Digital Body Language

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Marketing Dashboard: Passive Discovery

Digital Body Language

This dashboard metric gives you a clear sense of whether prospective buyers in the early stages of their education process are learning about you through paid efforts, such as advertisements, or through your efforts to earn their attention, such as through content marketing. This thinking needs to be applied to all areas of the revenue engine, and each has its own unique challenges.

5 Things You Shouldn’t Expect from Marketing Automation

Digital Body Language

Unless your marketing department has sales intuition (the ability to read your prospects’ behaviour and anticipate their next actions), defining a good lead will be difficult to do on your own. Your sales team can view specific data about your prospects, including the links they clicked, the registration forms they completed and their lead scores. Define buyer personas.

Evaluating Marketing Automation - 10 Questions To Ask

Digital Body Language

Are we going to ask prospects for every piece of information we need? The market for marketing automation software is doing very well these days. This has lead to an unprecedented variety of options for marketers to choose from, and the range of options can be dizzying. While many of the discussions can focus on software and feature/function comparisons, this is only one element of success.

The Changing Dimensions of Lead Flow

Digital Body Language

As a marketer or salesperson interacting with a prospective buying audience, how that audience is defined changes as a more direct connection is made with them. As individual prospects become known, uniquely identifying them by an identifier such as an email address or other id becomes possible. For example, if 15 opportunities are created out of 1000 leads, a 1.5% An individual?

Trust, Reputation, and Inside Sales

Digital Body Language

That company reputation, if built on a foundation of corporate openness and transparency , can contribute greatly to the amount of trust prospective buyers are willing to give to the salesperson they are dealing with. There is a significant shift underway in how we establish and build trust. Some organizations are seeing effective use of inside sales up to $100,000 in ASP.

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CEOs and Marketing Metrics

Digital Body Language

When prospective buyers understand a business challenge or opportunity and seek to solve it, do they discover your company? - What this may mean, however, is that Marketing focuses more on processes that continuously nurture prospective buyers , continually allow your solutions to be found, and gradually establish buying criteria that allow your solution to be selected.

Marketing Automation and B2B Marketing Predictions for 2010

Digital Body Language

Buying relationships will be more and more built on a foundation of buyer education, and the B2B organizations who can educate and nurture prospective buyers over time, without annoying them will win. Marketing education likely won’t change in this regard during 2010, but the initial discussions will start. As with any of these, it’s a guess, and entirely my own opinion. Sort of.

6 Ways For Marketing to Help with Social Media

Digital Body Language

This means that the "marketing" folks generally work with two major levers: - A Budget for campaign spend (ads, search keywords, event promotions, show attendance) - A Marketing Database of interested or potentially interested prospects Because they don't fit into these two major levers, the "social media" person's efforts often feel a bit disconnected from the major promotions being run.

Behavioral Targeting and Large Populations

Digital Body Language

However, the key to relevance is understanding the interests of each prospect so that a marketing message can be delivered accordingly. Within your universe of prospects, there may be only a small percentage of them at any one time who are the precise buyer role and executive level, at the particular stage of the buying process that your marketing message ideally targets.

Information Will Find Me

Digital Body Language

The logical extension of this trend is that the consumers of information – our prospective buyers – will expect that the information they should be interested in will find them, rather than them finding information. As the way that we find information becomes increasingly driven by social influence , it’s interesting to look at where this trend goes in the longer term.

Google, Display Ads, and B2B Marketing

Digital Body Language

The Flaw With Search The problem with this is that it relies on the prospect to "actively" seek information. As prospective buyers show an interest in investigating a certain area, say by clicking on a link, shared socially, that refers to an article on generating more leads for sales, Google may be able to then show them a display Ad targeted at any interest in “demand generation”.

Message Delivery vs. Message Discovery

Digital Body Language

A prospective buyer actively seeks information on a given topic based on keywords. The most obvious change in marketing that we are seeing lately comes down to how our messages reach their intended recipients. This is driven, of course, by changes in the behavior of our audience of potential buyers. Search, either natural or paid, provides an active way to discover information.

Deep Searches and Content Proliferation

Digital Body Language

Instead, prospective buyers are using longer and longer terms find exactly the information they need. This is a significant fact as it means that prospective buyers are seeking information that fits a very specific challenge they are facing or precise question that they have. Take, for example, search.

Mapping the Buying Process - A Framework

Digital Body Language

Awareness and Education Is there a problem: Are prospective buyers generally aware of your solution category and what it can do for their business? - One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process. Every organization, and every industry, deals with a slightly different set of buying challenges.

Calculating the True Cost of an Email Campaign

Digital Body Language

To understand how it takes for your prospects to disengage, you must analyze your email marketing history. Since the advent of email marketing in the mid-1990s, companies have embraced the misconception that email is virtually “free” as a marketing medium. So what is the true cost of an email campaign? Net New Names At one end of the spectrum are the names entering your database.

