Welcome to CRM magazine Sponsored Event

David Myron Editorial Director CRM magazine

December 9, 2009 Drive Increased Sales Productivity

Panel Experts Steve Diamond Moderator Senior Director, Product Marketing, Oracle Corporation Paul Vinogradov Vice President, The Alexander Group Kevin Raybon General Manager, Sales Operations, NEC Unified Solutions Erica Ruliffson Group VP, NA Strategic Accounts, Oracle Corporation

Topic Areas Driving Growth in a Challenging Economy Increasing Sales Capacity & Coverage Improving Sales Execution Transforming Your Sales Organization Audience Q&A

Topic Areas Increasing Sales Capacity & Coverage Improving Sales Execution Transforming Your Sales Organization Audience Q&A

Steve Diamond Moderator Senior Director, Product Marketing, Oracle Corporation Paul Vinogradov Vice President, The Alexander Group Kevin Raybon General Manager, Sales Operations, NEC Unified Solutions Erica Ruliffson Group VP, NA Strategic Accounts, Oracle Corporation

3 Key Takeaways Driving Growth in a Challenging Economy 1. Get more prescriptive around all elements in your sales process 2. Focus on the core and eliminate anything superfluous 3. Increase your customer focus and do a better job of targeting the ‘right’ customers

Topic Areas Driving Growth in a Challenging Economy Improving Sales Execution Transforming Your Sales Organization Audience Q&A

Steve Diamond Moderator Senior Director, Product Marketing, Oracle Corporation Paul Vinogradov Vice President, The Alexander Group Kevin Raybon General Manager, Sales Operations, NEC Unified Solutions Erica Ruliffson Group VP, NA Strategic Accounts, Oracle Corporation

3 Key Takeaways Increasing Sales Capacity & Coverage 1. Align your inside and field sales resources more effectively 2. Reduce white space and get more ‘at bats’ for your front-line sales teams 3. Leverage lower cost resources to offload tasks from outside reps

Topic Areas Driving Growth in a Challenging Economy Increasing Sales Capacity & Coverage Transforming Your Sales Organization Audience Q&A

Steve Diamond Moderator Senior Director, Product Marketing, Oracle Corporation Paul Vinogradov Vice President, The Alexander Group Kevin Raybon General Manager, Sales Operations, NEC Unified Solutions Erica Ruliffson Group VP, NA Strategic Accounts, Oracle Corporation

3 Key Takeaways Improving Sales Execution 1. Develop a competitive playbook to codify and share best practices 2. ‘Lose’ earlier in deals, & conduct analytics to track weekly deal progression and increase accountability 3. Make sure reps understand their internal community of support resources

Topic Areas Driving Growth in a Challenging Economy Increasing Sales Capacity & Coverage Improving Sales Execution Audience Q&A

Steve Diamond Moderator Senior Director, Product Marketing, Oracle Corporation Paul Vinogradov Vice President, The Alexander Group Kevin Raybon General Manager, Sales Operations, NEC Unified Solutions Erica Ruliffson Group VP, NA Strategic Accounts, Oracle Corporation

3 Key Takeaways Transforming Your Sales Organization 1. Define your unique “to be” vision and define your sales methodology and organizational structure accordingly 2. Understand WHY you’re transforming in the first place 3. Ensure your sales leaders are frequently communicating with their teams

Topic Areas Driving Growth in a Challenging Economy Increasing Sales Capacity & Coverage Improving Sales Execution Transforming Your Sales Organization

Archive Please use the same URL you used to view today’s live event for the archive event, plus we will be sending you a follow-up with that URL once the archive is posted! call Oracle CRM On Demand crmondemand.oracle.com

Thank You Thank you for participating in today’s Web event Just by attending this event you could win David Myron’s car! Winner to be announced December 18th