Eloqua Digital Body Language

This document discusses how the evolution of digital technologies and online research has transformed the B2B buying process. Prospects now conduct most of their research and evaluation online through activities like website visits and whitepaper downloads. This "digital body language" provides important insights into prospects' interests and stage in the buying cycle. However, most sales teams have not adapted to leverage this new information. Top companies are now tracking digital body language to better align marketing and sales, identify engaged prospects, and improve lead conversion rates.