6 things the iPad means for B2B Marketers

Digital Body Language

A salesperson carrying an iPad can easily segue into a live demonstration if the conversation goes that way, and a prospect carrying an iPad can be guided to online resources during the booth conversation if it makes sense to. Yesterday, Steve Jobs announced Apple's latest device, the iPad. If it succeeds in this, we will see the transition of that subscriber base from off-line to digital.


The Foundation for Great Marketing is Great Data

Digital Body Language

Data and the User Experience In thinking about data, there can be a temptation to burden your audience of prospects with the data requirements of your marketing database. Data is key to all your marketing efforts. However, when thinking about your marketing automation efforts, data management can often be an afterthought. Current Database First, you need to understand your current database.

Who and What Do We Trust?

Digital Body Language

Are you measuring how and why prospective buyers build their trust in you? As the role of the relationship-based sales person shifts, with buyers collecting more of their information online, both prior to, and during conversations with sales people, we need to pay close attention to the most crucial aspect of a sale. Trust. It is trust that every relationship has as its foundation. However, with the changing dynamic of how the conversation happens, there is also a changing dynamic of how trust is developed. Online Personas: Within these communities, active individuals often stand out.

The Buzz about Google Buzz – 6 things relevant to B2B?

Digital Body Language

Therefore, social media as a marketing strategy in B2B was often used to influence influencers , rather than connecting directly with end prospects. Yesterday, Google announced their next major foray into social media, with the launch of Google Buzz. While the main concepts behind Buzz are very familiar with anyone who is at all familiar with social media – friends, status updates, photo sharing – the way that Google brings it all together, and their sheer weigh in the market, means that this may be quite interesting. As a B2B marketer, what does this mean? What do you think?

Eloqua Experience 2010


It is an easy to understand, prioritized view of the hottest, most engaged prospects and accounts. This week I attended the Eloqua Experience, Eloqua’s user conference in San Francisco. The big news of this event is the launch of Eloqua 10. It’s the result of 2 years of hard work, and it looks very good. The revamped user interface makes working with Eloqua a lot of fun. Overall.

Sales Prospecting Perspectives, February 1st - 5th

Sales Prospecting Perspectives

Use Everything in Your Teleprospecting Quiver - Matt Fitts , one of our DCO's, wrote about the importance of sales prospecting tools and, "leveraging all of these [teleprospecting] tools on every call.". Sales Prospecting and Messaging Mistakes - Craig Ferrara , another one of our DCO's, shared his thoughts on messaging mistakes we've learned from over the years. The week (and January?) is already over!? Man, it seems like it was Monday morning. Anyways, things were busy here at AG Salesworks this week. Here's a recap of the blogs that we posted this week: Monday February 1st.

Is Your Sales Prospect A Great Fit For You?

Sales Prospecting Perspectives

It is with this in mind that we run a “Prospect Diagnostics” meeting. I’ll break down the “Prospect Diagnostics” call to very simple terms, “Does this have potential to be a long happy relationship?” ” Does the prospect have a need that warrants the use of YOUR product/service? Not only should the prospect have a need for a solution, you should be confident that your solution is better for the prospect than any others. If you aren’t the best fit tell the prospect and respect their and your time.

The State of the Blogosphere 2010

delicious b2bmarketing

Brian Solis Home Articles Business – Marketing PR 2.0 – New Communications Social Media Speaking Books Appearances About The State of the Blogosphere 2010 December 13, 2010 View Comments The question we ask ourselves when examining the state of the blogosphere is whether or not the cup is half full or half empty? If drinking from the glass, it is then half empty. startups.

How to Optimize Your Website for Sales Prospects

Sales Prospecting Perspectives

Sales Prospecting Perspectives is pleased to bring you a guest post from Damian Davila, Content Marketing Consultant at Leverage responsive web design – Don’t design your site like it’s 2010! An online presence is essential in today’s competitive sales environment. Still, it is not just a matter of “putting yourself out there” and launching just any site. Stop it!

The Best Email Subject Line For Teleprospecting I've Seen Yet.

Sales Prospecting Perspectives

Brad G, one of our inside sales reps shared an email he had received from a prospect praising his persistence in prospecting him. We call it "polite persistence" here at AG and I was very proud that the prospect not only responded to Brad, but took the time to compliment his approach and work ethic. As I was closing out the email I glanced at the subject line that Brad had sent to the prospect. Your content means NOTHING if you don't first get the prospect to open the email. The best email subject line I've seen in my career came through my Inbox this week.

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Sales Prospecting Perspective Weekly Recap - Week of March 18, 2013

Sales Prospecting Perspectives

In 2010, discovered that inside sales jobs were growing at a rate 15 times greater than outside sales jobs. I started off our week of blogs discussing social prospecting and how you can use Twitter to produce a list of prospects who may be attending and industry trade show or conference. By monitoring the hashtag associated with the event, sales professionals are able to identify their target prospects that may be attending the event, as well as other prospects who would be a fit for the solution/service they represent. Monday, March 18, 2013.

