--- title: "Company Growth Podcast: Avoid the Junk Folder in Progressive Profiling" description: "In episode 6 of the Company Growth Podcast: the state of progressive profiling, chat bots, and the quality of the personal touch during a pandemic." image: https://blog.tangiblewords.com/hubfs/The%20Company%20Growth%20Podcast/bennett%20pic%203.jpg --- #### SHARE [Share via Facebook ](https://www.facebook.com/sharer/sharer.php?u=https%3A%2F%2Fblog.tangiblewords.com%2Fcompany-growth-podcast-married-after-the-first-dance) [Share via Twitter ](https://twitter.com/intent/tweet?url=https%3A%2F%2Fblog.tangiblewords.com%2Fcompany-growth-podcast-married-after-the-first-dance&text=Company+Growth+Podcast%3A+Avoid+the+Junk+Folder+in+Progressive+Profiling) [Share via Email ](mailto:?subject=Company+Growth+Podcast%3A+Avoid+the+Junk+Folder+in+Progressive+Profiling&body=https%3A%2F%2Fblog.tangiblewords.com%2Fcompany-growth-podcast-married-after-the-first-dance) [Share via LinkedIn ](https://www.linkedin.com/shareArticle?mini=true&url=https%3A%2F%2Fblog.tangiblewords.com%2Fcompany-growth-podcast-married-after-the-first-dance&title=Company+Growth+Podcast%3A+Avoid+the+Junk+Folder+in+Progressive+Profiling&summary=In+episode+6+of+the+Company+Growth+Podcast%3A+the+state+of+progressive+profiling%2C+chat+bots%2C+and+the+quality+of+the+personal+touch+during+a+pandemic.) # Company Growth Podcast: Avoid the Junk Folder in Progressive Profiling September 15, 2020 |   4 minute read [Inbound Marketing](https://blog.tangiblewords.com/topic/inbound-marketing), [Company Growth Podcast](https://blog.tangiblewords.com/topic/company-growth-podcast) ![Company Growth Podcast: Avoid the Junk Folder in Progressive Profiling](https://blog.tangiblewords.com/hubfs/The%20Company%20Growth%20Podcast/bennett%20pic%203.jpg) Dear reader: **would you marry someone **after the first dance?  It might sound unorthodox, but the first-dance marriage question is a great way to think about progressive profiling and [inbound marketing](https://blog.tangiblewords.com/how-to-be-good-at-inbound-marketing-from-inbound-marketing-specialists). In [Season 1 Episode 6](https://youtu.be/ZeyJQKldUV0) of the [Company Growth Podcast](https://blog.tangiblewords.com/in-the-top-25-canadian-business-podcasts-company-growth-podcast), Alysha Dominico and Bennett Boucher discuss progressive profiling, chat bots, and what really appeals to a buyer. Bennett also talks about what to do when someone stops buying into a drip campaign and more.  Listen to the Company Growth Podcast on [Spotify](https://open.spotify.com/episode/3tFN3UvnnX0AfYlRuuLjvX), [YouTube](https://www.youtube.com/playlist?list=PLS2dfqc4hflDC8GAj9P5d2N8NwdSLF_uG), or whatever [your preferred streaming platform ](https://podcasters.spotify.com/pod/show/thecompanygrowthpodcast)is. ## Expert Tips on Staying Out of the Junk Folder in Progressive Profiling In [episode 6](https://youtu.be/ZeyJQKldUV0), Bennett gives his personal number of touchpoints he likes to get before he knows a buyer is ready for a sale. We’ve written pretty extensively [about touchpoints](https://blog.tangiblewords.com/everything-you-need-to-know-about-touchpoints-in-marketing-1), and it’s important to remember that there is no golden rule for touchpoints, the number varies between companies, but it’s always good to hear an expert opinion on the subject. Bennett likes to have **8 - 15 touchpoints** before a meeting, but mentions that the less personal your touchpoints you have, the more you’re going to need, and if the touchpoints are more personal, the effect is reversed.  Bennett is great at relaying his opinions and advice through relatable real-life examples. Like his recommendation that [the human touch](https://blog.tangiblewords.com/marketing-rural-business-can-keep-personal-touch-still-connect-online) is key: you go into a coffee shop you frequent often and the employees know your order. There’s no reason online marketing shouldn’t behave in a similar way. If anything, online marketing should be even better at this kind of personalization because of all the data and touchpoints we have at our disposal. Another of Bennett’s great examples is his real-life experience purchasing workout equipment during the pandemic, and how the purchase of a weighted vest, which he had been distracted from buying but had fully intended on getting. The site got back to him about his forgotten purchase in a helpful way and reminded him of the vest he’d wanted but forgotten.  [![Company Growth Podcast Speaker interest CTA button](https://no-cache.hubspot.com/cta/default/2504218/de898050-8e6d-40f6-9eed-51d69dccc318.png)](https://cta-redirect.hubspot.com/cta/redirect/2504218/de898050-8e6d-40f6-9eed-51d69dccc318) The process wasn’t over intrusive; **it was helpful**. Marketers are sometimes so concerned about hitting our numbers, reaching those sales metrics, that we sometimes forget to put ourselves in the buyer’s shoes and see the clear route to making [the buying process](https://blog.tangiblewords.com/do-you-need-online-content-for-your-sales-strategy) more convenient for someone else.   And this humanization of marketing and sales applies to [B2B](https://blog.tangiblewords.com/does-your-b2b-sales-team-have-a-set-repeatable-sales-process) customers as well, it’s not just for selling hamburgers or weighted vests. And if you think that chatbots are an impersonal method of connecting with customers, Alysha and Bennett discuss how setting up chatbots with [Drift](https://www.drift.com/) or HubSpot can be used to intelligently connect leads with highly personalized content that is the complete opposite of impersonal.  **Listen as we discuss:** - How to deal with a lead with high intent and make sure to close the deal. - Adding a personal touch to chatbots. - Establishing trust through networks. - The importance of building personalization through video and other means, and how it’s even more important during a pandemic.  - How to be as helpful as possible in the buyer’s journey.  - And more! ## Listen to Episode 6 of the Company Growth Podcast  Check out [Episode 6](https://youtu.be/ZeyJQKldUV0) of the Company Growth Podcast streaming now on your favourite streaming platform! To browse more episodes by topic, visit the [Company Growth Podcast webpage](https://tangiblewords.com/company-growth-podcast).   ## Ready to Grow? Apply for a Spot in Our Free Sales Growth Program. [![Sales Growth Program CTA button](https://no-cache.hubspot.com/cta/default/2504218/f1f0eeac-09bb-4ec5-9383-168536a7d7b1.png)](https://cta-redirect.hubspot.com/cta/redirect/2504218/f1f0eeac-09bb-4ec5-9383-168536a7d7b1)   References: [https://www.kunocreative.com/blog/progressive-profiling](https://www.kunocreative.com/blog/progressive-profiling)  [https://www.hubspot.com/stories/chatbot-marketing-future](https://www.hubspot.com/stories/chatbot-marketing-future)  ## Most Popular Blogs [![Want to Balance Work and Family? Try Remote Work](https://blog.tangiblewords.com/hubfs/beach%20view.jpg) Careers ## Want to Balance Work and Family? 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