Digital Body Language

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What Exactly IS Digital Body Language?

Digital Body Language

The best physical representation of digital body language that I can think of is as seen through Eloqua's Prospect Profiler tool (pictured), which shows the spikes and valleys of activity, across all digital media, from web and email to search and forms. I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. So what is it?

Social Media and Revenue

Digital Body Language

In this presentation, I wanted to dig in a bit and showcase (with a lot of hands-on demos), how social media can drive actual revenue in businesses today. I do this, in this presentation, through the lens of the 5 RPIs (Revenue Performance Indicators) that the best Revenue Performance Management practitioners use to drive their businesses. There’s marketing, and then there’s “social media”.

Can Marketing Really be a Revenue Engine?

Digital Body Language

It's a key question in today's business environment - can marketing really be a revenue engine, or is this current energy around marketing driving revenue just a fad that will blow over. I was truly honored to host a panel at Dreamforce to discuss that question with three of the very best in the field. Revenue Performance Management marketing analysis marketing dashboards Revenue Engine

Evaluating Marketing Automation - 10 Questions To Ask

Digital Body Language

Are there best practices for building a contact washing machine that we want to leverage? 6) Do we need to add data from external sources? What are the best approaches to use? 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. Area code?

Content Methodology: A Best Practices Report

Methodology: A Best. contently.com by Rebecca Lieb and Joe Lazauskas 2Content Methodology: A Best Practices Report I. MICHAEL MARGOLIS 4Content Methodology: A Best Practices Report Create the most effective. Definition optimizeconnectcreate 5Content Methodology: A Best Practices Report II. 6Content Methodology: A Best Practices Report II. Content. Definition II.

Marketing Dashboard: Passive Discovery

Digital Body Language

We spoke recently about various ways of looking at marketing benchmarks and how to better dashboard and analyze the entire revenue performance management process. This thinking needs to be applied to all areas of the revenue engine, and each has its own unique challenges. Building an understanding of how your messages are being passively discovered is an interesting challenge.

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5 Things You Shouldn’t Expect from Marketing Automation

Digital Body Language

One of the best ways to get inside a buyer’s head is to develop a profile of your ideal customer that includes his/her demographic, firmographic and psychographic details. Marketing automation is becoming a vital tool in today’s B2B space, as more marketers need to gain a better understanding of their customers’ buying cycles and increase their ROI from every campaign. Define buyer personas.

Virgin America tackles cross-identity marketing

Digital Body Language

If you, as a marketer, in B2B or B2C are not doing your best to jump on opportunities to identify different identities, and then take the needed steps to engage, you may be missing a significant opportunity to broaden your engagement with your buyers throughout the overall revenue engine. I just took a flight on Virgin America from San Francisco to Toronto. At the same time, an interesting thing happened that caught my attention and made me wonder about their innovations in the marketing realm also. Sure enough, within 30 minutes, Twitter notified me that Virgin America was following me.

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Lead Scoring: Eight Critical Questions to Consider

Digital Body Language

Much of the conversation around how best to set up lead scoring tends to focus around the aspects of the buyer's digital body language that are most interesting. To do this, it is often best to cap the scores available for each individual bucket. The best way to do this is to have both a lead score (a number such as 0-100) and a lead rank (a letter or grade such as A, B, C). What whitepaper, excerpt, or download they last looked at, and what this means in terms of their propensity to purchase. are you using lead scoring to determine who to hand off to sales?

Four Reasons for an Information Concierge

Digital Body Language

The information concierge can prioritize differently, and ensure that the best article, or perspective, for the question at hand is the one that is presented. There is a role in modern sales and marketing that is just starting to form. call it the “Information Concierge” , but I suspect a similar role is called many things in many different organizations. So why not search?

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Event Marketing and the Information Concierge Concept

Digital Body Language

The best marketing content should find a way to be relevant to audiences at this stage of their buying process, and buy focusing on mini-cards, rather than sales pitches, BKV allowed their audience to passively discover the content that they would find interesting. I was down at IMS in Atlanta recently, spending time with a lot of very interesting and creative marketers.

Study: How Much of Your Content Marketing Is Effective?

idea that marketers are still searching for the best way to link their. to create content are beginning to learn how to best spend their sacred budgets. likely need some of the resources afforded to those best-in-class brands—a stable supply of time, money, and analytics that take the guesswork out of their jobs. Copyright © 2015 Contently. All rights reserved. content. 68% 16.7%

Marketing Dashboard: Active Discovery

Digital Body Language

However, as a high level dashboard to provide an understanding of the current state of your revenue performance, the best way to view the longer tail search phrases being used is to have it provide insight into what buyer stage your audiences can be loosely categorized into. These are the main search terms that would ideally lead prospective buyers to your web properties.

Is Foursquare Relevant for B2B Marketers?

