In this episode, we discuss how to sustain conversations in B2B marketing — how to do valuable followups with your prospects and find the right timing for sales.

We emphasize the importance of building authority and staying top of mind with prospects. We also explore strategies for identifying key moments in the sales cycle and provide examples of effective approaches, such as benchmark reports and introductions to relevant contacts.

Furthermore, we then highlight the need to automate intent questions and invest resources in leads that are ready to buy.

Generating trust and providing value are key factors in keeping the conversation going, and external factors can help establish credibility.

• Building authority and staying top of mind are crucial in sustaining conversations with prospects.


• Identifying key moments in the sales cycle, asking intent questions in surveys, determines when prospects are ready to buy.


• Effective strategies include benchmark reports, introductions to relevant contacts, and providing valuable content.


• Automating intent questions can streamline the sales process and focus resources on leads that are ready to buy.


• Generating trust and providing value are essential for keeping the conversation going.


• Establishing trust through external factors, such as partnerships with reputable organizations, can enhance credibility.

Article

00:00 Introduction: Sustaining the Conversation
01:24 Building Authority and Staying Top of Mind
02:17 Identifying Key Moments in the Sales Cycle
03:44 Effective Strategies and Examples
08:42 Automating Intent Questions
09:36 Generating Trust and Providing Value
10:30 Establishing Trust through External Factors
10:57 Next Steps: Lead Qualification and Scoring