Understanding Digital Body Language
Learning to recognize clues during the online sales process will improve the measurability of marketing - and its success.
By Steve Woods, Eloqua
As a software buyer progresses through the various phases of the buying process, he or she interacts with the vendor’s organization by seeking, receiving, using, and responding to information. In the past, all interactions were largely face to face or by telephone and the sales professional was able to read the subtle clues and nuances- the forward-leaning posture, the raised eyebrows, the tone of voice, and more.
Can that same level of interaction and interpretation be achieved in the digital world? Can marketers define and read a “digital body language” that offers consistently predictive clues and insights into buyer behavior? Absolutely.
Digital body language is an art and science that revolves around detecting and understanding prospective buyers’ signals and intentions to better communicate with them. The transition that began a decade ago with the arrival of the Internet and its many new sources of information will require a significant rethinking on the part of marketers, sales professionals, and the organizations they serve.
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Poll: Digital Sales Effectiveness?
Will the effectiveness of online sales optimization techniques ever match that of a seasoned human salesperson?
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