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Oracle Modern Best Practice—Sales Play
Sales Play to Key Account Opportunity
Tailor the way you sell to maximize the lifetime value of your most strategically important customers. Effective key account management requires a structured approach with targeted sales plays, insightful, collaborative selling and regular evaluation. With this modern best practice learn how to exploit analytics, big data, mobile, and social listening tools to manage your key accounts, understand sophisticated buyer behavior, track purchase patterns and create new opportunities.
Mobile. Social.Go-to-Market Planning and Sales Play Definition
Create differentiated, value-centric content to showcase offerings. Design sales plays to facilitate guided selling and drive productivity, transparency and accountability.
Mobile. Social. Analytics. Big Data.Identify and Segment
Perform insight-driven review of key accounts, your existing customer base and prospect lists to determine targets.
Mobile. Social. Analytics. Big Data.Select Prospects
For the selected accounts, determine and confirm decision makers, influencers, purchase patterns/processes and buyer behavior.
Mobile. Social. Analytics.Tailor Sales Play
Customize sales play(s) for the key account using prospect insights.
Mobile. Social. Analytics.Sales Play Training and Education
Improve sales effectiveness and domain expertise of the key account team with on-demand training. Managers monitor progress via secure dashboard.
Mobile. Social. Analytics. Big Data.Engage and Nurture Prospects
Execute account campaign using a tailored sales play. Leverage social media as appropriate and monitor digital activity of account decision-makers and influencers.
Mobile. Social. Analytics.Create Key Account Opportunity
Convert the key account to an opportunity based on positive campaign response. Determine budget availability and likely timing of purchase.