B2B Marketing Excellence & AI Podcast

How to Effectively Market High-Value Offers in a Long Sales Cycle

Episode Summary

In this episode, Donna Peterson, President of World Innovators, shares practical strategies for marketing offers with longer decision timelines and higher price points. Whether you’re promoting an executive education program, industrial equipment, or a multi-thousand-dollar event registration, Donna explains why relationship-building across multiple touchpoints is essential. The conversation focuses on how to educate prospects in advance, use consistent messaging across email, postal, banner, and phone outreach, and apply AI tools like ChatGPT and Descript to support your efforts.

Episode Notes

How to Effectively Market High-Value Offers in a Long Sales Cycle

Episode Summary:
In this episode, Donna Peterson, President of World Innovators, shares practical strategies for marketing offers with longer decision timelines and higher price points.

Whether you’re promoting an executive education program, industrial equipment, or a multi-thousand-dollar event registration, Donna explains why relationship-building across multiple touchpoints is essential. The conversation focuses on how to educate prospects in advance, use consistent messaging across email, postal, banner, and phone outreach, and apply AI tools like ChatGPT and Descript to support your efforts.

This episode is for leaders who want to create thoughtful campaigns that align with how people actually buy.

“Give people the information they’re searching for before they ask — that’s how you earn the meeting and build long-term trust.” – Donna Peterson

What You'll Learn:

• Why long sales cycles require an education-first approach
• How to structure a multi-channel campaign that builds familiarity and trust
• Ways to use AI tools to increase consistency and save time
• The value of including traditional channels like postal and phone
• Why helpful, relevant messaging leads to stronger engagement

Episode Breakdown:

• 00:00 – Introduction: Understanding long sales cycles
• 00:52 – Clarifying buyer needs and timing
• 01:42 – Marketing strategies that align with how people buy
• 02:32 – Using AI to support marketing and sales efforts
• 04:02 – Leading with education to guide prospects
• 05:38 – Benefits of a multi-channel strategy
• 08:49 – Importance of timing and thoughtful follow-up
• 11:10 – How traditional channels support digital outreach
• 17:36 – Using personal touches to deepen relationships
• 23:34 – Closing thoughts: Focus on relevance and consistency

Want to Discuss Your Approach?
If you’d like to talk about your specific offer and what we have seen work, schedule a Complementary 30 minute call with Donna Peterson -
https://meetings.hubspot.com/dpeterson/time-to-talk