S3E2: How to keep the conversation going (to identify buying intent)

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