I've spent the last five years helping Oracle develop and roll-out a value sales methodology into their field sales organization. We're seeing some great results!
- Deal size increased180%
- Discount reduced by 6%
If driving change in any organization is hard, then changing the culture of an organization as successful as Oracle is close to impossible. That said, we're getting great traction, and watching the field sales org pick up the language and the habits of a value-selling organization.
We're trying to increase our measurements to include % closed and cycle time. If anyone has any ideas on how to measure this, or interested in any other aspects of what we've done, dr...
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