The Science of Sales Sequences: Optimal Timing, Channels, and Cadence

The difference between a 5% reply rate and a 45% reply rate often comes down to sequence design. Yet most teams build sequences based on intuition rather than data.

The Sequence Science

Optimal Number of Touchpoints Research across millions of sequences reveals: - **1-3 touchpoints**: 22% response rate - **4-7 touchpoints**: 41% response rate - **8-12 touchpoints**: 45% response rate - **13+ touchpoints**: Diminishing returns

The sweet spot is 8-10 touchpoints across multiple channels.

Timing Between Touches - **Days 1-3**: Higher frequency (every 1-2 days) - **Days 4-10**: Medium frequency (every 2-3 days) - **Days 11+**: Lower frequency (every 4-5 days)

Channel Mix High-performing sequences include: - 4-5 emails - 2-3 LinkedIn touchpoints - 1-2 phone calls - 1 SMS (for warm leads)

Day-by-Day Framework

Day 1: Email introduction Day 2: LinkedIn connection Day 3: LinkedIn profile view Day 5: Email follow-up with value Day 7: Phone call attempt Day 9: LinkedIn InMail Day 12: Email with social proof Day 15: Phone call + voicemail Day 19: Final email with clear CTA

Common Sequence Mistakes

1. Giving up too early: 80% of sales require 5+ touchpoints 2. Same channel fatigue: Vary your approach 3. No value add: Each touch should offer something new 4. Ignoring engagement signals: Adjust based on opens/clicks

The Prospectory Advantage

Our sequence builder includes AI-recommended timing based on your industry, persona, and historical performance data.