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Glossary

Prospecting sequence

The planned series of steps for one prospect across channels and days, which stops as soon as they answer.

A prospecting sequence is the planned series of steps for one person: an email, a LinkedIn message two days later, a call, a letter. Each step has a delay and can depend on what happened before. The rule that matters is the stop: a reply on any channel ends the sequence for that person, and should for their company too, so nobody gets a follow-up after answering.