Why You Should Invest in Oracle Eloqua Sales Tools

In the world of marketing automation, we hear all too often the infamous dichotomy between sales and marketing. An organization’s marketing team generates plenty of leads from their strategically planned marketing efforts. These leads that marketing worked relentlessly for are passed along to the organization’s sales team. It’s up to the sales team to keep the momentum going where the marketing team left off.

From marketing’s point of view, it’s easy to wonder:

• Is there an efficient way for the sales team to communicate with their hottest leads?
• Can the sales team track lead engagement, and if so, how?
• What information can we expose to the sales team prior to engaging with any leads?

Introducing Engage and Profiler, two Eloqua sales tools that are critical components to any organization utilizing Eloqua for marketing automation. Let’s take a closer look at each of these tools individually and discuss each of their benefits.

Eloqua Engage

Engage is a tool that empowers sales reps with a way to communicate one-on-one with Eloqua contacts via email while using company approved messaging and branding. In other words, your marketing team can hand off email templates to the sales team that were created within Eloqua and are compliant with your company’s brand guidelines. This allows sales reps to use consistent messaging across the organization while still allowing them to communicate with Eloqua contacts on an individual basis.

Additionally, sales reps have the ability to kickstart a conversation with a lead by composing their own simple email in Engage similarly to how they compose regular emails. However, as opposed to sending an email from a tool like Microsoft Outlook, for example, sending from Engage provides reps with the ability to track email engagement. This means any opens, click-throughs, etc. from an Engage email is tied to an Eloqua contact’s activities.

Engage can be accessed from multiple devices (phones and tablets included) making it extra convenient for traveling sales reps.

Using Engage eliminates the need to recreate a variety of emails that reps continuously send to potential or existing customers throughout the sales process, meaning reps have the ability to either create their own emails and save for re-use or they can access branded and approved emails that may be created from within Eloqua. Either way, the underlying benefit is that Engage is saving time for sales reps while still setting the team up with continued visibility and transparency of their leads.

Eloqua Profiler

Profiler is an Eloqua sales tool that compliments the functionality of Engage. Profiler presents a very precise dashboard view of how Eloqua contacts are interacting with your organization’s marketing efforts. The dashboard provides the sales team with visibility of not only profile information (contact fields), but also a clear indication of all of the assets a person engaged with. Specifically, a rep can see the emails that were sent to an individual, the emails that were opened and/or clicked through, and which Eloqua-tracked webpages were visited. In short, any engagement with your company’s Eloqua-tracked site and Eloqua emails is accessible.

At this point, you might have a million thoughts running through your head about how your reps can use that information. Let’s say that they want to understand more about a lead they’re following up with after a trade show. It would be invaluable to understand how this specific person previously interacted with the website. What content did they engage with? All of this information is accessible within Profiler. Of course, mentioning engagement specifics like pages viewed and emails clicked should be used sparingly in a conversation with a lead, but nevertheless, it’s critical information a rep would want to have in his/her back pocket.

Analytics available within Profiler are: Email Sends, Email Opens, Email Clicks, Web Visits, Forms Submitted, and External Activities. Additionally, if your organization uses Eloqua Lead Scoring, this is one of the first components visible within the dashboard (top left corner). And again, similarly to Engage, the sales reps can view Profiler from multiple devices including phones and tablets.

There are a few different ways Eloqua Profiler can be accessed. The first way is via a direct link, which will open Profiler in its own window. Another way we see our clients implement Profiler is through an iframe window within their CRM system. This gives reps the ability to see a lead’s or contact’s Eloqua engagement via Profiler while staying inside CRM, making it easily accessible for your sales team.

In summary, the two sales tools work hand in hand with one another, each with their own individual benefits. Your sales team can leverage both Profiler and Engage together as a way to not only see a lead’s various areas of engagement, but also as a way to track follow-up communications as well. In a world where we’re consistently battling for the attention of our potential customers, leveraging these tools could sway a lead to choose your business over the competition.

If you have any questions or if you would like to schedule a demo of Eloqua’s sales tools, please feel free to reach out to Relationship One.