Ecommerce

Buyers are showing up to sales calls more informed than ever. That means sellers need to show up more prepared than ever. In the past, buyers would reach out to sales when they still knew very little about a product. They wanted to learn more about the features, pricing, and how it compares to competitors – and they expected the salesperson to provide that information. Today, buyers are gathering all that information (and more) long before they talk to sales. They’re reading review sites like G2. They’re scrolling communities like Reddit. They’re watching product walkthroughs on YouTube. Most significantly, they’re doing deep research with LLMs like ChatGPT, asking questions like “Is Product A or Product B better for my business?” Now, when a buyer gets on a call with sales, they expect more than basic information. Instead, they're looking for: Detailed examples of how other companies in their industry are using the product. Custom demos that show how the product works in their specific use case. Clear plans for how the product will be implemented and adopted. Here’s the good news. Just as buyers use AI to learn more about products, salespeople can use it to learn more about prospects. If I were in sales again, I would: 1. Use an AI assistant to do advanced research about your prospects before every call. 2. Use AI to find the best examples of similar companies seeing success with your product. 3. Build bespoke demos that highlight the most relevant features. Buyers today are more informed than ever. The best sellers I know are more prepared than ever. The result? More productive conversations, deeper connections and higher trust.

The disconnect between sales managers and reps in 2025 is wild. Manager: "Just pick up the phone!" Rep: *sends 47 emails, 12 texts, 3 LinkedIn messages, and a carrier pigeon* Sound familiar? 😅 After 20+ years in sales, I've watched this communication gap grow wider every year. But here's what both sides are missing: It's not about choosing ONE channel. It's about understanding WHICH channel works WHEN. The most successful reps I've seen? They've cracked the code: **First 24 hours:** • Email → Sets professional tone • LinkedIn → Shows you've done homework • Text → Only if they've given permission **Days 2-5:** • Phone call → NOW it's time (they know who you are) • Voice note → Personal touch that stands out • Video message → Shows real effort **The truth?** Your manager's right - calls DO convert better. You're also right - cold calling blind is dead. The magic happens when you warm them up FIRST. Think of it like dating: You wouldn't propose on the first date. So why are we calling strangers without context? **My top 3 strategies that actually work:** 1. The "Permission Play" End every email with: "Would a quick call tomorrow at 2pm work to discuss?" (They expect it now = higher answer rate) 2. The "Multi-Touch Warm-Up" Email → LinkedIn view → Call within 48 hours (They recognize your name = 3x more likely to answer) 3. The "Context Creator" Reference their LinkedIn post before calling "Saw your post about X, had a thought..." (You're not a stranger = conversation not pitch) Here's the brutal truth: Managers: Your reps aren't lazy. They're adapting to how buyers ACTUALLY buy in 2025. Reps: Your manager isn't wrong. The phone still closes more deals than any other channel. Bridge the gap. Use both. Win more. What's your take - Team Phone or Team Omnichannel? P.S I'm running a FREE 6-week LinkedIn Social Selling Bootcamp starting Monday 15th Sept, grab a free spot here https://lnkd.in/eVmxsMbM

