In this episode of Scrappy ABM, host Mason Cosby discusses strategies for turning podcast guests into customers, focusing on conversion-based playbooks specifically designed for account-based marketing (ABM). Mason shares actionable insights on leveraging podcast interviews as a way to build relationships and create sales opportunities.

================================

Best Moments:

(01:16) Using podcasts to convert guests into customers through immediate, conversion-based strategies

(01:53) Free consulting and peer-to-peer conversation models

(02:22) How hosting podcasts can offer guests a preview of what working together would be like

(03:43) Using podcast episodes to produce content that benefits both sales and marketing teams

(04:38) Conducting subtle discovery conversations to uncover key insights

(06:28) Leveraging expert hosts to challenge guests' thinking

(08:54) How to use podcast content to inform sales teams about potential opportunities

(10:28) How to follow up with guests after the episode using the information gathered during the interview

(11:51) Why having an expert host is essential for turning podcast guests into paying customers

(12:50) Key tactics for building trust with guests and showcasing expertise during podcast interviews to facilitate conversions