When I tell sales teams their sequences should include 10-15 touches over 30-45 days, I usually get a few concerns.

“I’ll run out of things to say.”

“Won’t that bug the prospect?”

“I don’t want to be a spammer.”

All legitimate concerns.

The reality is that most salespeople call once or twice, send a few emails, and then give up.

This happens for two reasons:

  1. Fear of persistence

We need to see an ad 7-10+ times before acting. It doesn’t matter if it’s a well-known brand like Nike or a brand you’ve never heard of.

Most of us don’t have the brand recognition of a company like Nike. It’s normal for a prospect not to respond to your first few touches.

Think of your outbound sequence like a highly targeted, personalized ad campaign.

  1. You have nothing left to say

Don’t blow all of your talking points in bullet-points in your first email. You should have 2-3 strong talking points that address your prospect’s goals and challenges.

Focus the first 2-3 touches on the first talking point. Share a case study, piece of content, or customer story. Throw in a short email follow up like, “Any thoughts?”

Then move onto the next talking point after that and so forth.

Join the conversation on LinkedIn here.


PS – Whenever you’re ready, here are three ways we help sales teams grow their outbound sales:

  1. Connect on LinkedIn. I post daily about prospecting, sales, and how to be an outbound badass.

  2. Reply Method Guide. Our messaging framework for increasing response rates, setting more meetings, and closing more deals.

  3. Work with us. Get help increasing your team’s outbound sales by 2-3x. Schedule an outbound strategy session to learn three key strategies for crushing your revenue targets this year and see if Outbound Accelerator is right for your team.