Replenishment isn’t a side feature, it’s a force multiplier. This is a big mistake. We’ve seen replenishment flows outperform promos and win-back emails combined. They convert better every time with the right timing and zero customer effort. Brands overspend on ads to win new customers, then forget to win them again. They need to predict exactly when a customer needs to repurchase and trigger the message at the perfect moment. Not too soon, not too late. Just right. ++ 𝗪𝗵𝘆 𝗖𝘂𝘀𝘁𝗼𝗺𝗲𝗿𝘀 𝗗𝗼𝗻’𝘁 𝗥𝗲𝗼𝗿𝗱𝗲𝗿 – 𝗔𝗻𝗱 𝗛𝗼𝘄 𝘁𝗼 𝗙𝗶𝘅 𝗜𝘁 ++  𝗧𝗵𝗲𝘆 𝗙𝗼𝗿𝗴𝗲𝘁 ✅ Fix: Replenit’s AI triggers proactive reminders across channels exactly when customers are likely to run out, via the brand's own marketing automation vendors, without any migration. 𝗣𝗼𝗼𝗿 𝗧𝗶𝗺𝗶𝗻𝗴 𝗼𝗿 𝗖𝗵𝗮𝗻𝗻𝗲𝗹 ✅ Fix: Multichannel orchestration (SMS, push, email) with personalized timing based on consumption behavior. 𝗡𝗼 𝗖𝗹𝗲𝗮𝗿 𝗜𝗻𝗰𝗲𝗻𝘁𝗶𝘃𝗲 ✅ Fix: Smart upsell bundles, urgency messages (“running low?”), and loyalty integration improve reorder ROI.   • Food & Beverage, pet food and treats, wellness & beauty products hold the highest repeat purchase potential, being very high due to frequent, perishable-driven consumption patterns. • Online groceries and FMCG rank high in habitual/impulsive behavior, presenting a strong fit for mobile push and SMS-driven replenishment campaigns. Brands like Glosel turned a leaky bucket into a revenue engine with Replenit’s AI-powered multichannel replenishment flows. 🚀 53.75% more automation revenue 🛒 +28% higher AOV 📲 100% of the Multichannel approach, email, SMS & Push channel revenue -12X Higher Engagement Rate Why does it work? Because Replenit activates timely, no-effort reorders across email, SMS, push, and more. Most brands forget to remind customers. ++ 𝟯 𝗧𝗮𝗰𝘁𝗶𝗰𝗮𝗹 𝗥𝗲𝗰𝗼𝗺𝗺𝗲𝗻𝗱𝗮𝘁𝗶𝗼𝗻𝘀 𝗳𝗼𝗿 𝗥𝗲𝘁𝗮𝗶𝗹𝗲𝗿𝘀 ++ 1️⃣ Make Replenishment an Always-On Growth Engine Don’t treat it as a postscript. Integrate replenishment flows as a core revenue pillar in your retention strategy. 2️⃣ Automate Across Channels With Smart Triggers Use AI-powered solutions to trigger SMS, email, and push notifications based on usage cycles, not guesswork. 3️⃣ Track and Optimize With First-Party Data Loops Leverage Replenit’s dashboards to identify top retention products, run experiments on timing, and iterate continuously. 𝗧𝗼 𝗮𝗰𝗰𝗲𝘀𝘀 𝗮𝗹𝗹 𝗼𝘂𝗿 𝗶𝗻𝘀𝗶𝗴𝗵𝘁𝘀 𝗳𝗼𝗹𝗹𝗼𝘄 ecommert® 𝗮𝗻𝗱 𝗷𝗼𝗶𝗻 𝟭𝟰,𝟮𝟬𝟬+ 𝗖𝗣𝗚, 𝗿𝗲𝘁𝗮𝗶𝗹, 𝗮𝗻𝗱 𝗠𝗮𝗿𝗧𝗲𝗰𝗵 𝗲𝘅𝗲𝗰𝘂𝘁𝗶𝘃𝗲𝘀 𝘄𝗵𝗼 𝘀𝘂𝗯𝘀𝗰𝗿𝗶𝗯𝗲𝗱 𝘁𝗼 𝗲𝗰𝗼𝗺𝗺𝗲𝗿𝘁® : 𝗖𝗣𝗚 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗚𝗿𝗼𝘄𝘁𝗵 𝗻𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿. About ecommert We partner with CPG businesses and leading technology companies of all sizes to accelerate growth through AI-driven digital commerce solutions. #CPG #ecommerce #Replenishment #AI #FMCG

