Digital Body Language
Language: English
Published by New Year Publishing LLC Jan 2009, 2009
- Hardcover
- New
Seller: AHA-BUCH GmbH, Einbeck, GermanyAHA-BUCH GmbH
AbeBooks seller since August 14, 2006
Condition: New
US$ 52.57
Quantity: 1 available
Add to basketItem description from seller
Neuware - In complex business-to-business sales processes, buyers are rewriting the rules. Today s instantaneous access to an online array of information and resources from brochures to portals to Web 2.0 social media - means buyers can quietly self-educate and autonomously direct the pace, direction, and timing of the purchase (not sales) cycle. For companies accustomed to relying on trained sales professionals to act as trusted advisors and guide buyers through a defined, structured process from the very inception of the sales opportunity - these changes are potentially disruptive on a massive scale. In this virtual marketing environment, a savvy sales rep can no longer read the room. Today, B2B marketers must decode a buyer s digital body language to understand the roles, information needs, timing, and buying intentions of its largely faceless and elusive target market. In this thoughtful and groundbreaking book, Steven Woods helps B2B marketing professionals understand the new dynamics of marketing complex products and services. He walks through the new tools available to buyers, how to read digital body language, and how to respond most effectively to maximize the volume and quality of leads. Woods shows that, by embracing the concept of digital body language, marketers can re-engage with sales colleagues on a more strategic level and increase their value to the enterprise.…
Seller Inventory # 9780979988554
- Title
- Digital Body Language
- Author
- Steven Woods
- Publisher
- New Year Publishing LLC Jan 2009
- Publication year
- 2009
- Condition
- Neu
- Binding
- Buch
- Language
- English
- ISBN 10
- 0979988551
- ISBN 13
- 9780979988554
- Item weight
- 471 grams
- Dimensions
- 222x145x17 mm
As this transition happens, marketing and sales teams must react. With the shift to online from face to face, the ability to see body language and read the room has disappeared. Marketing must step in to read prospects Digital Body Language and use that knowledge to guide the prospects buying process.
The new book Digital Body Language Deciphering Customer Intentions in an Online World , discusses the transitions that this is forcing in marketing departments everywhere, as they move to succeed in this new reality. In it, Steven Woods, industry expert and CTO of Eloqua discusses best practices for analyzing and understanding customer intent through analyzing their Digital Body Language.
The book uses informative explanations and in-depth case studies of many of the leading marketers around the world to show approaches to profiling, leads scoring, lead nurturing, sales handoff, marketing analytics, and data management.
Woods makes a compelling case that the transitions we are all experiencing in today's marketing environment are part of a fundamental shift in the way we think about marketing and the way we understand the buying process of our customers.
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