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Digital Body Language (Hardcover, New)
Loot Price: R802
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Digital Body Language (Hardcover, New)
Expected to ship within 10 - 15 working days
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In complex business-to-business sales processes, buyers are
rewriting the rules. Today's instantaneous access to an online
array of information and resources from brochures to portals to Web
2.0 social media - means buyers can quietly self-educate and
autonomously direct the pace, direction, and timing of the purchase
(not sales) cycle. For companies accustomed to relying on trained
sales professionals to act as trusted advisors and guide buyers
through a defined, structured process from the very inception of
the sales opportunity - these changes are potentially disruptive on
a massive scale. In this virtual marketing environment, a savvy
sales rep can no longer read the room. Today, B2B marketers must
decode a buyer s digital body language to understand the roles,
information needs, timing, and buying intentions of its largely
faceless and elusive target market. In this thoughtful and
groundbreaking book, Steven Woods helps B2B marketing professionals
understand the new dynamics of marketing complex products and
services. He walks through the new tools available to buyers, how
to read digital body language, and how to respond most effectively
to maximize the volume and quality of leads. Woods shows that, by
embracing the concept of digital body language, marketers can
re-engage with sales colleagues on a more strategic level and
increase their value to the enterprise.
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