Most brands spend a lot on media, but treat landing pages as an afterthought If you’re running ads and sending traffic to a homepage or a poorly built landing page, its almost criminal. Specially when gen AI has reduced the cost and time for content creation drastically Here’s how to get landing pages right. Consistently. 1. Match Intent, Not Just Aesthetics The #1 job of a landing page? Continue the conversation you started with your ad •If your ad says “energy efficient fans”, the landing page should show highlight this feature front and center •If your Google ad targets “Mixer Grinders under ₹5000,” don’t show ₹8000 models on the page. Message match > Visual design 2. Keep the Hero Section Clean & Focused Above-the-fold matters. You need to have •Clear headline – Say what the product is and why it’s special. •Key benefits – 3 crisp points max. •Visuals – High-quality product image or demo video. •CTA – One action. Not three. Buy Now,” “Book a Demo,” or “Know More”—but pick ONE 3. Product Benefits, Not Just Features Nobody cares that your mixer uses XYZ motor tech. I mean they do care but only if they care how it helps them They care a lot more that the mixer has a coarse mode which enables silbatta like texture resulting in great taste And that BLDC or intelligent motor tech enables it 4. Solve for Trust People are skeptical by default. Give them reasons to believe •Ratings & Reviews – Show real customer ratings (4.5 stars? Flaunt it). •Media Mentions – “As seen on The Hindu / NDTV” works. •Certifications – BEE 5-Star? BIS approved? Display badges. •Guarantees – Free returns? Warranty? Mention clearly 5. Speed & Mobile Optimization Today at least 80 percent of your traffic is mobile. If your landing page loads in 4 seconds, you’ve lost half. Aim for <2s load time. Avoid fancy animations that slow things down. Test your page on Mobile (3G/4G) and in all browsers Chrome, Safari etc 6. Minimize Distractions A landing page is not your website. •No top nav bars with 7 menu items. •No footer clutter. •No exit doors—except the CTA you want. Keep it focused. Keep them moving toward action 7. Strong CTA (Call to Action) •Make it obvious. One clear button. •Use actionable language: “Get My Free Sample,” “Book a Demo,” “Shop Now.” •Repeat CTA 2-3 times as they scroll, especially after key benefit sections. 8. A/B Test, but with caution: Gen AI makes it very easy to do so. Test •Headlines •CTA text and colors •Images vs Videos •Long-form vs Short-form copy But get the fundamentals of A/B testing right. You need statistically significant sample sizes for each test A good landing page doesn’t sell the product by itself. But It removes friction so the product has a better chance of selling And when done right, your CAC drops, your ROAS climbs, and your ads finally start working to their fullest potential

7 out of 10 of my projects start with fixing what most people ignore. This includes: - making copy easier to read - making images informational - making product name impactful Simple, but yet forgotten. In this post, using URturms example, I'll be sharing 11 underestimated changes that can increase your website sales. 1. Adding breadcrumbs. Important if you drive ad traffic to the PDP directly. They take shopper to the parent category page. Reducing bounce rate. 2. Adding a badge. Like "Bestseller", "Most Loved", "Few Left". This reassures the shopper that they're making the right decision. 3. Making images easier to swipe. Add a sneak peek of the next image along with navigation dots that show the count. Cap them at 8. 4. Making the product name impactful. Add key USPs. Show your current product name to 10 people. Do they understand what it is? 5. Add a short description below product name. Keep it in 1 line. Highlight it's most important feature here. 6. Consider adding an offer close to price. This motivates the shopper as they see some potential savings or benefit. 7. Highlight key product strengths in bullets or with icons. Avoid sentences. Keep this before the add to cart CTA. 8. Keep your add to cart CTA full width. Don't combine it with quantity or another CTA next to it. Make sure it's readable and prominent. 9. Highlighting shipping time or return policy below the CTA. This solves for common questions - when will I get it? can I return it? 10. Cross-selling complementary products. Like bottoms with tops. Earrings with necklace. Do this close to the add to cart CTA. 11. Adding 'Benefits' to your accordion. This gets a higher click through rate, while helping shoppers understand why they should buy this. Other UX/UI changes I did: - Removed quantity button - Made the information bar non-moving - Removed log-in, moving search next to cart - Changed the font for product name and CTA - Increased font size in places for better readability Found this useful? Let me know in the comments! P.S. If you want to maximize your PDP’s potential, start by understanding your visitor's behavior and the gaps. Get heat maps for your site (Microsoft Clarity is free). Observe what they like to (and don't like to) interact with.

