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eBook Digital Body Language epub

by Steven Woods

eBook Digital Body Language epub
  • ISBN: 0979988551
  • Author: Steven Woods
  • Genre: Business
  • Subcategory: Marketing & Sales
  • Language: English
  • Publisher: New Year Publishing (October 28, 2010)
  • Pages: 224 pages
  • ePUB size: 1830 kb
  • FB2 size 1523 kb
  • Formats azw lrf mbr doc

Download it once and read it on your Kindle device, PC, phones or tablets.

Download it once and read it on your Kindle device, PC, phones or tablets.

Revenue Engine by. Steven Woods. Grad to Great: Discover the Secrets to Success in Your First Career by.

See if your friends have read any of Steven Woods's books. Steven Woods’s Followers. None yet.

Written in rhyme, against a backdrop of beautiful watercolor illustrations, this book tells the heartwarming story of young Jacob, who lets his conscience guide him to a kinder, gentler way of being. For Ages 5+Jacob the Dragon CatcherOf all the catchers, Jacob was the best. He caught more dragons than all the rest. He had lots of wealth and fame,And all.

In this thoughtful and groundbreaking book, Steven Woods helps B2B marketing professionals .

In this thoughtful and groundbreaking book, Steven Woods helps B2B marketing professionals understand the new dynamics of marketing complex products and services.

Last oneFree postage.

Digital Body Languaage: Deciphering custom intentions g mer in an online world Lessons learned from 700 customers Steve Woods, CTO, Eloqua. Demand Generation Summit.

I cover a range of topics from lead scoring and nurture marketing to the effect of social media on B2B marketing and marketing analysis.

Steven Michael Woods Jr. (April 17, 1980 – September 13, 2011) was an American who was executed by lethal injection in the state of Texas

Steven Michael Woods Jr. (April 17, 1980 – September 13, 2011) was an American who was executed by lethal injection in the state of Texas. Woods petitioned to media outlets for prisoner rights in February 2004.

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.
Comments: (7)
Rollers from Abdun
A lot has changed in terms of technology that facilitates buying decisions, but some intrinsic truths remain. This book helps frame those changes with real examples and implementation strategies for business today. From online marketing to continuous optimization, this book is a practical implementation guide from anyone in digital marketing or especially as a catch up guide to those marketers not up to date with the monumental changes that have undertaken our industry.
Great explanation. Food for thought.
Great read for digital marketers. A great place to start in learning about online personas and their actions. Must read.
I'm not sure if I like the term Digital Body Language, but Steve Woods' book I like very much. It clearly shows how the role of marketing in the complex sale has changed, and gives lots of detailed suggestions on how marketing teams can cope with this change, by using smart demand generation strategies.

This book is required reading for marketers who currently use a marketing automation system such as Eloqua (for a full list of vendors see my blog LeadSloth.com). Or for marketers who plan to use such a system. It provides useful guidelines to improve profiling, lead scoring, and lead nurturing. Also, it shows how to measure marketing ROI more objectively.

Steve Woods is CTO an co-founder of Eloqua, so the book is based on 9 years of practical demand generation experience. However, the book does not mention Eloqua, so you are spared any advertising and you get access to knowledge that is relevant regardless of the marketing software you use.

Digital Body Language is not an easy read, because it's chock-full of information that has never been put in a book before. Steve has added about two dozen case studies, which are brief but provide practical examples that make the book come more alive. All in all, I think this book will soon become a classic in the demand generation space.
Whether you are a salesperson or company, your prospects are changing. Finding and connecting with prospects is more difficult today than ever before. And once you do connect with a prospect, the chances are they know far more about the issues they want or need to address and the potential solutions to those issues than the prospects you've dealt with in the past.

It used to be salespeople were the dispensers of knowledge and solutions. Not too long ago most psopects needed salespeople to help them analyze their needs and to then propose viable solutions to those needs.

No longer.

