1 / 18

Our Mission:

Our Mission: Improve members ’ ability to manage BtoB marketing and communications for greater productivity and profitability By providing unique access to information, ideas, and the experience of peers

hester
Download Presentation

Our Mission:

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Our Mission: • Improve members’ ability to manage BtoB marketing and communications for greater productivity and profitability • By providing unique access to information, ideas, and the experience of peers • In the form of educational and networking opportunities that will help enhance their careers. Welcome!

  2. Next Event: October 28, 2009 “Improving Sales and Marketing Channel Communications” Michael Happe, Vice President, Commercial Business, Toro

  3. Partners – we thank you!

  4. Today’s Event: “Digital Body Language” Steve Woods Co-Founder & CTO Eloqua

  5. Digital Body LanguageDeciphering Customer Intentions in an Online WorldA conversation with the Minnesota BMA

  6. A Story • Ian Brown (TriNet) • 1999 vs now • What changed?

  7. Transformative Shifts in Marketing Distribution Becomes Free Content Creation can be Decentralized Information is Free; Sales is Not Information Conduit

  8. What really happened? • Information became free • Prospects access information online • Sales is no longer information conduit • Sales is not able to read body language • The challenge of reading and understanding the buyer falls to marketing

  9. What is “Digital Body Language” really?

  10. What do we know? • Wants information on his/her timeframe, not ours. • Does not want to be sold to. Wants access to sales only when ready to buy. • Wants interaction, not marketing, thus data is critical • Will likely interact with us multiple times before buying

  11. Unleash your information • Listen • Share • Reciprocate

  12. Think like a buyer • Empathize • Target

  13. Take your data seriously • Cleanse • Model

  14. Build a culture of analytics • Socialize • Rebuild

  15. How can we engage with this new buyer? • Unleash your information; • Watch prospects’ digital body language • Think like a buyer • It’s NOT a selling process • Take your data seriously; • It’s with you for longer • Build a culture of analytics • Change behavior through culture

  16. Thank you More Information: • Digital Body Language (Amazon) • Digital Body Language blog • http://digitalbodylanguage.blogspot.com • Email: steven.woods@eloqua.com • Twitter: @stevewoods

  17. Questions & Answers

  18. Thank you!

More Related