Digital Body Language™

Reading and responding to your prospects’ digital buying behavior

Info:

Company: Oracle
Price: FREE

Content:

The game has changed.

Your next customer will research and evaluate your products through web sites and online networks long before your salespeople get involved. Just as consumers now search and buy online, B2B purchasing in an online world has transformed into an interactive process driven by the customer, not the vendor. In fact, a call to your salesperson may be the last step in the buyer’s journey, significantly limiting their influence and expertise that has long driven the buying discussion. Yet there is an emerging vanguard of innovative companies that have learned how to decode the online behavior of their prospects early on in the buying process to gain competitive advantage and win more business.

This online behavior — web site visits, downloads, email responses, and more — is what we call Digital Body Language™. Its cues can identify buyers and reveals their intentions to salespeople.