The Ultimate Guide to Prospecting: How Many Touchpoints, When, and What Type

It’s incredibly rare that a prospect responds to a salesperson’s first outreach attempt. This necessitates following up … and following up on your follow ups.

But how many prospecting touchpoints should salespeople make before they call it quits? When should they send these messages? And should they email, call, or reach out in another way? The "how," "when," and "what" of following up is important to get right if a rep hopes to snag the buyer’s attention and make a sale.

Here’s a guide that can help you optimize your prospecting process and significantly improve your response and connect rates, even with no changes to the content of your messaging.

Written by Jeff Hoffman | @mjhoffman

Full Story: http://blog.hubspot.com/sales/the-ultimate-guide-to-prospecting-how-many-touchpoints-when-and-what-type