Hubspot has defined the SaaS sales funnel as Awareness, Engagement, Exploration, and Conversion.  This episode is focusing on Engagement in the sales funnel to move your prospect down further. For me it comes down to two main strategies:

1. Are you easy to work with?

2. Do you work how your customers want you to work? 

I look at what makes for good CTAs, that appeal to all levels of engagement. 

• Questions - live chat, web-to-text
• Get updates - email newsletters, podcasts, blog content, social
• Demos - recorded, live, interactive