Toll-free 1-866-327-8764  [ CONTACT US ]  [ CUSTOMER LOGIN ]
Nav: HomeNav: Products & SolutionsNav: ServicesNav: CustomersNav: PartnersNav: About EloquaNav: News & EventsNav: Resource Library
Icon: RSS Feed
Resources » Whitepapers

Reading Your Buyer's Digital Body Language (TM)

Thumbnail: Whitepaper

Reading and Responding to Your Prospects’ Buying Behavior in the Web 2.0 World

From a sales-driven sales cycle....
The traditional B2B transaction has been almost entirely a sales function rooted in face-to-face interactions, such as business luncheons, board room presentations and product demos. After passing off the lead, marketing contributed little to the process. The best sales professionals were highly adept at reading body language and buying signals revealed during in-person meetings in a conference room or over lunch. Subtle gestures such as facial expressions, eye contact, raised eyebrows, head nods or crossed arms, could tell savvy sales professionals much about a prospect’s buying disposition. For example, by learning early in the buying cycle that a CFO was taking hard look at ROI or that a VP of Operations was leaning towards another solution provider, a salesperson had the opportunity to address objections and ultimately improve the odds of closing a deal.

To a customer-driven buying cycle
However, over the past two to three years, the buying cycle for complex B2B products and services has fundamentally changed. The evolution of the Web 2.0 environment and its accompanying rich media and easy access to competitive product information and peer feedback, has transformed how most companies research and evaluate prospective solution providers. 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.

What smart business are doing about it
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 invisible to the sales team, yet is a better indicator of real buying interest than anything else in the salesperson’s toolkit. It 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.

Download the full whitepaper

Icon: Email This LinkIcon: Email This Link
Chat with an Eloqua Rep
Book a Live Demo

Find out how Eloqua can help you with your demand generation and start your own marketing success story.

» Book a Live Demo

Title: Eloqua Experience 2008: International User Conference and Awards

Online Demos

» Watch Video
Duration: 60 secs Flash [.swf]

» Download Product Demo
Duration: 5 mins Flash Presentation [.swf]

Customer Success Portal

The Eloqua Customer Success portal is a comprehensive source for examples of how our customers use Eloqua to solve some of the most vexing marketing & sales problems.

» Portal Login

Customer Testimonials

“Eloqua is a fantastic solution for email marketing campaigns, web site analytics, and lead generation. I can't imagine running marketing without such a system...”

Dave Lewis
SVP Marketing. Ellie Mae

» More Customer Testimonials

Whitepapers

The Business Case for Demand Generation

Codynamic Lead Scoring

Optimizing Lead Generation
What’s the Payback?

Automating Demand Generation
The Power of “Factory Thinking” in Sales and Marketing

» More Whitepapers

Webinars
Upcoming Events

Marketing Effectiveness Summit
A Seminar on Improving Demand Generation

» Register

Customer News
Awards

Eloqua Named to 2007 Deloitte Technology Fast 500 for Phenomenal Five Year Growth

Eloqua Wins Rising Star Award from CRM Magazine and Helps Sybase Achieve the 2007 Elite Award

Eloqua Named a “Cool Vendor” by Gartner in CRM Marketing and Analytics

Eloqua Named 88th Fastest Growing Technology Company in North America

Eloqua Wins ClickZ Marketing Excellence Award for Best Enterprise Analytics Tool

» More Awards