The Rise of Multi-Touch Prospecting

Why modern B2B growth requires coordinated, trust-building outreach.

In many B2B organizations, prospecting still follows a familiar pattern: a salesperson sends a cold email, perhaps follows up once or twice, and then moves on. For years this approach generated acceptable results. Buyers were less saturated with outreach, inboxes were less crowded, and decision-makers were easier to reach.

That environment has changed dr…