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Key takeaways
✔️ Only 3–5% of your market is ready to reply now
✔️ The best-performing outreach happens after that first window
✔️ Use intent signals - like pricing page views to trigger smart follow-ups
✔️ Trust reps to pick the right channel based on context
In this GTM Insider Podcast we caught up with Rob Harlow, Co-founder and Chief Innovation Officer at Sopro, explains why high-performing sales teams don’t stop after one push.
In reality, most buyers won’t reply right away only a tiny slice of your market is ready to engage on that first attempt.
“Broadly speaking, we know that three to five percent of people are gonna be ready to reply at that point, which out of your entire addressable market is tiny.”
— Rob Harlow, Sopro
So what happens to the other 95%? Great teams stay relevant. They track intent signals like a prospect returning to the website or hitting the pricing page, then let reps decide the best way to re-engage.
Rob’s point is simple: the best outreach is thoughtful, not prescriptive. If you know your buyer’s journey, you know whether a call, email or LinkedIn message makes sense. And the teams who nail that follow-up? They win the deal.
FAQs
➜ How many prospects reply to first-touch outreach?
Only about 3–5% of your total addressable market.
➜ What happens to the rest?
Smart teams watch for intent signals and stay in touch with relevant follow-ups.
➜ Should follow-ups be scripted?
No — Rob says the best follow-ups happen when reps adapt to the buyer’s journey.
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