Twin Cities Eloqua User Group

Become A Sales Hero & Implement Lead ScoringJune 25, 2013

today’s agenda

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Updates  &Announcements

The  Basics Configure Share Open  Discussion    &  Social  Time

Updates & Announcements

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

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

The Basics of Lead Scoring(refresher for some)

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?

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

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

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

The Basics of Lead Scoring

‣Documentation

Configure Lead Score Model

Exercise: Configure Profile Criteria

Exercise: Configure Engagement Criteria

Exercise: Configure Points-to-Rating Scale

Sharing Lead Scoring

sharing the greatness

‣ Eloqua‣ Segments‣ Lead Score Dashboard

‣CRM‣ Field Value or Image on Lead & Contact objects‣ Dashboards

Share the good stuff

‣ Segmentation Filters‣ Lead Scoring Dashboard Subscriptions‣CRM‣ add to Contact & Lead page layouts‣ text‣ image‣ dashboards

Open Q&A

Open Discussion / Social Time

REMINDER: Next Session - July 30

8009 34th Avenue South, Suite 300Minneapolis, MN 55425

P: 763.355.1025E: info@relationshipone.comW: www.relationshipone.com