Meet with Confidence

Questions/Answers from Webinar: Convert Leads Faster by Integrating Webinar Data with Salesforce

Posted by Anita Wehnert on
Share this Post:



While we knew that marketers and trainers were tired of the hassle of getting webinar data into their CRM system, we were surprised by the great turnout at yesterday’s webinar on the value of integration. If you had a chance to join us, we hope you found the event worthwhile!

Many thanks to Helena Brito from Mandiant, Jill Myers from OverDrive, and Pat Buchanan and Dave Kornegay from for speaking on the event. Each of them shared fantastic insight into how the integration has made a difference in their business and responded to questions from our audience during a lively panel discussion.

Because we had so many great questions, we couldn’t get to them all during the live event. In fact, we had such a high volume of questions that answering them all would make this blog post painful to read.

So, here is my take on the top 5 and you can access a full transcript of the Q&A here. You can also sign-up for a demo and learn more about ReadyTalk for Salesforce here.

1 - Q. How does sales use webinar information to close more deals? Did you face any resistance to adoption within your sales organizations?

A.  By having access to webinar data directly from the Lead or Contact record, sales can instantly see which topics their prospect is interested in and tailor their message to speak to the prospect’s specific use case or pain point. And, because attendance data is captured in Salesforce immediately after an event, sales can strike while the iron is hot and capitalize on opportunities rather than delaying follow up until marketing can do the manual work to get the data into the CRM.

Each of our panelists shared that ReadyTalk for Salesforce has been very well-received by their sales organizations because it:

  • Gives them timely and convenient visibility into valuable webinar data right from the Lead and Contact record

  • Makes it easy for them to invite prospects and customers to webinars and online trainings directly from the Lead or Contact record

In fact, Helena from Mandiant shared this feedback from one of her account executives during the webinar:


“Awareness of participation in events by potential customers allows me to enter the conversation with relevance and value, thereby earning their attention.”

2 - Q. When I look at a customer record will I be able to see a history of their webinar interaction directly associated with their customer profile?

A. Yes, ReadyTalk for Salesforce attempts to match each participant with a Lead or Contact record in Salesforce based on email address. From the related Lead or Contact record, you can see all of that person’s meeting activity and drill down to the Meeting Member record for full details.

3 - Q. Is there a diagram or goal funnel (visualization) to see drilled down results quickly at a high level?  Will we be able to see a report generated from an event?




A. Yes, ReadyTalk for Salesforce provides a high-level view of event stats including the number of people invited, registered, and attended as well as the details for each individual Meeting Member. We also include a dashboard and canned reports that provide insight into information like attendance rate by event and number of registrants for upcoming meetings.


4 - Q. Does ReadyTalk for Salesforce check for duplicates and create a new Lead or attach to an existing record?

A. Yes, ReadyTalk for Salesforce uses email address to attempt to match an event participant with an existing Lead or Contact in Salesforce. If it finds a unique match, it automatically attaches the Meeting Member to that Lead or Contact. If it does not find a match, you can have the application automatically create a new Lead or use our matching tool to try to find an existing Lead or Contact using additional information (e.g. name, company, etc.). And, if it finds multiple matching records, it will add the Meeting Member to a queue of “Unmatched Registrants” so you can select the Lead or Contact that you want related.

5 - Q. Do all of the panelists use Eloqua as well or do they use different email marketing tools in conjunction with ReadyTalk and Salesforce?

A. has used Eloqua for a number of years and OverDrive is excited about deploying Eloqua in Q4 2011. ReadyTalk also uses Eloqua as an integral part of our webinar marketing efforts.

While ReadyTalk gives you the ability to send email invitations through our system, you have the flexibility to use a marketing automation system or another email marketing tool for this task. ReadyTalk for Salesforce is designed to support this use case, so you can still capture registration and attendance data in Salesforce even if you don’t use our invitation capabilities.


In addition to our integration with Salesforce, ReadyTalk also has a direct integration with Eloqua through the Eloqua Cloud Connectors for ReadyTalk. You can learn more about that integration here or install it from the Eloqua App Cloud.




Comments for Questions/Answers from Webinar: Convert Leads Faster by Integrating Webinar Data with Salesforce

blog comments powered by Disqus

Recent Posts

Check Out What's New at ReadyTalk!

There are a lot of new and exciting things happening at ReadyTalk. Check out what new features and updates we have to offer for operator-assisted events: Conference ID Required ...

Making Meetings Better with Two New Features

With these two new features from ReadyTalk, your meetings will be even better! Higher Quality VoIP Improvements around VoIP audio conferencing for chairpersons and co-presenters...

Self-Serve Broadcast Audio - saves you time and money!

Our passion is perfect presentations.  That's why ReadyTalk gives you everything that’s been missing in webinars.  Our easy-to-use platform delivers superior presentation...

How to Write the Break Up Letter

I recently shared 15 Ways You Know It's Time to Break Up (with your conferencing provider) because not every relationship is meant to last forever.   Once you have decided it is in...

What We Learned: 3 Webinar Features You Should be Using Today

What We Learned:  3 Webinar Features You Should be Using Today Yesterday, we hosted a great webinar on some new ReadyTalk features: 3 Webinar Features You Should be Using Today. We...

3 Webinar Features You Should be Using to Get More Value from Your Webinars

3 Webinar Features You Should be Using to Get More Value from Your Webinars “Am I getting ROI on my webinars? How can I make it be better?” These questions are often in the back of...

Online Meetings Like a Boss!

Online Meetings Like a Boss! Just because a meeting is happening online, isn't an excuse for it to be a waste of time. Want to host better online meetings? Check out these 8 tips...

4 Ways to Join a ReadyTalk Meeting Faster

4 Ways to Join a ReadyTalk Meeting Faster ReadyTalk offers more ways than ever to meet online faster, right from where you are working. Join a webinar on the go from your mobile,...

ReadyTalk for Salesforce1 Now Available

Schedule Meetings From Your Phone! With ReadyTalk for Salesforce1, you can schedule meetings right from your phone. And all the important details of your customer meeting or...