© 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

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© 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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Identify Your Tools and Develop a Plan

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Audit Your Content

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Segment Audit According to Buy-Cycle

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Then Segment Content by Audience

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Score Content Performance

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Map Content to Your Buy-Cycle

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Identify the Gaps

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Reuse, Reduce, Recycle

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Identify Trends in Engagement

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Get Agile

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Data Mine and Crowd Source for Content Opps

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Leverage the Sales Relationship

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Arm Sales With Content and Tools

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Enable But Don’t Overwhelm

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Transform Sales Into Thought Leaders

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Become Information Transparent

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Speak the Same Language

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Actions to Implement

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Audit and Measure Your Existing Content

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Classify, Map, and Measure Your Content

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Align Your Content, and Content Terminology, to Your Sales Process.

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Crowdsource for New Content Opportunities

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Provide Context and Tools to Sales

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Get Agile

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Thank you for attending today’s Power HourMarilyn Cox, mcox@cincom.com

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© 2012 Eloqua, Inc. 33 Copyright © 2013, Oracle and/or its affiliates. All rights reserved. @marilynecox