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