Solutions

Are you still dumping unqualified leads on your sales team?

Eloqua Co-Dynamic Lead Scoring^TM is the industry’s most advanced, automated lead qualification technology. This powerful technology automatically ranks qualified leads according to their buying interest, improving conversion rates, more efficiently allocating resources and improving communication with the sales force. It does this by using common lead quality definitions like BANT (Budget, Authority, Need and Timeline), combined with lead response, activity and behavior. Leads with higher scores are considered more likely to convert to closed revenue and can be automatically passed to sales through Eloqua 's real-time integration with SFA and CRM systems. Cold leads can go into longer term lead ‘nurturing’ programs until they become active again.

Postini, an Eloqua customer, recently doubled the productivity of its inside sales team by focusing their calling campaigns leads that have responded to email campaigns or visited their website.

“Knowing how prospects have responded to marketing campaigns before you make the call is the single biggest factor in uncovering revenue opportunities for our inside sales team.”

Drew Paik, director of Marketing Operations, Postini. Read the case study.