

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Empower, Guide, Optimize
The Journey in Transformative
Sales Execution
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• 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

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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
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• 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
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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
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Oracle’s Sales Execution Solution
EMPOWER GUIDE OPTIMIZE
Oracle Delivers Streamlined Sales Execution3

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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

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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
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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

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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

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#Customer #Experience
– “Streamlined” Sales Execution
How do I increase revenue?
4

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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

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Focus for Best Results
• Close business faster by focusing on
the leads most likely to convert

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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

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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

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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

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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

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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

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Negotiate the Right Mix With
Ease
• Quickly and easily accommodate
changes to auto-generated
proposals and save time with
automated approvals

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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

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5
Why Oracle?
Connected Data
Connected Intelligence
Connected Experiences

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