VIENNA, VA--(Marketwire - April 27, 2009) -

Summary:

A new book has been declared by early reviewers to be the next must-read marketing guide for the digital age. "Digital Body Language: Deciphering Customer Intentions in an Online World," by Steven Woods, CTO and co-founder of marketing automation company Eloqua, explores a major shift in information consumption that is transforming the practice of sales and marketing around the world.

Highlights/Key facts:

--  "Digital Body Language" is a thoughtful and groundbreaking book from
    Steven Woods that helps  marketing professionals understand the new
    dynamics of marketing complex products and services. It explores how
    technology is automating  marketing and transforming it into a more
    analytical and measurable process.
--  The term "digital body language" was coined by Eloqua to help
    marketing professionals understand the online behavior of prospects, how to
    interpret the behaviors within the sales cycle and when to take action.
--  "Digital Body Language" includes in-depth case studies of many of the
    leading marketers around the world and their approaches to profiling, lead
    scoring, lead nurturing, sales handoff, marketing analytics and data
    management.
--  The book addresses a major shift in marketing. Buyers are setting the
    rules. Instantaneous access to information means that buyers can quietly
    self-educate and direct the pace, direction, and timing of the purchase
    (not sales) cycle. For companies that rely on trained sales professionals
    to guide buyers through a defined and structured process, these changes are
    potentially disruptive on a massive scale.
--  In today's virtual marketing environment,  marketers must decode a
    buyer's Digital Body Language to understand the roles, information needs,
    timing, and buying intentions of a largely faceless and elusive target
    market.
--  Eloqua Co-Founder Steven Woods takes readers 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.
--  Hardcover: 224 pages; Price: 29.95. Available on Amazon.com
    

Chapter List:
Acknowledgements, pg v
Introduction, pg vii
1. A Transformed Buying Process, pg 1
2. The Buyer's New Tool Kit, pg 17
3. What is Digital Body Language?, pg 41
4. The Profile of the New Buyer, pg 57
5. The Scoring Imperative, pg 87
6. Nurture to Win, pg 109
7. The Emerging New Discipline, pg 129
8. A New Collaborative Model, pg 157
9. Can You Finally Measure Marketing Effectiveness, pg 183
10. The Future of Marketing, pg 205

About the Author:

Steven Woods has been a leader in the transformation of marketing since 1999, when he co-founded Eloqua. Through his work with hundreds of today's most innovative marketers, he has guided, been involved with, and written about many aspects of the changes in marketing. Through both his writing and his leadership in creating a technology platform used by many of today's top marketers, Steven is recognized as one of the top influencers in the CRM field. In "Digital Body Language," Steven distills his insights into the challenges and opportunities faced by today's B2B marketers into a framework for thinking about their audience, and their role, in a new way. Steven holds a degree in Engineering Physics from Queen's University.

Quotes:

"Google has made information instantly accessible. Social media now connects people with peers for credible opinions on products and services. The way in which people access information and search for products has fundamentally changed. Marketers must change the way they sell and interact with prospects or face obsolescence," said author Steve Woods.

"Steven Woods' book, Digital Body Language, raises the marketing professionalism bar to a new level, which helps professionals understand the finger prints of how prospect customers behave online. Digital Body Language is a worthy read for all those interested in B2B marketing insight," said Laura Ramos, blogger, B2B Marketing Posts.

"Innovations in lead scoring, nurturing, marketing automation and lead management have transformed the state of marketing today, and Eloqua has been at the forefront of this lead management revolution. Steven Woods, co-founder and CTO of Eloqua, is one of the smarter guys in the business and has written great stuff on topics related to demand generation and the current transitions within the marketing profession. His new book, 'Digital Body Language,' and blog of the same name further explores demand generation and the current trends in marketing. Both are must reads for B2B marketers in all industries," said Craig Rosenberg, president, The Funnelholic.

Links / URLs:

http://digitalbodylanguage.blogspot.com/2009/01/book-digital-body-language.html

http://eloqua.com

Embedded Audio, Video and Images:

- Podcast: http://media.eloqua.com/audio/Digital_Body_Language_Steve_Woods.mp3