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Eloqua Team      Eloqua Enterprise

Lead Nurturing and Management

Eloqua ’s Lead Nurturing and Lead Management solutions enable marketers to easily move disqualified leads to longer-term nurturing programs that continually cultivate buyer interest over time. These ‘drip marketing’ programs can consist of educational material, newsletters, whitepapers, case studies, invitations to events – any series of regular communication that keeps your company name top of mind among leads. Eloqua Co-Dynamic Lead Scoring^TM can then notify your sales team when these leads exhibit “ready to buy” behavior like website visits, form submittals or email opens and forwards.

Whether your sales organization uses round robin, named accounts, territories, or a combination of these lead distribution methods, Eloqua can automate the entire process with our lead generation software.  With flexible business rules that can route leads based on geography, industry or product interest, Eloqua ensures that your organization has frictionless process for delivering hot leads before they cool. Eloqua has out-of-the-box functionality for integrating your call center into the lead management process as well, enabling you to easily develop lead picklists and scripts for your telesales team.

"We'll do follow-up e-mails thanking them for coming to the event, or send them a white paper. If they click on the white paper, we may ask them if they'd like to see a demo. If they watch the demo, we could have a sales rep call them. We want to take the Nordstrom approach. We'll say right away, 'Can we help you?' and they may say yes or no. But when they're ready to buy, we're back there right away. And I think that's how customers want to buy, to be helped through the buying process, but not be badgered."

 

- Michele Perry, VP Marketing, SourceFire. Read the B2B Magazine article.