The Six Ingredients of Lead Management
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- 1. Lead Management Essentials vEloqua Best Practices: The Revenue Lifecycle
- 2. Companies that standardize Lead LifecycleManagement across sales and marketing report:107% better lead conversion rate40% greater deal size average 20% higher team attainment of quota 17% better forecast accuracy2010ABERDEENvEloqua Best Practices: The Revenue Lifecycle 2
- 3. The Revenue Lifecycle Engage: CampaignManagementTarget:Align: Contact Lead Management ManagementOptimize:EffectivenessMeasurement v Eloqua Best Practices: The Revenue Lifecycle 3
- 4. INGREDIENT #1Integrated Sales & Marketing FunnelCustomers InterestLearnEvaluate JustifyPurchaseBuying Process Sales Sales QualifiedQualified SuspectProspect Accepted Lead $$Lead Opportunity (SAL) (SQO)evers.l revenue lSales &Marketingto pulopp ortunitiesProcessIdentifyvEloqua Best Practices: The Revenue Lifecycle4
- 5. INGREDIENT #2Service Level Agreements vEloqua Best Practices: The Revenue Lifecycle 5
- 6. INGREDIENT #3Clear Assignment Rulesuy ers g when b verythin sions. Timin g is e ing deci kare ma v Eloqua Best Practices: The Revenue Lifecycle 6
- 7. INGREDIENT #4Scoring Looking to Desire specificExpressed Interest Aware of ProblemSolve ProblemsolutionAlign the right follow-up resourcesto the right level of interest. v Eloqua Best Practices: The Revenue Lifecycle 7
- 8. INGREDIENT #5Sales EnablementI com justpa lea Help sales or channel and ny thro rned aproduc amubvery gh a out yopartners understandt. C in goour an y terest gle se who to talk to, the ou he ed inarc pur lp m this h cha se? e justwhat to talk to them about,ify and how to engage.v Eloqua Best Practices: The Revenue Lifecycle 8
- 9. INGREDIENT #6 Process FlowWhen it comes to process improvement,a picture is worth a thousand words.vEloqua Best Practices: The Revenue Lifecycle 9
- 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 Lifecycle10 10
