the six ingredients of lead management
TRANSCRIPT
v Eloqua Best Practices: The Revenue Lifecycle™
Lead Management Essentials
v Eloqua Best Practices: The Revenue Lifecycle™
Companies that standardize Lead Lifecycle Management across sales and marketing report:
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107% better lead conversion rate
40% greater deal size average
20% higher team attainment of quota
17% better forecast accuracy
ABERDEEN 2010
v Eloqua Best Practices: The Revenue Lifecycle™ 3
The Revenue Lifecycle™
Engage: Campaign
Management
Target:
Contact Management
Align: Lead
Management
Optimize: Effectiveness Measurement
v Eloqua Best Practices: The Revenue Lifecycle™
INGREDIENT #1 Integrated Sales & Marketing Funnel
4
$$
Prospect Qualified Lead
Sales Accepted Lead
(SAL) Suspect
Sales Qualified
Opportunity (SQO)
Identify opportunities to
pull revenue levers.
Evaluate Purchase Learn Justify Interest Customer’s Buying Process
Sales & Marketing Process
v Eloqua Best Practices: The Revenue Lifecycle™ 5
INGREDIENT #2 Service Level Agreements
v Eloqua Best Practices: The Revenue Lifecycle™ 6
INGREDIENT #3 Clear Assignment Rules
Timing is ev
erything whe
n buyers
are making d
ecisions.
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INGREDIENT #4 Scoring
Align the right follow-up resources to the right level of interest.
Desire specific solution
Looking to Solve Problem Aware of Problem Expressed Interest
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INGREDIENT #5 Sales Enablement
Help sales or channel partners understand
who to talk to, what to talk to them about,
and how to engage.
I just learned about your
company through a google search
and am very interested in this
product. Can you help me justify
the purchase?
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INGREDIENT #6 Process Flow
When it comes to process improvement, a picture is worth a thousand words.
v Eloqua Best Practices: The Revenue Lifecycle™
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