Best LinkedIn Guides, Tips and Tactics of 2010


Mark Walsh reports on company pages, another new feature added by LinkedIn in late 2010. For these types of businesses, LinkedIn is a much better alternative,&# Michael Gray provides tips on using your profile, groups, questions and answer, status updates and other LinkedIn capabilities to generate referrals and sales prospects. What new features should you get familiar with?

How Do You Define a Quality Sales Opportunity?

Sales Prospecting Perspectives

They were only willing to dedicate their time to prospects that had a purchase time frame within the next three months AND were willing to share with us the specific dollar amount set aside. Here is the information we feel your sales prospecting reps need to capture in order to classify a lead as a quality amd actionable opportunity: Outline of pass-down process (When using the top down approach, it is good for the sales rep to know where you started within an organization). We know it can be difficult to satisfy the various sales personalities on your team. What about you?

78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)


Here he outlines five ways that sales can use these tools as well, from social CRM to teaching prospects how to solve business issues. Noting that “Smart and savvy companies have positioned themselves as authoritative experts and trusted sources of information by creating their own content,&# Gordon Plutsky outlines a six-step process for consistently connecting with prospects through relevant, compelling content. 10 Free Social Media Tools Every PR Pro Should Master In 2010 by the COMMS corner. Social Media Marketing Tips, Tactics and Guides. by Kuno Creative. s, 50?s,

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A Simple B2B Marketing Framework

Everything Technology Marketing

2) Lead Nurturing – Leads that are not sales ready need to be nurtured with the goal of guiding prospects through their buying decision process with educational and actionable content. 3) Sales Enablement – At this point your sales team is actively engaged with the prospect. We often discuss in this blog how B2B marketing is becoming more complex, and how to manage this complexity.

Top 56 B2B Marketing Posts for September 2010

B2B Marketing Zone Posts

Best of B2B Marketing for September 2010. Best Social PR Guides and Tips of 2010 (So Far) - Webbiquity , September 1, 2010 Social media has fundamentally altered the practice of public relations. Social media and the big conversation “fail” - grow - Practical Marketing Solutions , September 26, 2010 I am feeling sad and a bit ashamed of myself. Savvy B2B Marketing , September 1, 2010 The other week I had a post on the Content Marketing Institute about how to develop an editorial calendar for content marketing. But what about sales prospecting? &#.

31+ of the Coolest Social Media, Search and Web Tools of 2010


Economic conditions may have been tough in 2010, but there was no shortage of online innovation. A handy way to supplement your email contact list with information about those prospects from the most popular social networks. Most Popular Free Windows Downloads of 2010 by Lifehacker. ** 5 Stars. Supplement your email list with your contacts’ social network info? eSig.

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The Anatomy Of A Sales Discovery Call

Sales Prospecting Perspectives

What should you be looking for as your prospect gets farther and farther down the line to ensure that you find closed business at the end of the funnel? This one is trickier than it looks because often times your prospect won’t tell you who they are looking at. Your prospect should: Believe in your offering. This call is for both parties to learn about each other and not a groveling session where you kiss up and agree to everything your prospect asks. Last week I wrote about the need for sales executives to go into their meetings with a plan of attack.

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SAL is the Glue that Binds Sales and Marketing in Lead Generation

Industrial Marketing Today

Lead scoring must be based on both profiling of the best prospects (company size, industry classification, job function, etc.) Your needs may very well be satisfied by a simpler manual system made up of a Visitor Identification program (Caller ID for the Internet) and outbound telemarketing to fully qualify your prospects. A lead is a lead, right? Defining qualified leads.

Top 25 Articles and 8 Topics in B2B Marketing for March 2010

B2B Marketing Zone Posts

March 2010. Great stuff in the world of B2B Marketing for March 2010. Best Social Media Stats and Market Research of 2009 - Webbiquity , March 31, 2010 Whether you need data to back up a proposal for investing in social media marketing for CFO, want to understand which online tactics work best for engaging with customers and prospects, or are just an analytics data junky, you’ll find a treasure trove of key insights and happy hour trivia in this collection of the best articles and blog posts on social media and other marketing research of the past year. Hot Topics.

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Seven Ways to Use Social Media for Business


Producing and sharing content with your market both attracts prospective buyers and educates them, potentially shortening sales cycles. Ultimately, no one knows the challenges that your prospects face better than your prospects themselves. There’s no better source of information than your prospects and existing customers to help generate new product ideas.

Facebook Advertising Tricks for B2B Marketers

Buzz Marketing for Technology

In 2001 when Google AdWords was just announced – I was buying and converting potential prospects into leads for pennies on the dollar with keywords like Globalization, eCommerce, Interactive Marketing (I was in a consulting firm at the time). If I could offer you a billboard in the middle of Times Square for little to no cost for you to advertise your company would you do it? Tweet This!