IT NOW TAKES 12 TO 15 TOUCHES BEFORE PROSPECTS ARE READY TO MEET WITH SALES

Summary from the TLDR Marketing newsletter

It now takes 12-15 touches from a BDR to get a prospect ready to speak with sales. Marketers should proactively map out a multi-touch email outreach program to increase prospect engagement and conversion. Once it's up and running, keep tabs on performance and tweak the emails every couple of weeks. This article provides an example of a 12-touch email outreach program that spreads across 21 days.