Many of the Business Developers still don’t see the value of Eloqua, our automated lead nurturing and demand generation system. It’s no surprise. They haven’t been trained, nor have we quite connected to Salesforce.com. But we took the advice of a consultant and signed up a few to receive alerts when their clients or prospects were on the website.
And within a couple of weeks, a large Fortune 500 prospects was on our site, searching for information. The alert went to the BD. It just so happend that this executive was hard to reach because he was so busy – but now he could see – in real time – what the executive was reading!
He quickly made the call and made the connection, advancing the conversation and a meeting! There’s nothing like being “johnny on the spot.”