Oracle Modern Best Practice—Sales Play

Sales Play to Key Account Opportunity
Better Sales Performance On Key Accounts

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.


Go-to-Market Planning and Sales Play Definition
Mobile. Social. icon 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.


Identify and Segment
Mobile. Social. Analytics. Big Data. icon 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.


Select Prospects
Mobile. Social. Analytics. Big Data. icon Mobile. Social. Analytics. Big Data.

Select Prospects

For the selected accounts, determine and confirm decision makers, influencers, purchase patterns/processes and buyer behavior.


Sales Play Training and Education
Mobile. Social. Analytics. icon 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.


Engage and Nurture Prospects
Mobile. Social. Analytics. Big Data. icon 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.


Create Key Account Opportunity
Mobile. Social. Analytics. icon 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.


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