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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

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Our Mission:

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  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!

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