Inbound Marketing + Sales Blog

June 6, 2013

10 Essential Tips to Understanding Digital Body Language

Written by: Patrick Biddiscombe  |  Share:

Patrick Biddiscombe

Definition: dig·i·tal body lan·guage

Digital Body Language is the aggregate of all the digital activity you see from an individual. Each email that is opened or clicked, each web visit, each form, each search on Google, each referral from a social media property, and each webinar attended are part of the prospect's digital body language.

What is Digital Body Language?

The advancement of marketing automation technology has allowed for online tracking of leads & customers much further than Google Analytics ever imagined. With the shift to online and inside sales, a salesperson has been crippled and is no longer able to read a buyer's physical body language. These queues are what great sales people have been accustomed to using when navigating the sale, from conversion to close.

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Today savvy Marketing & Sales teams are leveraging web-based platforms (like HubSpot) that help give insight into how their prospects are responding to their efforts. These platforms are integrated into their website and are designed to read and track the prospect's Digital Body Language. From this, we are able to get data that informs their buying process and gives our teams a higher probability of close.


 Digital body language is the aggregate of all the digital activity you see from an individual.

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10 Essential Things to Understanding Digital Body Language

  1. Lead Source - where are your leads coming from?
  2. Emails Opened - which of your emails have they engaged with?
  3. Number of Form Submissions - how many times have they completed a form on your site?
  4. Website Visits - how often have they visited your site?
  5. Pages Viewed - how many different pages have they looked at on your site?
  6. Automation Emails - are they currently in your workflows?
  7. List Segmentation  - what lists are they on and what communications are they receiving?
  8. Recent Conversion - what have been your most recent conversations?
  9. Social Media Clicks - how are they interacting with your social media? 
    • Facebook
    • Linkedin
    • Twitter
  10. Lead Score - how valuable is their engagement on your site and the explicit information you've collected about them via your forms? 

 

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*Source: Digital Body Language, Steven Woods

 

Topics: Inbound Sales, Sales Conversion

Patrick Biddiscombe

About The Author

Patrick Biddiscombe is the CEO of New Breed. He also spearheads our inbound best practices, and his background and skills in sales and inbound strategy has contributed immensely to the success of New Breed and our customers' growth.

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