Eloqua for Sales: Overview Gaining a Competitive Advantage

1. Eloqua for Sales: OverviewGaining a Competitive Advantage

2. 20th Century Sales: Reading Body Language I’ll believe it when I see it Where can I find budget for this? Get me out of here Does he really understand my business? This will make me a hero

3. Sales Marketing The New Buying Process: Self Education Reading our blog Requesting a demo Searching on Google Engaging via Social Media Reading our email campaigns

4. Sales Marketing Digital Body Language Understanding Digital Body Language Reading your blog Downloading a demo Searching on Google Listening to your podcast Reading your email campaigns

5. Understanding Digital Body Language Digital Body Language

6. A Day in the Life of Sales with Eloqua • Own Your Pipeline

7. Addressing 4 Critical Questions Who should I call? What are they interested in? What do I say to them? How do I keep track of them?

8. “Who should I call?”

9. “Who should I call?” Summarized prospect data presented in easy to read, graphical format. Easily customize the time horizon or activities shown. Instantly be ALERTED when your prospect visits our website

10. “What are they interested in?” Easily drill down for additional insight into a prospect’s activity and watch for trends

11. What do I say to them? Quickly access pre-built email templates created by marketing

12. “What do I say to them?” Editing tools allow you to easily customize before sending to your prospects

13. “How do I keep track of them?” Effortlessly track the activity on emails sent through Eloqua Engage

14. Accessing Engage and Profiler • “Send Email” link in SFdc will open up Engage • Save Engage link as Bookmark in your browser Tabs https://secure.eloqua.com/apps/engage/index.aspx#template/123 • “Eloqua Engage” tab in SFdc • Make sure to check “Remember Me” when you login the first time • Use Chrome or Mozilla, NOT Internet Explorer

15. “How do I keep track of them?” • Web site notification (email messages) automatically delivered to you or can be set up in Prospect Profiler. • Who are my A or B Leads? • Who in my territory is checking us out? • Which contacts from account X are on the website? • Notify me if visitor is qualified (right title, company, vertical, activity, etc.)

16. How do I keep track of them? • Email click alert – can be set up for marketing emails

17. Maximizing Results • The more accurate Sales is with Lead and Opportunity Statuses, the more accurate Marketing can make the messaging • Share all feedback with your Field Marketing Manager • There won’t be success if we don’t work TOGETHER

18. Contests • First rep to see an email click or positive response from a personal email sent using Engage • $25 Visa Gift Card • First rep to find an unconverted lead that has visited the site at least once in the last 2 weeks using Prospect Profiler (send screenshot) • $50 Visa Gift Card • First rep to find an unconverted lead that has opened at least one email in the last 2 weeks using Prospect Profiler (send screenshot) • $50 Visa Gift Card • First appointment booked from the Micro Campaign (must sit) • $75 Visa Gift Card • First sit from an appointment booked as a result of the Micro Campaign • $100 Visa Gift Card • First closed deal as a result of the Micro Campaign • Kindle Fire HD ($200) for Biz Dev AND for Closer

19. Tips and Best Practices • Update your contact info in Profile settings • Convert copy to Plain Text prior to pasting it into Engage • Do not set up Web Visit Alert for “anyone at this company” if the contact’s email address ends in @yahoo, @aol, @gmail, etc • Engage email activity also shows up in Profiler

20. Tips and Best Practices • To apply formatting to the text, highlight the desired character(s), then click on the bold, italic, underline, superscript and subscript buttons, just as you would in any Rich Text editor. • Email box will not expand when Signature Rule is inserted, email may be cut off in tracking, but will not be cut off to the recipient

21. Tips and Best Practices • Erros that may pop up in Engage

22. Pop Quiz • What are the two places you can view if a Prospect opened one of your Engage emails? • What do you do if you want to modify a template in Engage? How do you make this available only to you? • What does it mean when a contact in Engage is highlighted yellow? • Should you add the contact in Eloqua or SFdc if you want to send an Engage email right away? • What does it mean when a contact in Engage is highlighted red?

23. Pop Quiz • Can you remove an email address from your Web Site Visit Alert tracking? How? • What does an email open mean? • What does an email click mean? • What does an unsubscribe mean? • What does a Bouncebacks mean? • Can you edit the person’s first name before you send an email out of Engage? • What should you do if you want to send an email to a large list?