A More Connected Sales Pipeline

When sales and marketing systems speak the same language, the entire revenue engine moves faster. Connecting marketing engagement data within Eloqua to Salesforce continues to be one of the most effective ways to strengthen that alignment - particularly when we empower sales teams with Eloqua’s Profiler and Engage tools.

Profiler gives reps a clear snapshot of each contact’s digital behavior, helping them prioritize their outbound efforts. Engage lets them send personalized messages that look and feel like they’re coming straight from their inbox. But perhaps more important than access to these tools is our ability to automatically create Opportunities directly in Salesforce based on Eloqua behavior.

Today, many clients rely on Eloqua to create Marketing Activity records in Salesforce. From there, sales teams review the record and manually “convert” it to generate an Opportunity. But now, with a simple segment and campaign, this new automatic way of creating an Opportunity reduces clicks, accelerates pipeline growth, and give reps more time to focus on meaningful conversations with qualified leads. Not to mention, we are able to split up Opportunities in a Round Robin fashion in Salesforce.

With this connection between Opportunities and Eloqua sales tools (Profiler & Engage) we are energizing a powerful sales process. When a ticket interest form is filled out, a new Opportunity appears in Salesforce. When a rep sees that Opportunity, they utilize Profiler to get a clear picture of that patron’s online behavior. When a rep sends an email through Engage, Eloqua automatically logs that email in Salesforce as a Task. Leaders see real activity. Marketing gets influence data. Everyone benefits from a more complete story of customer communication.

If you are not yet taking full advantage of connecting these tools, you should be! Talk to your Salesforce Admin today.