Ep. 16 | Modern B2B Prospecting Strategies | THRIVE: SALES

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8-Touch Rule is Dead: Why Modern B2B Prospecting Needs 12+ Touchpoints (And How to Do It Without Burning Out)

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The traditional “8-touch rule” no longer reflects how most buyers make decisions. Today’s prospects are busier, more selective, and often require multiple interactions across different channels before they are ready to engage. Successful B2B prospecting strategies focus on building familiarity, credibility, and trust through consistent, thoughtful outreach rather than relying on a handful of contacts. In this episode of THRIVE: SALES, we explore how modern sales professionals can create effective multi-touch prospecting plans without overwhelming themselves or their prospects.

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Consistency matters more than intensity. Learn how to combine email, phone calls, social media, referrals, and other touchpoints into a practical prospecting rhythm that keeps opportunities moving forward. This episode offers actionable ideas for staying visible, maintaining momentum, and creating meaningful connections that lead to stronger business relationships and more sales opportunities over time.

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Learn more www.piamidam.org/thrive-series.

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PIA MidAmerica members gain access to sales education, business development resources, peer networks, and industry expertise designed to help print and packaging professionals strengthen customer relationships, grow revenue, and achieve long-term success. Learn more about membership.

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