Digital Body Language

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What Exactly IS Digital Body Language?

Digital Body Language

In the same way that body language, as read by a sales person managing a deal, is an amalgamation of facial expressions, body posture, eye motions, and many other small details, digital body language is the amalgamation of all digital touchpoints. I've been using the term "Digital Body Language" on this blog quite a lot for obvious reasons. So what is it?

Evaluating Marketing Automation - 10 Questions To Ask

Digital Body Language

Ten questions to ask your team, your services partner, or your software vendor, in order to highlight key questions, process issues, and areas of concern: 1) How will we define a qualified lead for sales? Having sales buy in to your definition is crucial, but reaching agreement between marketing and sales on the definition of a qualified lead is not as easy as it seems.

5 Things You Shouldn’t Expect from Marketing Automation

Digital Body Language

If you focus on the technology over the planning, you won’t have the backbone necessary to support your marketing automation efforts and convert more leads into sales. For your marketing and sales efforts to succeed, you need to understand your buyers’ challenges. Get sales and marketing to agree on what a qualified lead looks like. Identify the right leads for sales.

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Calculating the Value of a B2B Marketing Campaign

Digital Body Language

Some may be interested, but not ready for sales yet, and some might be ready to engage with sales. Campaigns, Transitions, and Value Now, with this value per stage established, it is finally possible to see the value of a buyer’s movement through the funnel even if it does not directly translate to closed business or qualified leads being passed to sales.

5 New B2B Sales and Marketing Strategies

5 New B2B Sales and Marketing. The traditional B2B sales and marketing model is typically depicted in the shape. of a funnel; flow starts with marketing and then transitions to sales. New B2B sales and marketing strategies. are required. 5 New B2B Sales & Marketing Strategies. B2B Sales and Marketing leaders should evaluate adopting these 5 new B2B. Pretty.

The Changing Dimensions of Lead Flow

Digital Body Language

If a conversion rate between website traffic and inquiries, or between leads and sales opportunities, is being benchmarked against as part of the plan, it must take this change in dimension into account. However, in building an end-to-end plan for managing your overall revenue performance, it is important to stay aware of how the “dimensions” change over time. An individual? company? dollar?

Four Reasons for an Information Concierge

Digital Body Language

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. This role bridges the gap between potential buyers and the information we have that is of value to them. So why not search? Does anyone in your organization currently perform this role?

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.

Trust, Reputation, and Inside Sales

Digital Body Language

While the general evolution of buyers is causing some challenges for field sales teams , the evolution of trust is opening up new opportunities for inside sales teams. It is unlikely that field sales as a discipline will disappear any time soon, the economic bar at which a face-to-face interaction is “necessary” is in the middle of a dramatic shift.

Evangelizing a Content Marketing Program

50% more sales-ready leads at a 33% lower cost 15 1,200 Blog posts per month Avg new monthly leads ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY11 Content marketing's impact also extends to social me- dia, where brands that don't have compelling content to. as sales, employee advocacy, customer service, audi- ence engagement, thought leadership, and hiring. All rights reserved.

Four Interesting Trends from Dreamforce

Digital Body Language

By leveraging attendance data as a key part of a buyer’s digital body language, marketers and sales people are much better armed. 3) Integration Must Be Seamless: Salesforce.com has long focused on the need to seamlessly tie together all interactions with customers, and this viewpoint is spreading throughout the entire buying process. 2011 will be an exciting year indeed.

What is B2B Marketing?

Digital Body Language

Sales Involvement The complexity of most B2B transactions means that there is usually involvement of a sales team prior to a deal being finalized. This may be an inside sales team, a field sales team, or a channel partner’s sales team, but the direct involvement leads to another unique aspect of B2B marketing. One of marketing’s main roles in a B2B organization is to provide sales with a steady flow of qualified leads. Tags: lead nurturing Lead scoring sales and marketing alignment B2B Marketing It’s worth exploring what B2B marketing entails.

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Marketing Dashboards

Digital Body Language

Sales Alignment and Adoption A successful B2B marketing organization needs to focus as much on enabling the sales team they serve as on their own marketing activities. Even more so in this case than in others, the use of marketing dashboards is crucial in understanding how successful they are being with enabling the sales team. Response, is also critical to measure.

The Book: Digital Body Language

Digital Body Language

As this transition happens, marketing and sales teams must react. The book uses informative explanations and in-depth case studies of many of the leading marketers around the world to show approaches to profiling, leads scoring, lead nurturing, sales handoff, marketing analytics, and data management.

Content Methodology: A Best Practices Report

Content serves as a powerful tool for sales. Sales staff are. industry metrics such as sales and leads, or. lead score • Sales-qualified leads (SQLs) • Opportunities • Search traffic • Return visitor rate Lead nurturing: Move leads. personas at each stage of their journey through the sales funnel. Content. Methodology: A Best. All rights reserved. Definition II.

Interview with David Meerman Scott

Digital Body Language

See below for our conversation (if this does not load, please click here to see the full conversation with David Meerman Scott ): Interview with David Meerman Scott Towards the end of the conversation, DM Scott also spoke about how to balance freely shared content with the need for a flow of qualified leads for our sales teams. I had a chance to chat with David Meerman Scott recently on a wide variety of topics. As one of the leading thinkers on social media in a business environment, his ideas, examples, and perspectives are fantastic to hear.

5 technology trends every software marketer needs to know about

Digital Body Language

Note for Marketers: Expect new capabilities in your space to pop up, fully formed, much more rapidly than they did just a few years ago. 2) Selling without Transactions: Once you convince someone that your product is worthy, the “transaction” part of the sale has always been real work; taking credit cards, establishing AR departments, dealing with credit scores.