Digital wallets (DWs) are the number 1 and fastest growing payment method globally. Yet not all DWs are the same. This is an analysis of the different players and business models behind them. These are 3 reasons why you should pay attention to DWs: —  5.2 bn users globally by 2026 —  50% e-com global share ($3.1 tn) —  30% POS global share ($10.8 tn) To understand how DWs differ (#strategy, positioning) we need to categorize them. These are my criteria: 1)  The types of players that are behind them: SuperApps, BigTechs, e-commerce players, banks, crypto providers, telecoms, big brands, etc. 2)  How they manage funds: DWs such as Apple or Google Pay (pass-through) don’t have their own balance, others such as PayPal process funding and #payments in separate stages, whereas Alipay and WeChat Pay are stored wallets, pre-loaded with funds. 3)  The kind of use cases they support (online or in-store with P2P, C2B, B2C, B2B, C2G and G2C variations). 4)  Their #technology: QR-codes (widespread in Asia) vs NFC (popular in Europe) or crypto wallets are examples. 5)  Their target audience: merchants, marketplaces, big brands, niche users, etc. 6)  The payment methods they support: credit or debit cards, bank accounts (A2A transfers), crypto, etc. Based on the above, I have identified 10 distinctive DW plays: 1. SuperApps in Asia that have evolved from simple wallets facilitating payment use cases to huge ecosystem behemoths with multiple plays (consumer, merchant, government, lending, etc).   2. Bigtechs like Apple and Google using DWs as vehicles to monetize their user base and expand beyond their core offering. 3. #ecommerce platforms like Amazon, Mercado Pago or Rakuten looking to boost their business and create new growth opportunities. 4. Ecosystem players in local or regional markets that use DWs to bring payments, digital platforms and mobile banking functionalities under one umbrella. 5. Banks looking to compete with new value-chain challengers (fintechs, platforms) on their own (front-end) customer-facing game. 6. A2A players like Venmo or Zelle focusing on social features, P2P payments, instant transfers, bank integration and competitive pricing to expand their offering. 7. Niche players using customization, vertical focus, rewards and loyalty programs and specialized offerings to service specific use cases (i.e. gambling, gaming, FX). 8. Crypto & blockchain players using DWs to bridge the gap with the fiat world and to offer new use cases. 9. Big brands like Starbucks leveraging DWs to build closed-loop FS ecosystems. 10. Telecoms in Africa employing DWs as a replacement for core-banking infrastructure.   DWs’ spectacular rise is not only democratizing access to #payments and to broader FS faster than any other point in history but it is also forcing players across the value chain (providers, merchants, banks, platforms, fintechs) to re-think their entire positioning and strategy. Opinions and graphics: Panagiotis Kriaris

"Can my company sell its product or service as a subscription?" This is the question that I’m most often asked by early stage founders. I wrote previously here on LinkedIn about how important it was for WHOOP to change from a hardware / one-time sale to a subscription. Here are some things to consider: 1) Do your existing customers use your product or service regularly? It’s generally hard to justify a subscription for a low engagement product. Furthermore your business will suffer if you create a business model that has high churn. You need to be intellectually honest with yourself: Are my customers getting high value on a daily or at most weekly basis? This will show up in DAU and WAU engagement data that you need to study. 2) Do you have a product that evolves?  It’s pretty hard to sell a subscription that is static. What is the roadmap for your product or service over the next 6 months? Will it continue to evolve every week? Will your customers tell you that the service is getting better? Services like Netflix, and Spotify are constantly adding new content. Subscriptions like ClassPass, Audible, and AG1 are giving you monthly products or credits. At Whoop, we’ve focused on continuing to add new functionality to the existing hardware that members already use. 3) Can your business survive the cash flow implications of being a subscription? When you go from being a one-time sale to being a subscription, there is a meaningful shift in your day 1 cash flow. At Whoop, we originally sold hardware for $500; we then changed our business model to allow for people to sign up for just $30 but pay monthly overtime as a subscription. This allowed many more people to sign up for Whoop, but it changed our cash flows. You will need to model how dramatically this change affects your business. Beware: If you have an expensive product to make, rapid growth can actually accelerate the rate at which you run out of money. 4) What subscription is right for your business? A subscription that is month to month has a higher churn rate than a subscription that renews annually. You may have a monthly subscription that’s $20 / month (or $240 over the course of the next 12 months) and decide that you should offer an annual plan at a meaningful discount, say $149 / year. The advantage to having annual plans is that they help manage your cash flows. Changing your business model to a subscription is not easy and has meaningful cash implications. But if you can do it, there’s no better way to create true alignment with your customers. If they like what you’re delivering, they’ll keep paying, which increases your long term value. And if they don’t, they’ll churn. Good luck! #subscription #retention #LTV #CAC #startups

One of the most practical AI use cases in eCommerce right now isn’t a chatbot or a fancy personalization layer. It’s predicting a shopper’s future LTV before you spend the budget, and routing spend toward the people most likely to buy again. This is what I learned recently from Pecan AI which is quite interesting to me. And because most teams can’t do that today, they keep allocating budget evenly and running broad promos, hoping it works. 𝐏𝐞𝐜𝐚𝐧 𝐂𝐨-𝐏𝐢𝐥𝐨𝐭 changes the workflow: • You define the goal (e.g. “Predict 90-day LTV by channel and creative”) • It builds the predictive model for you • Then outputs ranked audiences and campaigns to scale, cap, or test, pushed directly into the tools you already use (ad platforms, CRM, email) No dashboards. Just actionable predictions. 📚 𝐄𝐱𝐚𝐦𝐩𝐥𝐞 𝐭𝐡𝐞𝐲 𝐬𝐡𝐚𝐫𝐞𝐝: A DTC apparel brand had strong AOV but low repeats from a few ad sets. Pecan flagged those cohorts as low predicted LTV, capped spend, and shifted budget to a lookalike built from high-LTV buyers → ROAS went up and discount costs dropped. This is the kind of AI that actually drives growth, not just adds another layer of complexity. Demo link → https://hubs.la/Q03BJHTF0 #AI #ecommerce #predictiveanalytics #martech

