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

Aired On: May 18, 2022 @ 2 PM ET / 11 AM PT

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?

Spoiler: Measurement shouldn't just show your impact; it should show you how to make more of an impact.

Frank Pinder
B2B DecisionLabs

Klaudia Tirico
Demand Gen Report