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Hello, My Fellow Sales Hackers -

On average, how many touches is it taking before you get a meeting? I posed this question on LI as well (https://www.linkedin.com/feed/update/urn:li:activity:6757378531048730624/), but I would love to hear what this community has to say.

Thanks!

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    • Hey Joe – great question! I don’t have a hard stat but in my experience have seen the most success once I surpass 10 touches. That’s typically when a cold call connects or follow-up email is responded to and if it’s an objection, it usually leads to additional touchpoints. For example, if I get a response on step 12 about them using a competitor, I’ll put them in a rebuttal sequence so I can keep on top of my objection handle and try to convert.

      But to answer your question, I’d say the 15-20 range if it takes some back/forth.

    • I found this article for anyone else who may be looking for this info, or just to simply improve their process:

      https://info.mezzaninegrowth.com/blog/number-of-touch-points-needed-for-b2b-marketing

    • Agreed. 10+ Heard on training today that sales cycles on average have gotten 20%+ longer over the past year.

    • That is a great question Joe!
      Wow, no stats on it also, but wouldn’t it be great if you could monitor everything – video, LI, emails, calls, etc., and see the data?
      Mind blown!
      What about the number of DM’s in your process? Have you seen an increase in that as well?

      Thanks!

      Macky

    • Profile picture of Joanne Webb
      @joannew
      ( 1.3k POINTS )
      1 month, 1 week ago

      This is a great question and I really think it depends too on the product or service, industry, and any protocols. I think it depends on what you count for examples calls with emails, follow up calls and social media etc.

    • Profile picture of Ryan Oconnor
      @roc
      ( 420 POINTS )
      1 month, 1 week ago

      Joe, this is a great question! For most VP or C-Level Executives, it takes me around 5-6 phone calls plus 4-5 emails to get a meeting on the books.

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