Multi-Channel Pipeline

The data is clear:

• Multi-channel sequences get 3x higher response rates than email-only
• Prospects need 8-12 touches on average before responding
• Different people prefer different channels—meet them where they are
• Multiple touchpoints build familiarity and trust

Best for:

• Initial outreach at scale
• Detailed value propositions
• Sharing resources and case studies
• Follow-ups and nurturing

Best practices:

• Keep under 100 words
• One clear CTA
• Personalise the first line
• Send Tuesday-Thursday, 8am-10am or 2pm-4pm

Best for:

• Senior decision makers
• Following up on warm signals (email opens, website visits)
• Urgent or time-sensitive outreach
• Breaking through after email silence

Best practices:

• Call within 5 minutes of engagement signal
• Have a 30-second opener ready
• Leave strategic voicemails (not every time)
• Best times: 8am-9am, 4pm-5pm

Best for:

• Warming up cold prospects
• Building credibility through content
• Researching and engaging with prospects
• Complementing email outreach

Best practices:

• Connect first, then message (if possible)
• Engage with their content before pitching
• Keep messages short (under 300 characters)
• Use voice notes for personal touch

Best for:

• High-value prospects
• Standing out from the crowd
• Complex value propositions
• Re-engaging gone-dark prospects

Best practices:

• Keep under 60 seconds
• Personalise with their name/company on screen
• Use tools like Loom or Vidyard
• Include a clear CTA

• Email opened 3+ times: They're interested—call now
• Clicked a link: Hot signal, immediate call
• Visited your website: Call within 5 minutes if possible
• No response to 2+ emails: Phone can break through

• Before first email: Connect to warm them up
• They posted content: Engage, then reference in outreach
• Job change: Congratulate, then pitch
• Email bounced: LinkedIn as backup channel

• High-value accounts: Worth the extra effort
• Gone dark after interest: Re-engage with personal touch
• Complex products: Show, don't just tell
• After meeting no-show: Personal follow-up

Track by channel:

• Email: Open rate, reply rate, meeting rate
• Phone: Connect rate, conversation rate, meeting rate
• LinkedIn: Acceptance rate, reply rate
• Video: View rate, watch time, reply rate

Track overall:

• Touches to meeting: How many touches before booking?
• Channel that converts: Which channel gets the reply?
• Sequence completion rate: How many finish the full sequence?