Everyday more and more of our prospects are turning to the ever growing number of resources on the internet to research their problems and issues, their wants and needs. With the explosion of websites, artilce sites, blogs, forums, webinars, and other resources immediatley avaiable to anyone willing to take a few minutes to do a keyword search, salespeople are no longer the lynchpin of knowledge and solution.

Salespeople are increasingly engaging prospects at a later and later stage of the purchasing process--often so late in the process that their only task is to give a price since the prospect has already diagnosed the issue, researched the various solutions, determined the most appropriate solution for their situation, and now only need a potential product or service provider to quote a price.

This movement away from using salespeople early in their purchasing process creates a huge problem for companies and salespeople--how to recognize and capture a prospect early in their solution search.

Steven Woods in Digital Body Language: Deciphering Customer Intentions in an Online World (2009: New Year Publishing) argues that just as it used to be critical for a salesperson to be able to read a prospect's body language in order to be able to successfully move them to make a positive decision to purchase, it is now equally critical--and possible--to read a prospect's "digital" body language via their use and movements through the company's internet resources.

Digital Body Language is aimed at the marketing function of companies with relatively sophisticated marketing departments engaged in business-to-business complex sales. For Woods, the activities that allow one to read the body language of a company's electronic visitor is very much a pre-sales handoff activity. This, however, doesn't mean that smaller companies, salespeople, and individual professionals can't pick up some good ideas of how to understand where in the buying cycle the visitors to their website, blog, podcast, or other resource are.

Woods argues that by understanding and analyzing where the visitors to the company's website or blog come from, how long they stay, what they engage while they are there, and what they go afterwords can help the marketing department formulate a campaign to eventually move the prospect from investigator who is researching issues and options to being handed off to the sales department for final follow-up and consumating the purchase.

Each movement a prospect makes signals their individual involvement within the purchase, where in the process they are, what type of information the company can follow-up with that will interest them, and when to turn the lead over to sales.

Reading digital body language requires a set of data mined from both your electronic and non-electronic resources, as well as "a marketing team prepared to implement numerous processes that deliver the right communication at the right time to the right prospect." No easy task and one that Woods says requires "the entire organization to make siginficant changes to marketing." Traditional marketing concepts and functions still apply, Woods says, but now take a back seat to understanding and responding to prospect's online behavior.

Digital Body Language is a throught provoking look at how prospects are buying in today's market and how marketing--and ultimately sales--must respond. As more prospects move to self-education, analysis, and solution creation, a new understanding of the prospect must emerge. And since it seems that everyday brings an additional resource that allows prospects more control over their purchases, those companies who learn how to "read" their prospects and engage them with the information they are seeking in a manner they will respond to will be the companies who manage to maintain their margins and grow their business--even in a market where more and more "complex" products and services are moving into the realm of commodities to be bought at the lowest possible price.
Ever had the feeling that the marketing paradigm had changed since the advent of the new digital-Internet, Web 2.0, search engines and social media-universe, but nobody really quite told you exactly how? Well, the co-founder of Eloqua, Steven Woods, has done a pretty good job in doing just that in his book, "Digital Body Language."

DBL is about analyzing and using this comprehensive and cumulative digital footprint that is constantly being left behind by potential buyers in the new digital marketplace. In the buyer-driven, fast-converging sales/marketing demand generation cycle, DBL-based techniques track, nurture and manage each prospect, as the prospect traverses and consumes various marketing assets at different stages of the selling/buying cycle.

This new marketing paradigm needs to be very disciplined and synchronized by using constantly evolving buyer profiles, mutually acceptable (sales/marketing) lead scoring, unique segmentation methods, and by proffering the right message to the right person at the right time. Most importantly, it deploys performance metrics that marketing can actually be judged by!

Finally, sales can still do its face-to-face assessment of a prospect's physical body language, after that prospect has been qualified by marketing - through the afore-mentioned analysis of the prospect's digital body language. From my personal perspective, I am glad to see a meatier role for left-brained marketing because as we real marketers know - marketing is a lot more than brand.
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