According to TOPO, what number of touches should an outbound SDR make during a 21-day touchpoint cadence?

The recommended number of touches for an outbound Sales Development Representative (SDR) during a 21-day touchpoint cadence is 14 to 16 touches. This range is aligned with best practices identified by TOPO, which emphasize the importance of consistent and strategic follow-ups in outbound sales efforts.

Implementing a cadence with this number of touches ensures that the SDR maintains a persistent presence in the prospect's inbox and can effectively nurture the relationship. It balances the need for persistence without overwhelming the potential customer, thereby increasing the chances of engagement.

Furthermore, the touchpoints can be varied—incorporating emails, calls, and other forms of communication—to increase the likelihood of reaching the prospect and establishing rapport. This approach is essential in today’s sales environment, where decision-makers are often inundated with messages and require multiple interactions to create recognition and interest in the solution being offered.

Consequently, aiming for 14 to 16 touches is not just about quantity but also about building a meaningful relationship over time, which is crucial for successful outreach.