Oracle Introduces a New Approach to Digital Selling to Drive Sales Acceleration at Scale

Today’s digital buyers are more knowledgeable, self-sufficient and digitally-savvy than ever before. They are becoming increasingly immune to traditional, old-school sales pitches, and instead, expect engagements that are timely, relevant and highly personalized.

Fortunately for buyers, today’s digitally-native sales professionals – most often millennials and Gen Z – have a very similar mentality. They are always on, always available, present across every channel, and they understand the types of sales engagements today’s savvy buyers expect.

But while it all might sound harmonious, many sales reps still don’t have the right tools to rapidly assess, engage, qualify and convert leads. And when it comes to delivering the timely, relevant and highly personalized engagements buyers expect today, they often fall short.

That’s why today we’re announcing that Oracle is developing a new digital sales solution uniquely designed for high-volume sellers, business development and account managers, with a user interface (UI) that drives user speed and efficiency, and intuitively guides the selling process. Here’s a quick look:

• High Velocity: A new UI helps sales reps qualify strong opportunities faster and move on from weak opportunities quickly.
• Efficiency-Driven: Automation, shortcuts and a digital assistant reduce mind-numbing data entry and endless clicks.
• Prescriptive: Proactive reminders, real-time updates and artificial intelligence (AI)-based recommendations make sales reps too relevant to ignore.

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Oracle Digital Sales will be our first CX application featuring Oracle’s new Redwood user experience, which we introduced recently at Oracle OpenWorld. It’s a company-wide effort that touches our products and our corporate brand (both physical and digital expressions).

Drawing on core tenets of Redwood, Oracle Digital Sales brings together an intuitive, guided selling experience, powerful AI, contextual data, automation, and integrated voice and sales communication tools in a beautiful, modern user experience that’s easy to use and intentionally designed to support how digital sellers work.

It will help sales reps focus more of their time and energy on qualifying leads and advancing deals, while significantly reducing the rote data entry and clicking that’s required to find and update customer relationship management (CRM) records. For example, a sales rep using a traditional CRM solution would make upwards of 15 data entries and clicks to find a lead, make a call and enter notes. With our Oracle Digital Sales solution, we’ve integrated all of these activities into a single UI that takes just 4 data entries and clicks – and is more conducive to the way sales reps work and the tasks they need to accomplish.

Taking a Deeper Dive

One of the key elements of our next generation Redwood user experience is an emphasis on a universal search/conversation box, which is available throughout the entire Oracle Digital Sales solution UI (e.g. home screen, leads, opportunities, metrics, etc.). Sales reps can “Ask Oracle” to not only find key information such as which new leads have been assigned, but also add a product or update a price to a lead or opportunity without having to navigate to the transaction first.

The action-oriented home screen is continuously updated with a notification stream of items requiring attention and quick links to take sales reps directly into records – so they can start working immediately.

Within each record, a newsfeed displays every interaction in a single, contextual thread, including marketing campaign interactions, responses to emails, engagement metrics like which links were clicked, phone conversations, call transcripts, recordings, follow-up tasks, and appointments. With this consolidated view, sales reps are set up to have relevant, informed conversations every time they engage. AI is infused throughout to provide recommendations like which leads to tackle first or next best actions to take, in addition to the automatic scheduling of follow-up tasks.

Sales managers and reps can also track their progress against peers with a new gamified dashboard for goal-setting. Managers can create and track sales challenges, and reps can see how they stack up against peers and get insight into which tactics are working for teammates.

The Oracle Digital Sales solution is the latest addition to Oracle Customer Experience (CX) and the first CX application built using the Redwood user experience. It is a complete CRM/sales automation solution for today’s digital sellers, with AI-powered tools to optimize productivity, deliver exceptional buyer experiences and ultimately drive revenue growth.