Demand Generation
What are the 3 types of leads?
MQL, SPL, UCL
What does SPUCs stand for?
Subject line, purpose, urgency, call to action, signature
What does SEARCH stand for?
Silent, Echo, Ask, Respond, Check
What is a gatekeeper?
Gatekeepers are, among other things, people hired to protect their boss’ time.
Where do we find win stories internally?
Sales Accelerator, Story hub
Lead or Opportunity? The CTO of your account, McDonalds, attended an Oracle sponsored roundtable event on Database Security
Lead
What is the definition of a sales campaign?
Messaging via phone, email, voicemail, and social around a particular sales play or persona.
What type of question is this? When you say you want to <<reduce churn rate>>, can you be more specific what are you aiming at?
Down
What are 3 common objections you will encounter?
"We're too small of a company to work with Oracle"
"We don't have the budget"
"We are a Microsoft shop"
"We aren't interested"
What is the S.A.R. framework?
Situation, Action, Result
What is a service request?
A service request means that a customer is using the tool and having issues – you may be able to follow up and help get them resolved.
Name the 10 Cs of Business Writing
•Complete
•Concise
•Clear
•Conversational
•Courteous
•Correct
•Coherent
•Considerate
•Concrete
•Credible
Name 2 best practices when developing a questioning strategy?
•Ask permission.
•Start broad and then get specific.
•Build on previous responses using active listening.
•Use prospect’s own language.
•Keep questions simple.
•Keep questions non-threatening.
•If a question is sensitive, explain its relevance.
•Maintain consultative attitude.
•Get to the root of the problem.
•Lead with insight.
Name 3 strategies to get past a gatekeeper?
Befriend, seek advice, give direction
Who was one of Oracle's most important customers during the pandemic in 2020?
What are 2 best practices for voicemail etiquette?
•Use Pace, pace, pace, lead
•Speak clearly and slowly
•Stay calm, breathe, and let your positivity show
•Keep it short
•Always leave your phone number
What are the 4 components of the prospecting framework?
Research, Opening, Questioning, Commitment
What are the 3 reasons to uncover pain?
Ask questions, invest in customer trust, remove roadblocks
Which one is NOT part of value-based messaging?
Compelling, Relevant, Engaging, Tell a story, Impactful, Agreeable, Personal, Beneficial
Agreeable
Name the 7 C's of account research
•Company: Background information (ex. revenue and no. of employees)
•Category: Industry or sector of the customer (ex. FSI)
•Country: Locations or countries of operation of the customer
•Contacts: Relevant stakeholders and roles (ex. CxO)
•Competition: Customer’s competitors and Oracle’s competitors (ex. existing vendors)
•Customers: Oracle customers and references
•Consumers: Customers’ customers or buyers (ex. B2B or B2C)
Name 3 of the 5 instinctive questions to ask when making the call?
1) Who are you?
2) Where are you calling from?
3) Have we spoken before?
4) Should this call be on my calendar?
5) Why are you calling me now?
What are the 6 barriers to understanding?
Filtering, being distracted, relating, jumping ahead, judging, correcting
What is the value messaging formula?
Pain + Solution = Value
Name one intent behind an objection
Hidden agenda, lack of knowledge, brush-off, perception, no interest, warranted concern
What are the 3 categories of products within OCI that we discuss?
Analytics, Integration, Database