Digital Body Language

Foursquare may soon have the best data set. Recently, I’ve been playing around with foursquare to get a better understanding of it, and think about how it might have a significant impact on B2B marketers. With South by Southwest happening recently, the number of foursquare announcements on Twitter, of people “checking in” made #SXSW a top Trending Topic.

Marketing Dashboards

Digital Body Language

Buyers progress through their own buying process at a pace that is controlled by them, and the best way to measure it is to use a top-down marketing analysis structure. The old adage of “you can’t manage what you can’t measure” is as true in marketing as in any other discipline, but in marketing there is often a challenge of defining what one wants to measure.

What is B2B Marketing?

Digital Body Language

Early stage education on industry transition, technology changes, or regulatory changes can be needed in order to best understand why your solution’s category even exists in the first place. What exactly defines Business to Business (B2B) Marketing? It’s an interesting question, as marketing is a discipline that is common across both business to consumer (B2C) and business to business (B2B) organizations. However, beneath the surface, there are significant differences in how B2B and B2C marketing is done in today’s environment. It’s worth exploring what B2B marketing entails.

Staffing and Launching Your Content Marketing Program

from the best practices we learned from our own. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 A clear sense of identity is what categorizes the best. The late, great David Carr put it best when he said, “Creating. we’ve found putting our readers first is the best way to. ROI Best practices for tying content to business results. All rights reserved. So was I.

The Book: Digital Body Language

Digital Body Language

In it, Steven Woods, industry expert and CTO of Eloqua discusses best practices for analyzing and understanding customer intent through analyzing their Digital Body Language. Marketing is undergoing a major shift that has been brought on by the change in the way people find and consume information. As this transition happens, marketing and sales teams must react.

Winners of the 2009 Markie Awards

Digital Body Language

It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience. The competition was intense this year with submissions from all sizes of companies, all industries, and all regions of the world.

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The Medium is the Message: B2B Marketing, Social Media, and Conversation Context

Digital Body Language

Social media sites are best compared to social functions in order to understand this effect of context. whitepaper on best practices may contain excellent content, but it is the context of the medium as much as the content itself that influences the audience. The medium in which a message is delivered has as much of an effect as the content delivered in that medium.

CEOs and Marketing Metrics

Digital Body Language

However, simple actions and metrics, or long-held beliefs that are not challenged, can easily derail the best intentions of Marketing and Sales executives seeking to improve their own performance. Done well, this structure and encouragement can facilitate a transition to a buyer-centered, efficient marketing and sales organization.

B2B 9

Advocate Marketing Creates B2B Relationships That Lasts A Lifetime

service to your business goals -- is the best way. best: “We are 100 years old with more than 103,000 employees working all over the world. software from Dynamic Signal to collect best-practice content from knowledgeable accountants. saying “thank you” are the simplest and best ways to keep advocates engaged, as Blackbaud’s. Advocate Marketing Creates B2B Customer.

Brand Choice: “vision of perfection” or “perfect visibility”

Digital Body Language

It’s in our best interest to quickly and clearly give an answer (even if the answer is not the one you’re hoping for). - No Surprises: Rather than being surprised, after the sale, as to what the realities (both good and bad) of the solution are, those things will be communicated upfront. A "Goof-up" can be a great social media marketing opportunity. What is the Goal of Transparency?

6 Ways For Marketing to Help with Social Media

Digital Body Language

I can almost hear the comments already - shouldn't Marketing be "doing" social media, not "helping" with social media? Sort of. But there's more to it than that. The problem is that in many marketing teams, there's "marketing" and then there's "social media". The "social media" person manages the Twitter handle, the Facebook page, and the blog. So what can be done?

B2B 8

Evaluating Marketing Automation/CRM Integration

Digital Body Language

Standard Business Process, Native CRM System This is the best available option, as it combines standard business processes with a known, and natively supported CRM platform. This should be a very quick process, and ideally will incorporate best practices and experience into the standard integration processes that are enabled. The way to think about this is a 2X2 matrix.

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How a 99¢ iTunes Download Can Change the B2B Software Industry

Digital Body Language

Research has shown that the best way to sell apps is by word of mouth. faberNovel recently conducted a study to determine the best practices for iPhone app marketing. (this post originally appeared on the "It's All About Revenue" blog) With the popularity of iPhone apps, common software price points have dropped from $39.99–$59.99 to $0.99–$1.49. This trend currently dominates the consumer market, but as a B2B software marketer, you should take notice. GigaOM Pro recently forecasted that the market for apps is expected to grow from $183 million in 2010 to $8 billion by 2015.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

latest trends, and the ones with the best reputations. where to source the best freelancers. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III.

Flying Cars, Wall Flowers, and Red-headed Stepchildren; 3 Types of Marketing Challenges

Digital Body Language

One of the most common questions I get with marketing audiences is where in the funnel to focus on to get the best return on their investment. Once you have done so, you can begin to focus in on marketing options that best tackle each of these problems. The answer depends on what your marketing challenge is. categorize them into three basic types of challenge.

