Building a bridge between product marketing and sales

Transcript

2. Copyright © 2019, Oracle. Confidential – Oracle Restricted 2 Building a Bridge Between Marketing and Sales Brenda Vinta Harris Senior Global Sales Enablement Oracle Sales and Partner Academy September 17, 2019
3. Copyright © 2019, Oracle. 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. 3 Confidential – Oracle Restricted
4. Copyright © 2019, Oracle. Program Agenda What is Sales Enablement Key differences: Marketing and Sales Enablement Content Understand sales teams needs Techniques for delivering engaging content 1 2 3 4 4 Confidential – Oracle Restricted
5. Copyright © 2019, Oracle. What is Sales Enablement A brief history 5 Confidential – Oracle Restricted
6. Copyright © 2019, Oracle. 6 History of Sales Enablement Confidential – Oracle Restricted 2010s Scientific Selling Tomorrows Sales Enablement 1930s Written Sales Advice Traveling Salesman 1940s-60s 1980s Sales Methodology 1990s Information at a Click of a Button 2000s New Sales Technology
7. Copyright © 2019, Oracle. $70b US companies spend annually on training and an average of $1459 per sales person 7 Confidential – Oracle Restricted Harvard Business review
8. Copyright © 2019, Oracle. Confidential – Oracle Restricted 8 Sales Enablement Challenges DESCREASE IN SALES HEADCOUNT RISE OF AI REINVESTMENTS IN SALES TRAINING NO CRM
9. Copyright © 2019, Oracle. Product Marketing and Sales Key content differences 9 Confidential – Oracle Restricted
10. Copyright © 2019, Oracle. Understand Content Differences Sales Enablement How to Position Product/Service • On Demand Learning • Solution Overview • Sales Plays • Instructor Lead Product Development Product/Service Feature Function • Solution Overview Decks • Customer Success Deck • Competitive Intelligence • Product Roadmap Product Marketing Corporate Messaging • Sales Plays • Battle Cards • Elevator Pitch • Customer Presentations
11. Copyright © 2019, Oracle. Understand Sales Team Needs Confidential – Oracle Restricted 11
12. Copyright © 2019, Oracle. Learning Journey Confidential – Oracle Restricted 12 Overview # of LPs % Consumed Product # of LPs % Consumed Industry # of LPs % Consumed Pillar By Industry # of LPs % Consumed Messaging # of LPs % Consumed Sales Play Packs # of LPs % Consumed Webcasts # of LPs # Of attendees # of replays Introduction to What You Sell Know what you sell And the industry in which you sell And how to best understand that in the context of what you sell So you can take that message to your customer And be equipped to execute the play While staying connected with what is NEW
13. Copyright © 2019, Oracle. When First two months of each quarter. (determine for your organization) Confidential – Oracle Restricted 13 Sales Enablement Community Why The mission of the Sales Enablement community is to collaborate across lines of business to provide modern, effective and timely product and solution training to our sales and presales organizations. Objectives Define and coordinate product/solution training. Determine gaps, overlap, inefficiencies. Review training deliverables. Identify SME’s to advise during training content build. Who Engage Product Marketing, Business Development, Sales, Pre-Sales, Product Development.
14. Copyright © 2019, Oracle. Development Techniques Make you content engaging Confidential – Oracle Restricted 14
15. Copyright © 2019, Oracle. Keeping Content Engaging with Video Confidential – Oracle Restricted 15
16. Copyright © 2019, Oracle. How to Get There E-Learning • Content Blueprint – Outline of topic in Learning Plan – Learning objectives – Assessment question • Detailed storyboard • Development tool Confidential – Oracle Restricted 16
17. Copyright © 2019, Oracle. 17 Confidential – Oracle Restricted