When following up with prospects, most sellers give up after only two or three touches. They (or you) might not think it’s worth any extra effort.

But a field trial from Emblaze (formerly B2B DecisionLabs) reveals that sellers miss out on nearly 80 percent of meeting opportunities when they use less than five touches.

The study also shows the limitations of traditional social, email, and phone call approaches. Turns out offering content assets—such as video and infographics—later in your cadence energizes your prospects and could increase results by 3x.

In this webcast with Frank Pinder, EVP Digital Transformation at Emblaze, and Tyler Lessard, VP of Marketing at Vidyard, you’ll learn field-tested answers to these questions:

  • Can sales cadences increase momentum across more touches?
  • What content types stimulate more opportunities than others?
  • Does the timing, order, and length of content make a difference?
  • Tune in and learn the science of using cadences and content to win more opportunities!


Digital selling techniques , Prospecting and pipeline creation , Customer acquisition


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