The Six Ingredients of Lead Management

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Learn about the six fundamental ingredients for a sound B2B lead management strategy.

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The Six Ingredients of Lead Management

  1. 1. Lead Management Essentials v Eloqua Best Practices: The Revenue Lifecycle™
  2. 2. Companies that standardize Lead LifecycleManagement across sales and marketing report: 107% better lead conversion rate 40% greater deal size average 20% higher team attainment of quota 17% better forecast accuracy 2010 ABERDEEN v Eloqua Best Practices: The Revenue Lifecycle™ 2
  3. 3. The Revenue Lifecycle™ Engage: Campaign Management Target: Align: Contact Lead Management Management Optimize: Effectiveness Measurement v Eloqua Best Practices: The Revenue Lifecycle™ 3
  4. 4. INGREDIENT #1 Integrated Sales & Marketing FunnelCustomer’s Interest Learn Evaluate Justify PurchaseBuying Process Sales Sales Qualified Qualified Suspect Prospect Accepted Lead $$ Lead Opportunity (SAL) (SQO) evers. l revenue lSales &Marketing to pul opp ortunitiesProcess Identify v Eloqua Best Practices: The Revenue Lifecycle™ 4
  5. 5. INGREDIENT #2Service Level Agreements v Eloqua Best Practices: The Revenue Lifecycle™ 5
  6. 6. INGREDIENT #3Clear Assignment Rules uy ers g when b ve rythin sions. Timin g is e ing deci k are ma v Eloqua Best Practices: The Revenue Lifecycle™ 6
  7. 7. INGREDIENT #4 Scoring Looking to Desire specificExpressed Interest Aware of Problem Solve Problem solution Align the right follow-up resources to the right level of interest. v Eloqua Best Practices: The Revenue Lifecycle™ 7
  8. 8. INGREDIENT #5 Sales Enablement I com just pa lea Help sales or channel and ny thro rned apro duc am u b very gh a out yo partners understand t. C in goo ur an y terest gle se who to talk to, the ou he ed in arc pur lp m this h cha se? e just what to talk to them about, ify and how to engage. v Eloqua Best Practices: The Revenue Lifecycle™ 8
  9. 9. INGREDIENT #6 Process FlowWhen it comes to process improvement,a picture is worth a thousand words. v Eloqua Best Practices: The Revenue Lifecycle™ 9
  10. 10. Copyright  ©2010.    Eloqua  Limited.        All  Rights  Reserved.        PERMISSION  TO  COPY,  MODIFY,  AND/OR  DISTRIBUTE  THIS  DOCUMENTATION  WITHOUT  THE  PRIOR  WRITTEN  CONSENT  OF  ELOQUA  LIMITED  IS  STRICTLY  PROHIBITED.  NO  PART  OF  THIS  DOCUMENTATION  MAY  BE  REPRODUCED,  STORED  IN  A  RETRIEVAL  SYSTEM,  OR  TRANSMITTED  IN  ANY  FORM  OR  BY  ANY  MEANS,  ELECTRONIC,  MECHANICAL,  PHOTOCOPYING,  RECORDING,  OR  OTHERWISE,  WITHOUT  THE  PRIOR  WRITTEN  PERMISSION  OF  ELOQUA  LIMITED.       v Eloqua Best Practices: The Revenue Lifecycle™ 10 10

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