Sales Enablement and Content Marketing Equates to Results
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Transcript of Sales Enablement and Content Marketing Equates to Results
© 2012 Eloqua, Inc. 1
© 2012 Eloqua, Inc. 2 © 2012 Eloqua, Inc.
Sales Enablement + Content Marketing = Results An Eloqua Power Hour Presentation
May 23, 2013
@marilynecox
© 2012 Eloqua, Inc. 3
Marilyn Cox, Presenter
Marilyn Cox is a Modern Marketer and Director of Marketing Communications, at Cincom Systems Inc. She creates strategic and tactical marketing communications that help achieve corporate objectives. Marilyn has also been an Eloqua User for 5 years. If Marilyn couldn’t be a marketer she would be a professional wrestler with the WWE. Follow her @marilynecox
@marilynecox
© 2012 Eloqua, Inc. 4
Presentation
© 2012 Eloqua, Inc. 5
Empower Sales to Drive Revenue
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© 2012 Eloqua, Inc. 6
Transition from Reactive to Proactive Sales Enablement
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© 2012 Eloqua, Inc. 7
Listen to the Masses
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© 2012 Eloqua, Inc. 8
Identify Your Tools and Develop a Plan
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© 2012 Eloqua, Inc. 9
Audit Your Content
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© 2012 Eloqua, Inc. 10
Segment Audit According to Buy-Cycle
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© 2012 Eloqua, Inc. 11
Then Segment Content by Audience
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© 2012 Eloqua, Inc. 12
Score Content Performance
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© 2012 Eloqua, Inc. 13
Map Content to Your Buy-Cycle
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© 2012 Eloqua, Inc. 14
Identify the Gaps
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© 2012 Eloqua, Inc. 15
Reuse, Reduce, Recycle
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© 2012 Eloqua, Inc. 16
Identify Trends in Engagement
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© 2012 Eloqua, Inc. 17
Get Agile
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© 2012 Eloqua, Inc. 18
Data Mine and Crowd Source for Content Opps
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© 2012 Eloqua, Inc. 19
Leverage the Sales Relationship
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© 2012 Eloqua, Inc. 20
Arm Sales With Content and Tools
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© 2012 Eloqua, Inc. 21
Enable But Don’t Overwhelm
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© 2012 Eloqua, Inc. 22
Transform Sales Into Thought Leaders
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© 2012 Eloqua, Inc. 23
Become Information Transparent
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© 2012 Eloqua, Inc. 24
Speak the Same Language
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© 2012 Eloqua, Inc. 25
Actions to Implement
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© 2012 Eloqua, Inc. 26
Audit and Measure Your Existing Content
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© 2012 Eloqua, Inc. 27
Classify, Map, and Measure Your Content
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© 2012 Eloqua, Inc. 28
Align Your Content, and Content Terminology, to Your Sales Process.
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© 2012 Eloqua, Inc. 29
Crowdsource for New Content Opportunities
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© 2012 Eloqua, Inc. 30
Provide Context and Tools to Sales
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© 2012 Eloqua, Inc. 31
Get Agile
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© 2012 Eloqua, Inc. 32
Thank you for attending today’s Power HourMarilyn Cox, [email protected]
@marilynecox
© 2012 Eloqua, Inc. 33 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. @marilynecox