Deal Closing
A robust & pro-active deal closing strategy embedded at Oracle, resulting in £1.8m closed during the programme.
The Challenge
Oracle ODA Account Managers and Channel Partner teams faced an increased sales target of 30% coming into Q4, with a full but stagnated pipeline at risk of going cold.
The Solution
Oracle recruited Natural, trusted sales training partners since 2010, to develop a bespoke, highly focussed Deal Closing programme designed to challenge the team to re-assess the quality of their pipeline, re-engage multiple stakeholders with fresh, compelling value and create urgency to pro-actively move deals over the line.
This was delivered through a highly practical programme that focused on the activation of strategies to achieve immediate results. This included live calls to real prospects and individual deal coaching where delegates worked on progressing opportunities through a bespoke Deal Closing Template. This programme also involved a high-touch manager coaching and support programme to ensure behaviours are embedded and deal momentum is maintained following the programme.
This was so important for this time of year at Oracle. The training gave me strategies I had never thought of and resulted in progressing an opportunity which needed to be developed.
Daryl White
The Result
The results were phenomenal, a total of £1.8 million worth of deals closed as a result of the programme with one group closing 2 deals during one of the workshops. What’s more this new strategy has been firmly adopted resulting in better qualified deals and a reported 32% uplift in conversion since the programme, demonstrating long term behavioural change.
Really great clarity & structure to covering in an organic fashion the key elements that bring a deal closer to fruition. A totally different way of moving deals forward. I now have a much more structured approach and know the questions I need to ask.
Brian O'Neill
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