First, identify the decision maker and enter their e-mail address into our sales automation system. Second, send them a set of key customer references—case studies showing how much customers saved by converting from IBM DB2 to Oracle—showing how they got better performance and ran on lower-cost hardware. Third, send them a proposal quantifying their cost saving in hardware, software, and labor if they pick Oracle rather than DB2. Finally, send them a standard contract and a price quote. If we have an engineered, proven sales process, we will sell more software. The purpose of new sales
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