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.

1. Twin Cities Eloqua User Group
Become A Sales Hero & Implement Lead Scoring
June 25, 2013

2. today’s agenda
start
end
Updates
&
Announcements
The
Basics Configure Share Open
Discussion
&
Social
Time

3. Updates & Announcements

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. 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. The Basics of Lead Scoring
(refresher for some)

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. 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. 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. 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. The Basics of Lead Scoring
‣ Documentation

12. Configure Lead Score Model

13. Exercise: Configure Profile Criteria

14. Exercise: Configure Engagement Criteria

15. Exercise: Configure Points-to-Rating Scale

16. Sharing Lead Scoring

17. sharing the greatness
‣ Eloqua
‣ Segments
‣ Lead Score Dashboard
‣ CRM
‣ Field Value or Image on Lead & Contact objects
‣ Dashboards

18. Share the good stuff
‣ Segmentation Filters
‣ Lead Scoring Dashboard Subscriptions
‣ CRM
‣ add to Contact & Lead page layouts
‣ text
‣ image
‣ dashboards

19. Open Q&A

20. Open Discussion / Social Time
REMINDER: Next Session - July 30

21. 8009 34th Avenue South, Suite 300
Minneapolis, MN 55425
P: 763.355.1025
E: info@relationshipone.com
W: www.relationshipone.com