Determining An Optimal Touch Cycle Plan

September 10th, 2018

Summary

When designing and optimizing their plans for contacting buyers, B2B teleservices teams must consider how audience attributes shape the necessary components of the touch cycle. Consider touch cycle duration, touch frequency, touch type, and touch mix when crafting the touch plan. The goal of any touch plan is to connect with the buyer and hold a meaningful conversation.

B2B revenue development representative (RDR) teams know that the optimal plan for reaching buyers and — ideally — conducting meaningful conversations and qualifying leads requires the perfect mix of touch types, including emails, phone calls, and other contact methods. As they and their managers define the most suitable touch cycle plans for various types of leads, they must consider multiple factors. In this report, we explain how audience attributes shape touch cycle plans and describe the essential components of an effective plan.

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