The Foundation for Great Marketing is Great Data

Digital Body Language

The best way to approach this is to build a “contact washing machine” that standardizes and normalizes your data. The best option is to have a pre-built structure out of the box, that you can then modify to meet the exact requirements of your business. The best option is to approach the challenge in two ways. Data is key to all your marketing efforts. This is never a good idea.

Mapping the Buying Process - A Framework

Digital Body Language

In some industries, it is significantly easier than in others, but some common techniques can be used across all industries to best understand how buyers ultimately arrive at a buying decision. One of the recurring themes in this discussion has been the concept of thinking in terms of a buying process not a selling process.

The Content Gap - Lead Nurturing and Content Creation

Digital Body Language

The best, if not only, way to do this is with great content that adds value, is thought-provoking, and captures the attention of the prospective buyer based on where he or she is in her buying process. It is in this stage that “best practice” content is often most useful. Many articles have been written about B2B marketing’s evolution towards a model where marketers act as publishers.

Evangelizing a Content Marketing Program

ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY5 Matthews quickly convinced Marriott he was the best. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 1: Evangelizing Content and Setting Yourself Up for Success Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. brands.

The Evolution of Social Influence

Digital Body Language

This is clear just by looking at our own personal lives; a person we might turn to for advice on audio visual equipment might not be the same person we’d get local restaurant recommendations from, and we might turn to a third friend for guidance on the best travel deals. Increasingly, social media sites are investing in ways to list, rank, and categorize participants.

Social Media Buzz at a Live Event

Digital Body Language

Marketers from around the world came to celebrate success, and we filled three days with great discussions, fabulous speakers, and new connections among the best marketers in the world. We just finished up Eloqua Experience 2009, which was a spectacular event all around. As an obvious step, wireless access was available to all.

Top-of-Funnel Analysis - Net New Names, Inactive Leads, and Reactivated Interest

Digital Body Language

The best way to account for this, is to have a rigorous process of eliminating inactive names from an “Interested” stage at the top of the funnel. Analyzing marketing actions at the top of the funnel has some interesting nuances. This is a direct result of the fact that having a contact’s name within your marketing database does not in any way imply interest.

Relationships Salespeople's Biggest Competitor

Digital Body Language

The early stages of buyer education are best done, in today’s environment, by the marketing team, using marketing automation and lead nurturing. The insights that might have been gained in the initial discovery conversation is best understood by observing the buyers’ digital body language. Google. The reason is not economics, as this trend was here in good times and in bad.

B2B Marketing Trends for 2016

them the best rather than reaching for more eyeballs. the workforce around social business best practices. in training to enable their teams to make the best use of these new capabilities. technology will determine the best time and day to deliver the message. B2B Marketing. processes are fundamentally changing. know which half." Everything is now measurable. Look for.

Lead Scoring Best Practices

Digital Body Language

I sat down with various folks on the Eloqua Customer Success team to hear their experiences on what it took to build out a highly successful lead scoring system.

B2B 2

Membership has its Privileges; Best Practices IP vs. Social CRM

Digital Body Language

Last week we opened up public access to Eloqua’s best practices community portal where the biggest and most vibrant community of marketers gets to work, tackles challenging business problems, and builds the lead management processes that power their businesses. The knowledge, best practices, tips, tricks, analysis, and ideas are all there. This is where the best marketers shine.

The SaaS Experience; Application, Knowledge, Best Practices

Digital Body Language

Community and Practice Information: the implicit knowledge of how an application can best be used to achieve a business goal. Community and best practice information is delivered in a much less standard way. Thirdly, applications themselves are beginnning to enable the sharing of best practice approaches. Why bring this up? look forward to your comments.

Best Practices for Webinars and Online Events

Digital Body Language

Online events, such as webinars, are one of the top techniques used by B2B marketers focused on demand generation. Registration and attendance also for key indicators of interest and are often used as components of lead scoring programs.

B2B 2

Content Marketing Playbook: Strategy and Roadmap

approach delivers the best results: Target a primary and. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. Playbook No. 2: Strategy and Roadmap Copyright © 2015 Contently. All rights reserved. contently.com By Joe Lazauskas ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY2 I. Introduction 3 II. Adopting a Winning Perspective 7 III. Back at GE and in. conference.

Driving Value for Sales: The Art in the Science

Digital Body Language

As marketers, one of the best things we can do for sales is provide quality leads on an ongoing basis, and then get their feedback regularly to improve the quality we are providing. Help Make Them Look Good With all of the conversion analysis, website tracking , and Co-dynamic lead scoring algorithms out there, you sometimes forget that one of the best things you can do for sales, is help them deliver messaging in a professional and relevant way to their prospects. Let me start by saying I love salespeople. as critical times to engage a client to sell them more insurance.