Twin Cities Eloqua User Group - June 24, 2013

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Summary presentation for the monthly Twin Cities Eloqua user group held the last Tuesday of every month at the Relationship One office - www.relationshipone.com for more information.

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Twin Cities Eloqua User Group - June 24, 2013

  1. 1. Twin Cities Eloqua User Group Become A Sales Hero & Implement Lead Scoring June 25, 2013
  2. 2. today’s agenda start end Updates  & Announcements The  Basics Configure Share Open  Discussion     &  Social  Time
  3. 3. Updates & Announcements
  4. 4. updates and announcements ‣ Eloqua Experience 2013 registration open ‣ October 23-25 ‣ San Francisco, CA ‣ http://www.eloquaexperience.com/northamerica/ ‣ Summer Release 2013 ‣ Pod 2 - June 18 ‣ Service Pack - June 26 ‣ Pod 3 - July 7 ‣ Pod 1 - July 21
  5. 5. updates and announcements ‣ Denver User Group started! ‣ quarterly ‣ rotating Locations ‣ R1 is still growing ‣ Nick Petersen, Performance Analytics Practice Lead - Minneapolis ‣ Josh Martin, Associate Consultant - Dallas ‣ Roger Lee, Associate Consultant - Los Angeles ‣ Alex Ravich, Marketing Intern - Minneapolis ‣ R1 positions to fill ‣ marketing automation consultants ‣ software development manager
  6. 6. The Basics of Lead Scoring (refresher for some)
  7. 7. The Basics of Lead Scoring ‣ What? ‣ The predictive, objective ranking of one inbound response versus another ‣ Why? ‣ Improve lead quality for sales ‣ deliver leads that are primed for sales follow-up in a timely manner ‣ improved Marketing Segmentation ‣ understand where individuals are in their evaluation process ‣ drive targeted communications What about YOU?
  8. 8. The Basics of Lead Scoring ‣ Profile ‣ the stuff that tells us “we want to do business with this person”. ‣ A-D ‣ Engagement ‣ the stuff that tells us “this person may want to do business with us”. ‣ 1-4
  9. 9. The Basics of Lead Scoring ‣ Best Practices ‣ define criteria and set business rules with sales ‣ keep it simple; do not score on too many criteria ‣ do not score on open text fields ‣ be wary of scoring on BANT ‣ develop appropriate follow-up actions based on scores
  10. 10. The Basics of Lead Scoring ‣ Best Practices ‣ launch with the sales team; ensure training is included ‣ share with Sales ‣ can the rep easily find the lead rating system in the screen being presented? ‣ can the rep determine instantly that a specific lead is worth contacting? ‣ can the rep instantly see how qualified the lead is? ‣ can the rep instantly see how interested the lead is? ‣ continuous re-evaluation of the scoring system is essential
  11. 11. The Basics of Lead Scoring ‣ Documentation
  12. 12. Configure Lead Score Model
  13. 13. Exercise: Configure Profile Criteria
  14. 14. Exercise: Configure Engagement Criteria
  15. 15. Exercise: Configure Points-to-Rating Scale
  16. 16. Sharing Lead Scoring
  17. 17. sharing the greatness ‣ Eloqua ‣ Segments ‣ Lead Score Dashboard ‣ CRM ‣ Field Value or Image on Lead & Contact objects ‣ Dashboards
  18. 18. Share the good stuff ‣ Segmentation Filters ‣ Lead Scoring Dashboard Subscriptions ‣ CRM ‣ add to Contact & Lead page layouts ‣ text ‣ image ‣ dashboards
  19. 19. Open Q&A
  20. 20. Open Discussion / Social Time REMINDER: Next Session - July 30
  21. 21. 8009 34th Avenue South, Suite 300 Minneapolis, MN 55425 P: 763.355.1025 E: info@relationshipone.com W: www.relationshipone.com

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