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The Secret to Successful Marketing to the Technical B2B Buyer

Recorded session -- view the webcast.

The B2B technical buyer is a unique persona with specialized needs. In order to get and keep this valuable customer on your site you must speak directly to their needs. So, how are the needs of technical buyers defined and translated into an engaging experience? The B2B and B2C ecommerce experiences have many similarities. Some lessons learned from B2C can be valuable to B2B. However, the two markets also have important differences, and the customer journey needs to reflect them.

In this session our panel of B2B commerce experts discusses:

  • The archetypes of B2B buyer
  • Motivators and demotivators for making purchases
  • How to identify, structure and present content and assets that move the sale forward
  • The critical role of personalization
  • How merchandizing, cross-sell and up-sell leverage organizational knowledge about customer challenges

view webcast

Recent Posts

How to Design Omni-Channel IVAs That Humans Love To Use

During our webinar, "Omni-channel Virtual Assistants - The Next Frontier in Voice and Text for Customer Service guest speaker Chris Featherstone, who leads business development for AI and speech recognition services at Amazon Web Services (AWS) and Seth Earley, CEO of Earley Information Systems (EIS) discussed ways to design omni-channel virtual assistants to optimize their use across voice and text. When supported by an appropriate information architecture and designed with a deep understanding of the customer, virtual assistants can access enterprise knowledge efficiently, saving time and money. The key to success is to structure the underlying information so it can be retrieved and used by any channel, including humans, to deliver the responses that customers need. Here's a recap of the conversation.

LIVE: Getting Value From Out-Of-The-Box AI Applications

Join us for a live recording of the Earley AI Podcast on September 29, 2021 at 1:00 PM Eastern Time.

How To Choose The Best Marketing Process For Digital Transformation

Most organizations are realizing that understanding and embracing the sea change that is impacting the marketing function will mean the difference between success and failure of go-to-market activities of entire businesses.  Unfortunately, the industry is so crowded and noisy that it is difficult to distinguish significant developments from distractions.  The wide range of tools, technologies and approaches that require familiarity, fluency and expertise means that marketing directors can spend inordinate amounts of time on researching options without achieving meaningful impact.