SOURCE: Eloqua


September 21, 2010 09:41 ET

Eloqua Publishes "Grande Guide to Sales Enablement"

Fan Favorite Video Persona "Juan Eloqua" Introduces Marketing Guide

VIENNA, VA--(Marketwire - September 21, 2010) -  Eloqua, the leader in marketing automation solutions that dramatically accelerate revenue growth, today published the Grande Guide to Sales Enablement, a veritable "how-to" manual for marketers looking to arm their sales teams with the tools, content and insights needed to increase conversions and grow revenue.

The eight-page page resource is the second guide in Eloqua's "Grande" series, following last month's Grande Guide to Lead Scoring. The layout, length and language behind each guide is designed to provide subject matter expertise... in about the time it takes to drink a cup of coffee. Returning to introduce the Grande Guide to Sales Enablement is Juan Eloqua, the fictional grower of coffee and revenue. In this second installment, Juan Eloqua is joined by his family, wife Guadalupe and son Diego. We even meet Diego's teacher, Senor Stagnaro.

Although the Juan Eloqua video is intended to inject playfulness into Eloqua's content marketing campaign, the Grande Guide to Sales Enablement is a serious resource. It includes compelling statistics (e.g., companies that employ sales enablement tools enjoy a 51% year over year improvement in lead conversion rates, via the Aberdeen Group), actionable tips (e.g., what information marketers should share with sales reps to accelerate deal flow), predictions for the future (e.g., the impact of mobile devices on sales productivity), and a list of the best online resources on the topic. The guide also features a sidebar contributed by influential blogger Ardath Albee of Marketing Interactions.

"B-to-B marketing and 'fun' needn't be mutually exclusive," said Eloqua CMO Brian Kardon. "The industry immediately embraced Juan Eloqua and our Grande Guide to Lead Scoring. We heard the message loud and clear: marketers not only want remarkable content, but they also want it delivered in a remarkable manner. That's what we've set out to do."

Both Grande Guides, along with the Juan Eloqua videos, are available for free at Eloqua's dedicated microsite. The content can also be found on the company's social outposts, including SlideShareYouTube and Facebook. For more background on the campaign, refer to Kardon's post on Eloqua's "It's All About Revenue" blog.

About Eloqua
helps clients dramatically accelerate revenue growth. Eloqua provides powerful business insight to inform marketing and sales decisions today that drive revenue growth tomorrow. The company's mission is to make its customers the fastest growing companies on earth. Thousands of users rely on the power of Eloqua to execute, automate and measure programs that accelerate revenue growth. Eloqua's customers include Adobe, AON, Dow Jones, ADP, Fidelity, Polycom, and National Instruments. The company is headquartered in Vienna, Virginia, with offices in Toronto, London, Singapore and throughout North America. For more information, visit, subscribe to the It's All About Revenue blog, call 866-327-8764, or email

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