Technology Exchange Sessions Main Tent The Brains Behind the Operation Orchestrating the Non-Linear Real Time Buyers Journey

The Brains Behind the Operation: Orchestrating the Nonlinear, Real-Time Buyer’s Journey

Tuesday December 10, 2019 | 9:30 AM - 10:15 AM

Speaker(s):  Kerry Cunningham, Steve Silver

Changes in buying group behavior and expectations revealed by advanced technologies are forcing B2B sales and marketing functions to continuously rethink how they interact with buying groups across the buyer’s journey. The modern interaction mix should use the latest innovations to attract, engage, qualify and close deals with buying groups; optimize buying groups for conversion; and provide a unified experience across devices and channels for any path buying groups may take on their journey.

This presentation will provide the following benefits: 

  • Learn how changes in buying group behavior revealed through advanced analytics are causing organizations to rethink buyer-seller interactions
  • Understand how innovative companies use technologies to deliver an interconnected buying group experience through human and non-human interactions
  • Discover why initial purchases often mark the beginning of a customer relationship, creating opportunities for expanded and repeat purchases