According to TOPO, how many touches should an outbound SDR make during a 21-day touchpoint cadence?

The recommended number of touches during a 21-day touchpoint cadence, according to TOPO, is 14 to 16 touches. This approach is grounded in the understanding that consistent and frequent communication increases the chances of engaging potential clients. In a sales context, especially for outbound Sales Development Representatives (SDRs), maintaining a regular cadence ensures that the prospect remains aware of the outreach efforts and builds familiarity with the brand or product being offered.

By balancing the number of touches within this range, SDRs can effectively leverage multiple communication methods—such as calls, emails, and social media interactions—without overwhelming prospects. This strategy is vital for nurturing leads and driving them further along the sales funnel, ultimately leading to higher conversion rates. The choice of having 14 to 16 touches reflects research-backed insights into ideal engagement levels that lead to successful outcomes in B2B sales.