Demand Gen Report

Three Touches Aren’t Enough: Triple Your Opportunities With New Field Trial Data That Dispels Old Myths

When following up with prospects, most sellers give up after only two or three touches. They (or you) might not think it’s worth any extra effort. But a new field trial from B2B DecisionLabs reveals that sellers miss out on nearly 80% of meeting opportunities when they use less than five touches.

The study also shows the limitations of traditional social, email and phone call approaches. Turns out, offering content assets — such as video and infographics — later in your cadence energizes your prospects and could increase results by 3X.

In this webcast with Frank Pinder, General Manager of B2B DecisionLabs, you’ll learn field-tested answers to these questions:

  • Can sales cadences increase momentum across more touches?
  • What content types stimulate more opportunities than others?
  • Does the timing, order and length of content make a difference?

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