Twin Cities Eloqua User Group - June 24, 2013
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Transcript of Twin Cities Eloqua User Group - June 24, 2013
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Twin Cities Eloqua User Group
Become A Sales Hero & Implement Lead ScoringJune 25, 2013
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today’s agenda
start end
Updates &Announcements
The Basics Configure Share Open Discussion & Social Time
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Updates & Announcements
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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
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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
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The Basics of Lead Scoring(refresher for some)
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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?
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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
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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
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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
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The Basics of Lead Scoring
‣Documentation
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Configure Lead Score Model
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Exercise: Configure Profile Criteria
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Exercise: Configure Engagement Criteria
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Exercise: Configure Points-to-Rating Scale
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Sharing Lead Scoring
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sharing the greatness
‣ Eloqua‣ Segments‣ Lead Score Dashboard
‣CRM‣ Field Value or Image on Lead & Contact objects‣ Dashboards
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Share the good stuff
‣ Segmentation Filters‣ Lead Scoring Dashboard Subscriptions‣CRM‣ add to Contact & Lead page layouts‣ text‣ image‣ dashboards
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Open Q&A
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Open Discussion / Social Time
REMINDER: Next Session - July 30
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