"Is $20/month too much for our product?" Instead of guessing, we used the Van Westendorp method to find our pricing sweet spot. 4 questions revealed exactly what users would pay (and we haven't touched our pricing since). Here's the framework any founder can steal: 1. Send a survey to actual users, not prospects We surveyed people already using Gamma. They understood the real value of our product, not hypothetical value. Too many founders survey their waitlist or randomly select people who have never used their product. That's like asking someone who's never driven about car prices. 2. Ask these 4 specific questions - At what price would this be too expensive for you to consider it? - At what price is it expensive but still delivering value? - At what price does it feel like a bargain? - At what price is it so cheap you'd question if it's reliable? These create bookends for perceived value. You're mapping the entire spectrum of price psychology, not just asking "what would you pay?" 3. Plot the responses and find where the lines intersect Graph responses from lots of users. Where "too expensive" and "too cheap" lines cross: that's your acceptable range. Where "expensive but fair" meets "bargain": this is your optimal price point. 4. Test within the range, don't just pick the middle The intersection gives you a range, not a number. We ran pricing experiments within that range to see actual conversion rates. A survey shows willingness to pay; testing reveals actual behavior. 5. Lean towards generous (especially for product-led growth) We chose to be more generous with AI usage than our "optimal" price suggested. Word-of-mouth growth matters more than maximizing initial revenue. Not everything shows up in the numbers. 6. Lock it in and stop tinkering Once you find the sweet spot through data, stick with it. We haven't changed pricing in 2 years. Every month debating pricing is a month not improving product. Remember: pricing is a signal, not just a number (Image: First Principles)

Lowe's is quadrupling down on creators but with a unique spin. The home improvement giant just launched a Creator Program that’s already attracted 17,000+ creators—from DIY niche stars like Chris Loves Julia to the king of YouTube himself, MrBeast Now the MrBeast partnership is a big time paid collaboration, where Lowe’s is becoming the exclusive building partner for Beast Games, providing all of the materials and labor to build BeastCity. But their broader creator program is not built around fixed fee paid partnerships, but rather a tiered system where creators can earn based on performance. Here are the deets… 👉 It’s an open invite system and doesn’t require creators to produce a certain amount of content or number of posts  👉 There’s no guarantee creators get paid; the program operates on a tier system 👉 Creators have the ability to make custom storefronts with recommended products, and receive a 20% cut of any sales generated 👉 All creators who are part of the program also get product samples, training resources and a range of opportunities to help grow their businesses.   👉 Creators who performs best will receive additional perks and incentives, like project funding, long-term sponsorships and exclusive access to events like the annual Lowe’s Creator Summit Lowe’s is just one of many brands exploring a performance based system, where creators can earn either through direct sales (affiliate) or for hitting benchmarks. The sales side of that equation is fairly straightforward, you sell product, you make money. The problem for many brands is that this requires creators to actually be able to make meaningful income to stay in it. And for many brands, that is not a realistic outcome, given most sales don’t happen with direct attribution (creators get no commission). Which is where the tiered system comes into play - it’s not just about sales, creators can earn by hitting benchmarks. That could be engagements, views, clicks, number of posts, etc. I anticipate a large number of brands will try to implement this tiered structure in the coming years. And my advice for them is this… 1️⃣ Spend real time stress testing what type of incentives make any sense for the creators, because just like affiliates if they can’t make real money they will abandon ship.  2️⃣ Don’t expect significant gains in year 1. You are investing for the future and year 1 is more about learnings than outcomes 3️⃣ If you are going to do it, really do it. One foot in and one foot out is a guarantee of failure. If this is something you are just adding on to your next influencer campaign with little thought then just don’t bother. I’m happy Lowe’s is going down this path, and the fact that they are spending huge dollars with big creators in tandem with the incentive programs shows that it’s not just about efficiencies in affiliate. They believe in building a long lasting community where the relationship is beneficial for them and the creators.