• The number of times you reach out to a customer; think of an email, a call, a shout-out etc. This is sometimes referred to as the number of touches.
• Different Channels — Across what kind of channels are you reaching out, just emails and phone calls? Or are you also sending them something per snail-mail, requesting a LinkedIn connection, or liking a Tweet.
• Time in Days — Over how many days did you reach out to them? Reaching out to a person three times a day may be way too much. But reaching out to a person three times in a lifetime is likely way too little.
• Prospect’s Team — Are you sending it only to their CEO/EVP or are you updating “their team” beforehand?
• Your Team — Is it just the SDR or AE reaching out, or can you involve the EVP, CXO, etc.?
• CR(t) —The conversion rate as a function of time to get to a single SQL.

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