The document summarizes a panel discussion on using digital body language (DBL) data and tools to improve sales effectiveness. A panel of sales and marketing executives from Oracle, Ceridian, and Lenovo discuss dos and don'ts of using DBL data, and how to personalize email templates and configure CRM tools to engage prospects based on their online behaviors. The document concludes by recommending next steps for sales teams to pilot the new tools, gain alignment on how to integrate DBL into the sales process, and document early success stories.

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Get Your Sales Team
Speaking DBL
Real-World Tricks, Tips & Tools
Panel Discussion
Taha Sheikh – Senior Manager, Prod. Mgmt
Scott McNabb – VP of Sales, Enterprise South
Syed Hussain – Snr Mgr, Global Mktg Ops, Ceridian
Ashley Wylie – Mktg Mngr, Lenovo
David Lebouef, Associate Dir, Mktg Automation,
Quintiles
April 28, 2016
Confidential – Oracle Internal/Restricted/Highly Restricted
#MME16

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Personalize with field merges
and signatures
Create branded email templates for
sales to send from CRM
All easily configurable
Eloqua Engage – Email
Templates for Sales!

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Do’s and Don’ts of Digital Body Language
• DO
– Use DBL data to understand your prospects better
– Use DBL data as a foundation along with LinkedIn, ABM, Social
– Use DBL information to help formulate a better deal attack plan
– Tune into other contacts within your account base who might be exhibiting similar behaviors
– Formulate potential offers based on observed behaviors
– Stack rank your prospects based on activities
• DON’T
– Appear to be lurking…waiting…or reacting to online behavior
– Allude to what you know about the buyer’s behavior
– Respond too quickly to online notifications
– Assume that what you observed is empirical evidence of someone about to buy

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Next Steps
• Hit the ground running with the new Oracle Eloqua sales tools
• Use these new tools to engage with and market to your Prospects and
Customers, drive pipeline and increase sales/commissions
• Engage Sales leaders and stakeholders to gain alignment on how to weave
DBL into the active sales process
• Create pilot Sales group…create advocacy…
• Have reps tell stories of success…document and advertise…

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