Effective social selling - social selling mastery for sales and marketing
Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling
-
Upload
xander-david -
Category
Documents
-
view
35 -
download
2
description
Transcript of Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling
Oracle Sales Cloud: Increase Sales with Team Collaboration and Social Selling
Vikram Yellampalli & Prity TewaryOracle Open World 2014Oct 2014
#InfosysAtOOW
2
Speakers
Vikram Yellampalli
Prity Tewary
Lead ConsultantBangalore, India
[email protected]+91 8197-154154
Principal – Enterprise [email protected]
#InfosysAtOOW
Agenda
Enterprise Collaboration
Oracle Social Network
Business Scenarios
Benefits
Nice To Have Features…
3
#InfosysAtOOW
Enterprise Collaboration
How do I ensure constant exchange of data & ideas?
Need• Faster and reliable communication mechanism• Context based communication• Quick access to People, Content and Processes• Ability to connect while on ‘Move’
Challenges• Difficult to assess tangible benefits of enterprise collaboration tools.• Lack of tight integration with company processes, leads to Low User Adoption
4
#InfosysAtOOW
5
2013 Next Generation Communications Study
Aberdeen Sep 2013 NGC study of 126 organizations found that
• Organizations that had identified business collaboration as their top goal saw significant performance improvement
Source: Aberdeen Group, Sept. 2013
#InfosysAtOOW
Agenda
Enterprise Collaboration
Oracle Social Network
Business Scenarios
Benefits
Nice To Have Features…
6
#InfosysAtOOW
7
Oracle Social Network
Helps make Informed Decisions
Allows Context Preservation
Provides Actionable Insight
Has Maximized Reach
Secure, Private network to connect with people at work
#InfosysAtOOW
8
Mobile devicesWeb Browser
Accessibility
Designed for Android, iPhone and iPad
Available from within Oracle Sales Cloud application
Outlook
Outlook plugin to integrate with OSN
#InfosysAtOOW
9
Conversations
Features
• Secure Private Conversations• Group Conversations• Public Messaging• Add people to existing conversation• Offline messaging• Clear & retrieve conversations
People and Groups
• Access People’s profile• Find, Create and Edit Groups• Follow People or Groups• View Recommendations
#InfosysAtOOW
10
FeaturesIn Context Conversation
• Reply to specific subject or message
• Open multiple exclusive conversations with same contact
Converse on Business Data
• Expose specific Opportunity, Account or Lead on OSN
• Have conversation on specific business data
#InfosysAtOOW
11
Follow-Up
Features
• Follow up a particular contact • Brings attention to a message• Notification via email depending
on preferences• Color coded icons
Share & Review Documents
• Document Sharing in Conversation
• Real Time Annotations• Folder Management
#InfosysAtOOW
12
Activity Stream
Features
• Monitor updates to social objects• View updates on People you follow• View activities of a Groups
Notifications & Updates
• Setup when you receive notification• Daily digests
#InfosysAtOOW
13
Collections
Features
• Conversations, Documents and URL’s
• Common focus, subject or goal• Allows easy discovery of content• Unique membership with own wall
#InfosysAtOOW
Agenda
Enterprise Collaboration
Oracle Social Network
Business Scenarios
Benefits
Nice To Have Features…
14
#InfosysAtOOW
15
Who Can Use?
When?
Let’s see How…
All users of Oracle Sales CloudSales Manager, Sales Admins etc.
Lead Management
Opportunity Management
Customer Management
#InfosysAtOOW
16
Sales Team Onboarding
People and Groups
New hire Follow’s solution experts, technical specialists, sales
users etc. to get his queries answered
Joins Groups with common expertise, interests and objectives to share knowledge and content
Has access to public Collections or Folders that contain relevant
documents and URL’s to help him ramp-up on companies policies
and processes
New Sales hires need to be connected to people, processes and content that will help them close deals faster.
#InfosysAtOOW
17
Territory Realignment
Sharing of Business Data
Representative shares the opportunity with previous representative on OSN
Both discuss on the background, decision makers, opportunities &
challenges
New representative is completely onboard and make a good impact
on his first interaction with customer
Sales Representative can converse with previous rep on Opportunities, Accounts & Leads he worked on before realignment
#InfosysAtOOW
18
Sales Campaigns
Sales Person working on launching a Sales Campaign for few identified prospects needs to get the email template reviewed by the Sales Manager
Document Management
Salesperson shares the document to be reviewed in a Conversation
Manager reviews and Annotates the document real time
Salesperson reviews the comments and annotations and accepts or
rejects the same . Saves the document and conversation as a
Collection for reference
#InfosysAtOOW
19
Sales Manager needs his team to focus on a warm lead in line with new CEO vision on the product line
Lead Qualification
Follow-Up’s
Sales manager starts a conversation with the primary Salesperson
Sales Manager requests customer follow up along with new promotions on OSN and
marks in for follow up from primary salesperson
Salesperson views the follow-up notification in his Social tab and reports back the feedback from customer discussion
Follo
w-Up
#InfosysAtOOW
20
Sales Manager wants to stay on top of his portfolio and needs quick update on a particular stalled opportunity while he is travelling
Opportunity Management
Mobility
Sales Manager logs in to his mobile device and navigates to the
stalled opportunity
Checks the activity stream to view latest updates on the opportunity
Starts a conversation with team and gets quick update
#InfosysAtOOW
21
Marketing team of an insurance company wants to a create a knowledge base on impact of new health care law to enable their sales & marketing teams with required info. Their customers are companies with more than 100 employees
Customer Management
Collections
Marketing manager creates a new collection on Affordable health care
act & gives access to his team, legal etc
Marketing team, legal team & product teams adds documents, legal advice, Marketing material etc about
new requirements, products etc
Sales people can refer this collection and provide efficient support for their customer by referring the collection
#InfosysAtOOW
22
Sales Administrator needs to broadcast a message to all users for a new ‘Reusable Repository’ for responding to RFP’s
Organization-wide communications
Activity Streams
Sales admin creates a group and adds all users of the system.
Posts a message on his wall for a re-usable repository available
All members of the group can view the message on their activity stream
Available
#InfosysAtOOW
Agenda
Enterprise Collaboration
Oracle Social Network
Business Scenarios
Benefits
Nice To Have Features…
23
#InfosysAtOOW
24
Benefits Reduced Ramp-up time Quick Access to SME’s Access everywhere
Shorter Sales Cycle Increased Customer SatisfactionIncreased Productivity
#InfosysAtOOW
25
Increased Sales
#InfosysAtOOW
Agenda
Enterprise Collaboration
Oracle Social Network
Business Scenarios
Benefits
Nice To Have Features…
26
#InfosysAtOOW
27
What organizations would like to see… in the future releases
Usability
Activity Streams and Follow-Ups to be made available on
the welcome page
Reach
Collaboration with external users like Partners and
Customers.
#InfosysAtOOW
28
Questions
Visit Infosys at booth # 1411, Moscone South
Share your feedback on this session via Twitter#InfosysAtOOW
© 2014 Infosys Limited, Bangalore, India. All Rights Reserved. Infosys believes the information in this document is accurate as of its publication date; such information is subject to change without notice. Infosys acknowledges the proprietary rights of other companies to the trademarks, product names and such other intellectual property rights mentioned in this document. Except as expressly permitted, neither this documentation nor any part of it may be reproduced, stored in a retrieval system, or transmitted in any form or by any means, electronic, mechanical, printing, photocopying, recording or otherwise, without the prior permission of Infosys Limited and/ or any named intellectual property rights holders under this document.
Thank You