twin cities eloqua user group - june 24, 2013
DESCRIPTION
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.TRANSCRIPT
Twin Cities Eloqua User Group
Become A Sales Hero & Implement Lead ScoringJune 25, 2013
today’s agenda
start end
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: [email protected]: www.relationshipone.com