Select sequence channels based on evidence instead of habit.
Channel choice is a hypothesis about attention. Treat it like one. Email carries context Use email when the buyer needs a concise business reason, proof, or a link. Keep the ask low-friction and tied to the trigger. Phone tests urgency Use phone earlier for high-value accounts, senior buyers, accurate direct dials, or urgent triggers. The call should not be a verbal version of the email; it should test whether the problem is live. LinkedIn creates recognition Use LinkedIn to warm the buyer's memory, engage with relevant content, or add a social touch. Avoid pretending a connection request is a relationship.…
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