Decoding online behaviour.

Buying in the Web 2.0 world

Your next customer will research and evaluate your products through websites and online networks long before your salespeople get involved. Just as consumers now search and buy online, B2B purchasing in a Web 2.0 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, greatly limiting their influence and expertise.

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 - website visits, downloads, email responses and more - is a new Digital Body Language that identifies buyers and reveals their intentions to salespeople.

Download the 'Digital Body Language' case study PDF [110 KB]