Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Our data and data that we've gathered and analyzed from a diverse set of sources indicate that it takes, on average: 1 to 3 touches to reengage an inactive customer 1 to 5 touches to engage a prospect who is in the buying window and is familiar with you and your brand 3 to 10 touches to engage a prospect who has a high degree of familiarity with you or your brand, but is not in the buying window 5 to 12 touches to engage a warm inbound lead 5 to 20 touches to engage a prospect who has some familiarity with you and your brand—buying window dependent 20 to 50 touches to engage a cold prospect who does not know you or your brand These are general averages.