Oracle Sales Cloud Info

What to Consider When Implementing StratusLite

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Ready to get started with Stratuslite? Whether you are starting with Oracle Sales Cloud or Oracle Eloqua (or both!) we are excited to have you and can’t wait to see your progress in a few weeks. With every project there is always the question – well…how do we get started? Here is what you need to consider as you prepare for implementation.

Are you implementing Oracle Sales Cloud as your new CRM?

What data do you need for your organization?

Consider the fields of importance: Accounts, Opportunities and Contacts. What information do you need to know? What information do you already know? And what information is critical to move the lead closer to close? We always coach our clients to export their current data from their existing CRM to see how much of it is actually beneficial to keep. Does your team capture estimated revenue more than an industry field? Is ‘industry field’ a necessary field you need as a manger but your team isn’t inputting anything? Consider these variables as you decide what is critical for your CRM layout. But do not worry. Be sure to attend our ‘Fields and Layouts’ training to understand the best practices when determining what is necessary when you are building your system layout.

How can you determine success with the data?

A secondary question to empower you in taking the next steps with data in your system is determining how you want to measure the business and define success. There are plenty of reports out there which can help guide you and give you that “gut” feeling that you are doing well, but now is the time to consider – what does YOUR organization need in order to report accurately? Do you need to understand what is in your pipeline 6 months in advance so you can allocate resources properly? Do you need to understand how long a contract is taking and why it may be taking longer to get signed? Talk to your sales team about what they need to be successful. Maybe they need to understand what is a better opportunity based on marketing? What about the quality of your pipeline? Your data can be compiled in many ways to answer these questions, but the ultimate question is – what data is necessary to answer this question: what metrics do you need to know to determine if your team (and organization) is successful?

Have you written your sales process down?

Many organizations come to us and explain their sales hierarchy and the process in which they acquire new business. Our first question is always this – have you written it down? Have you looked to see who owns what within your process? Are there any gaps in it? As you start your new system, you’ll want to consider what this means from a process standpoint. Once you have written this down, it will make the opportunity creation process within Oracle Sales Cloud much easier. When in doubt, go back to your process before looking at the technology. Remember, the technology is there to aid and support you and your team but the process is built by the people. Check out our opportunity training as a StratusLite customer to get some ideas if you do not have this process “written down.”

Are you implementing Oracle Eloqua for marketing automation?

Do you have existing campaigns which need to be migrated?

First and foremost, if you have current campaigns running, it is time to audit them. This is, in some ways, like spring cleaning! Evaluate your current campaigns by reviewing metrics to see what has been successful and what hasn’t. Determine through these reports if campaigns should be migrated. Look at open and engagement rates to see if there could be improvements.

Once your campaigns have been audited, take this list and “add a column” to your list and answer this question- what triggers a response to initiate this campaign? Can it be automated? Think about what campaigns can be automated and what the trigger is for a customer/prospect to enter the campaign. Once you know what this trigger point is, you have your next step on how you can automate everything instead!

What type of forms do you have online which could create some type of automation for your new prospects?

With any new (and, in this case, improved) marketing automation system, you should consider how new prospects receive information about your organization or offers that might be available to those prospects. Unidentified prospects are entering your digital properties and are looking for more information from you more than ever before. Make sure to evaluate the next step a prospect would take if they were convinced by your digital properties that they needed you! Some questions to consider for your web forms would be things like – how quickly can my prospect enter information? How much information do I need from the prospect to understand their needs? How quickly does the prospect complete the form and can I make it faster to complete?

What type of marketing activity creates a Marketing Qualified Lead?

In addition to web forms, we know you have other ways of finding and entering a new lead. Whether it’s at a tradeshow, an event at your office, a meet and greet with the CEO or a downloadable white paper, Eloqua can store this information and create a lead score to generate information on what defines a Marketing Qualified Lead. One suggestion we recommend our clients consider is what creates a marketing qualified lead for their sales team. Sometimes, MQL’s are created by one action like a web form submission, and in other scenarios a MQL can be created after three or more offline activities from a trade show. Make sure to take some time outside of the technology to determine what your sales team needs to define and convert a lead and what this means as a defined prospect in your pipeline before diving into the technology.

 

Getting started with a new project can be hectic, but it doesn’t have to be! Hopefully this will get you asking the right questions to ensure that you have everything planned out before incorporating the technology. Be on the lookout for more articles to come in the following weeks on how to leverage some best practices with your StratusLite package.

 

How Sales Can Leverage Marketing Data

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Some organizations do not utilize outbound marketing.   Others use a “spray and pray” approach and leave salespeople to figure out following up on their own.  But wouldn’t it make salespeople’s job a lot easier if there was a way to use specific information about what content your prospect is interested in to have better conversations that lead to more conversions?

Below are ways an organization can align sales and marketing and best practices for salespeople once they have access to the company’s marketing activities…

Have your CRM integrated with your MAP – Having your CRM connected with a marketing automation tool will let captured information flow from your marketing activities (email opens, form submissions, attendance at a trade show, etc) directly into your CRM so salespeople can leverage that information in subsequent sales calls.  If you are in sales, it is like having admins prepare a summary of each prospect and how they have interacted with your company.

