The art of nurturing: When is a prospect really ready? With Steffen Hedebrandt, CMO at Dreamdata
Marketing Dilemmas · Cognism
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Show Notes
In this episode, Liam is joined by Steffen, CMO and co-founder of DreamData, to unpack one of B2B marketing’s trickiest challenges: how to bridge the gap between awareness and sales readiness without jumping the gun.
They dive into the dilemma of where marketing should focus its energy in the funnel - top, middle, or bottom - and explore what it really takes to turn passive awareness into high-intent engagement.
From AI-led outreach to benchmark reports and one-to-one dinners, it’s a conversation about timing, touchpoints, and finding the sweet spot before the demo.