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B2B lead generation has got harder over the years with buyers keen to do their own market research before they engage with any vendors. So getting your story out there and accessible is key. Websites, emails, brochures, webinars are all standards in the mix but what about video?

Well, let's look at the evidence...

Today’s marketing buzzword: ‘Digital Body Language’
Definition: ‘Reading your prospect’s web-based behavioural signals.'

Digital Body Language can tell B2B salespeople and B2B marketers a lot about how interested your prospect is in your business and what you are offering them.

Let’s take a look at the 4 R’s you may wish to consider when quantifying your B2B buyer's interest level:

Unlike B2B buyers, B2C buyers are deemed to be impulsive. There is nothing impulsive about the way my sister buys clothes, so maybe there are some lessons we can learn from consumers (we are all consumers anyway) that works for B2B marketing and lead nurturing.

So here’s the set-up. In one hour you get three different customers come into your shop. The first customer browses. They pick a few things up but put them back down. Without speaking to you they leave empty handed. A few minutes later a second customer comes in. They start browsing but they stay for a little longer. Eventually they come over to you at the till and ask about a specific item. You’re sorry, you say, you did have some in stock but you don’t right now. Oh well, they shrug, maybe next time. With that, they leave. The third customer comes in. They also have a nose around. They pick up an item, take it straight to the till and buy it from you.

Each encounter is valuable, each customer has entered the shop and each of them is at a different stage of their buying process.

Ever wondered how to ensure that the leads you find via your carefully planned marketing campaigns don’t become lost when you pass them over to sales? With 69% of leads getting no follow-up at all because sales people are busy trying to close orders and quickly lose interest in large batches of new enquiries how do you bridge that gap between Marketing and Sales in order to ensure that those prospects don’t become lost into the vortex?