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Winners of the 2009 Markie Awards

Digital Body Language

Congratulations to the winners, to the finalists, and to all the marketers who created great campaigns, deepened their alignment with sales, or achieved new heights in their analytics. It was a great night last night in San Francisco with the Markies awards gala being the show highlight at Eloqua Experience.

CEOs and Marketing Metrics

Digital Body Language

CEOs may not be involved in the day to day challenges of the marketing department, but they can strongly influence its evolution through the questions that they ask and the metrics that they track, both in the marketing and sales teams. Done well, this structure and encouragement can facilitate a transition to a buyer-centered, efficient marketing and sales organization.

Content Marketing 2016: Staffing, Measurement, and Effectiveness

percent, was lead conversions and sales. SALES 20 Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry Results and Analysis It’s reassuring that leads and sales, two elements. While leads and sales were deemed the most. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. Introduction II.

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?

Evaluating Marketing Automation/CRM Integration

Digital Body Language

This gives a good sense of the key elements that need to be integrated in order to have a seamless flow of the business process between marketing and sales. Unique sources of data for segmentation, lead scoring criteria that come from your CRM system, novel lead handoff or claw-back processes with sales, or data requirements based on analysis needs can all drive custom integration processes.

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Calculating the True Cost of an Email Campaign

Digital Body Language

Irrelevant messaging, poorly targeted content, and thinly disguised sales pitches will quickly drive your audience away. Since the advent of email marketing in the mid-1990s, companies have embraced the misconception that email is virtually “free” as a marketing medium. To understand true cost, you need to first understand your marketing database a little better.

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

Digital Body Language

In addition: You don’t need a major investment in a sales and accounting team to sell 99¢ software. Reviews on popular blogs and YouTube can drive sales and give you plenty of free publicity. When they lowered the price to 0,79€ (approximately 99¢), their sales tripled and 50% of their new customers went on to purchase the full version. The sales model allows for discovery through free trials. Offering users a free version of your software is critical to attracting new customers and driving sales of the full version. Why Does the 99¢ Software Trend Exist?

Definitive Guide to Planning a New Content Initiative

just seeding a piece of fluff to appease our sales team? Engage your sales and/or support teams to get a pulse on. The overall marketing goal is clearly to drive online video sales. increased leads and sales in the long run. sales/support discussions, and regular conversations with customers, your content focus. Why not get your sales and support. target.

The Sales Team as a Content Testing Crucible

Digital Body Language

It's been a while since we've talked much about the topic of sales enablement , so I wanted to loop back to some interesting peripheral points. Marketing teams generally work hard to provide not just content and messaging that is available online, but also content and messaging that can be used directly by sales teams as they guide buyers through the buying process.

Relationship Sales and Today's New Buyer

Digital Body Language

For years, the prevailing thinking in sales has been oriented around relationship sales. In initial conversations, sales would ask a lot of questions, learn about the prospect’s business, delve deep into areas of pain or business challenge, and finally wrap things up with a solution that was oriented to curing these pains and solving these challenges.

Sales Enablement: A Key Goal of B2B Marketers

Digital Body Language

As B2B marketers , many of us have mainly focused on lead flow to sales as our key driver. Lead flow is definitely an important and vital part of good B2B marketing and sales alignment, but it is not the only area that should be focused on. In a new eBook - "Beyond Lead Flow - Enabling Sales Through Marketing Automation" - 5 main areas that marketing can enable sales are discussed.

6 things the iPad means for B2B Marketers

Digital Body Language

Tags: Mobile sales enablement lead management Content

Study: How Much of Your Content Marketing Is Effective?

for 2015 our goal is to make content for the whole sales funnel, including white papers, e-books, webinars, case studies, and. In 2014, many brands learned that a sales pitch doesn’t. Copyright © 2015 Contently. All rights reserved. contently.com By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers.

Relationships Salespeople's Biggest Competitor

Digital Body Language

Truly great sales skills are both rare, and genuinely valuable in the overall revenue creation process. This is definitely a threat, but many sales people seem to overlook an even bigger competitor to their efforts. If you can’t add more value than Google (or Bing) in your sales call, then you should not go. Google. The reason is access to information.

Publicly Available Pricing: Theory and Practice

Digital Body Language

Just hearing this likely makes everyone who has ever been a field sales rep cringe. Unfortunately, these arguments are based on an incorrect assumption that without talking to our sales team, buyers will not have the ability to form these perceptions of our price. The sales team is competing with Google as a source for information, and that is not an easy battle to win.

Mapping the Buying Process - A Framework

Digital Body Language

Look at win/loss ratios for deals over the past few months or quarters - Compare growth rates of your business vs competitors - Build a discipline of analyzing losses with the sales team to understand buyer reasons - Determine if you are ranked poorly in industry comparison charts What happens now: How are buyers currently making their selection of a vendor?

The Content Gap - Lead Nurturing and Content Creation

Digital Body Language

Similarly, sales teams and product marketers are experienced at creating the “why buy us, why buy now” content that is appropriate for the Validation stage of the funnel, but a content gap is left in the middle of the funnel. The challenge is that these subject matter experts are not marketers, writers, or sales people. Has your organization identified a content gap?

Staffing and Launching Your Content Marketing Program

before they went on sale? ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY12 While the business goals of your content marketing efforts are import- ant—be it generating leads, sales, brand awareness, industry education, or, more likely, some combination of initiatives—we find it extremely. from coaches, entrepreneurs, sales heads, or, heck, even. All rights reserved. So was I.

Marketing Automation and B2B Marketing Predictions for 2010

Digital Body Language

In 2010, in sales organizations, we will see a rapid recognition of the new reality that buyers are less willing to take an initial call from a vendor salesperson with an assumption of only exchanging basic information. If sales teams do not have access to this information they will begin to push their marketing teams to provide it. Sort of. What do you think?