 

Create a lead score – Attaching a score to a certain level of activity against the marketing content you put out (digital body language) can empower your sales reps to talk about the right things at the right time.  At SFCG, we use Oracle CX products, Eloqua and Sales Cloud.  Once a prospect hits a threshold of activity on our website, or perform an activity listed above such as submitting forms, or attending an event, the prospect is immediately be pushed over to Sales Cloud with the score attached.  You can set the criteria for what is providing the most return on investment, and reach out to your prospects according to their behaviors against your marketing.

 

Do not talk about something they are not interested in – Expanding on the previous point, make sure your salespeople do not talk about something that the prospect hasn’t been interested in. For example, someone who is looking at one particular good or service on your website might be turned off if you call and talk to them about something completely different.  Knowing what your customers are interested in lets them know that you are actively listening to what they are saying with their actions.  While having the data is important, using it correctly is just as crucial.

 

Follow up sooner than later – Today we live in a world of unlimited information at our fingertips coupled with the need for immediate satisfaction.  Not getting in touch with someone when they are interested can be detrimental as they will fulfill their needs with or without you.  Having marketing data automatically sent over to your CRM can save you the hassle of accessing multiple systems, and with a simple notification to either email or your mobile, you can follow up when the time is right.

 

Salespeople will use as much information as possible when assessing a situation to deliver the right message.  Giving them the tools to do their job is only fair.   Make sure to audit your sales and marketing process to see if you are getting the most return from the marketing activities you do on a daily basis.

 

If you have any questions on the easiest way to audit your sales and marketing alignment, contact us at info@sfcg.com.

5 Highlights for SMB Modern Sales Practices at MCX 2017

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Oracle Modern CX is bringing modern marketers together again on April 25-27 in Las Vegas. In an integrated marketing world, modern marketing doesn’t simply mean marketing in silos anymore. Instead, Oracle is delivering its best knowledge sharing and inspirations for modern marketers on four pillars: Marketing, Service, Sales, and Commerce. If you’re still making the last minute decision to come to MCX, here are 5 Reasons why Modern Customer Experience is the Conference to Go To in 2017.

As a Sales Cloud consultant, I went through all sessions under CX Sales for Modern Customer Experience and picked the five highlights sessions for Small and Medium Business (SMB) customers. You can also get access to full schedule on Sales Session here.

Why Loyalty Is the Holy Grail in the Age of the Customer [THT1263]

Christine Bardwell, Strategy, Oracle | Tuesday, Apr 25, 6:00 p.m. | CX Hub Theater

Nowadays, our customers are armed with more information on prices and services, even in a B2B world. It’s the time to rethink customer loyalty, build a customer base and change the way we interact with customers. This session discusses loyalty initiatives regarding customer lifecycle, which is relevant to every business that wants to take their customer experience and customer lifetime value to another level.

Oracle Sales Cloud: Future Direction of the Sales Ecosystem [BRK1058]

Francis Chang, Senior Director of Product Management, Oracle | Wednesday, Apr 26, 11:45 a.m. | Oceanside D

Oracle Sales Cloud is constantly innovated with different components to build up a sales ecosystem for your business. Besides the Sales Automation Service we currently offer at SFCG, this session is to provide you with some inspiration on how you envision your Sales Cloud ecosystem with innovations in Partner Relationship Management (PRM), Sales Performance Management (SPM), Customer Data Management (CDM), new mobile applications, as enhancements in sales analytics.

How Modern Sales Organizations Are Driving Growth with Oracle Sales Cloud [BRK1354]

Thomas Davasia, TATA Consultancy Services
Baskaran Natarajan, Global Practice Leader CRM/CX, TATA Consultancy Services Limited
Dale Cross, Manager, Dellivery and Support, Carnival Cruise Lines
Mark McGrath, IT Director, Flowserve

Wednesday, Apr 26, 4:00 p.m. | Oceanside D

This session invites CEOs across industries to discuss one of the fundamental questions that Sales Cloud users think about: What are some best practices to drive growth in your organization by using the tool? I personally look forward to this session to learn more new ideas on Customer Relationship Management and innovative uses of Sales Cloud in Customer Experience.

Oracle Business Intelligence: Visually Measure Key CX Metrics and Spot Trends [THT1266]
Ashwin Warrier, Senior Principal Product Strategy, Oracle | Wednesday, Apr 26, 6:00 p.m. | CX Hub Theater

In an era of big data and data-driven marketing, analytics and data visualization help you tell better stories on what your customers really care about and how your organization performs. It’s a topic always worth digging deeper to uncover more insights and trends for building competitive advantages for your organization. It’s a session that showcases how “do-it-yourself” visual analysis, data discovery, data blending, and storytelling can be an integral part of customer experience applications. No matter if you have a data background or not, I recommend you to attend because you will benefit from this cool data visualization session.

The Future of CX: A User Experience Showcase of Innovation, Gadgets, and More [BRK1174]

Jake Kuramoto, Senior Director, Emerging Technologies, Oracle
Killian Evers, Vice President, Oracle Applications User Experience, Oracle

Wednesday, Apr 26, 1:00 p.m. | CX Hub
Thursday, Apr 27, 12:00 p.m. | CX Hub

Last but not least, innovations and understanding future trends are key motivations for attending MCX. So don’t miss this session on the next generation of Customer Experience focusing on key themes of simplicity, mobility, and extensibility. As Cloud Products and IoT become more and more prevalent, there’s lots of potential in future of cloud with integration.

If you want to refresh your memories on MME 2016, here some good throwbacks:

Modern Marketing Experience 2016 #MME2016 Day 1 Recap

MME 2016- A Modern Marketer’s Favorite Takeaways