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Reading and Responding to Your Prospects’ Buying Behavior in the Web 2.0 World
The traditional B2B transaction has been almost entirely a sales function rooted in face-to-face interactions. Now salespeople are increasingly dependent on their marketing teams to provide insights into which prospects are showing the strongest digital buying signals.
Over the past two to three years, the buying cycle for complex B2B products and services has fundamentally changed.
As the buying process moves online, salespeople are getting less face time with clients. They are increasingly dependent on their marketing teams to provide them with insights into which of their prospects are showing the strongest buying signals.
To succeed in this new business climate, smart businesses are adapting and realizing that the next frontier is to read and respond to the “Digital Body Language” of their prospects. This new body language is revealed through online activities such as website visits, white paper downloads, and email responses. Tracking this behavior can help companies quickly identify the buyers that are “raising their hands” to show interest in their solution.