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Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Close Quickly Strategies to Shorten the Sales Cycle
Kevin Dawson Consulting Practice Manager CPQ Cloud April 2nd, 2015
Oracle Confidential – Internal/Restricted/Highly Restricted
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
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.
Oracle Confidential – Internal/Restricted/Highly Restricted 3
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Oracle Confidential – Internal/Restricted/Highly Restricted 4
Approach to Selling Introduction
Business Problem
Addressing the Problem
Variations
Summary
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
What is Approach to Selling? • Conceptual approach to CPQ
o Focus on the actual sales process and the differentiators
in your business
o Not about the industry
• CPQ is a value multiplier
• Sell Less, Win More Orders
Oracle Confidential – Internal/Restricted/Highly Restricted 5
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Leaky Pipe Margin & revenue erosion
Inaccurate Proposals
Inconsistent Collaboration
Difficult to Sell across Channels
Not Enough Rep Selling Time
Configuration and Pricing Errors
Missed Cross-sell / Upsell
Stifled Differentiators
Long Quote / Order Cycles
No Discounting Controls / Compliance
Low Customer Satisfaction
Potential Margin
Realized Margin
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 8
You might be Quick Close if…
• High Coverage Field Strategy
• Higher than Average Training Needs
• Rigid Order Fulfillment Process
• Mobile Sales Team
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Oracle Confidential – Internal/Restricted/Highly Restricted 9
Approach to Selling Introduction
Business Problem
Addressing the Problem
Variations
Summary
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
What is the Business Problem?
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Office processes take the sales representative away from the prospect
Complicated sales processes are difficult to maintain in a territory-centric approach to selling
Close means Ink
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Oracle Confidential – Internal/Restricted/Highly Restricted 11
Approach to Selling Introduction
Business Problem
Addressing the Problem
Variations
Summary
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Quick Close Addressing the Problem
Oracle Confidential – Internal/Restricted/Highly Restricted 12
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Key Aspects of Solution
Provide a quoting path that allows for rapid configuration
• Create product bundles that meet the majority of customer needs
Reduce user interaction
• Sales Rep and Management
• Make it easy to do business with your company
Minimize the information needed to close a deal
• Gather additional information later
Defined Release Strategy
• Minimum to Deploy Speed to Value
Oracle Confidential – Internal/Restricted/Highly Restricted 13
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
• Sales Reps will
know exactly what
information is
needed to
generate a quote
quickly
• Prospects will find it
easier to do
business with your
company
• Deals will close
Oracle Confidential – Internal/Restricted/Highly Restricted 14
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Oracle Confidential – Internal/Restricted/Highly Restricted 15
Approach to Selling Introduction
Business Problem
Addressing the Problem
Variations
Summary
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Variations in Approach to Selling Job Site Selling
Oracle Confidential – Internal/Restricted/Highly Restricted 16
Certain deals can be closed on the spot, while others need engineering validation
Engineering Validation
No Validation
Close Order
Guided selling process that makes product recommendations; up to the Sales Rep/Customer to determine the
level of interaction needed
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Job Site Selling
Oracle Confidential – Internal/Restricted/Highly Restricted 17
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Program Agenda
Oracle Confidential – Internal/Restricted/Highly Restricted 18
Approach to Selling Introduction
Business Problem
Addressing the Problem
Variations
Summary
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. |
Don’t be afraid to close an order! • The technology of CPQ
empowers this
Focus on the strategic differentiators in your business
Training time for new reps is important and enabled by CPQ
Oracle Confidential – Internal/Restricted/Highly Restricted 19
Copyright © 2015, Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 20
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