Book Review: Digital Body Language, by Steven Woods


The Sales and Sales Management Blog: Digital Body Language: Deciphering Customer Intentions in an Online World  is a thought provoking look at how prospects are buying in today’s market and how marketing—and ultimately sales—must respond.  As more prospects move to self-education, analysis, and solution creation, a new understanding of the prospect must emerge.  And since it seems that every day brings an additional resource that allows prospects more control over their purchases, those companies who learn how to “read” their prospects and engage them with the information they are seeking in a manner they will respond to will be the companies who manage to maintain their margins and grow their business—even in a market where more and more “complex” products and services are moving into the realm of commodities to be bought at the lowest possible price.