A few quarters ago, I worked with a B2B SaaS company that had a classic problem: smart reps, solid product, zero traction from outbound.

They were running a single-channel motion with email only. Dozens of cold emails per day, carefully crafted with personalization tokens and pain points. But results were flat. One SDR told me, "It feels like sending party invites into a fax machine. No one’s showing up."

We ran an experiment: the same messaging, but spread across email, LinkedIn, ads, and the occasional cold call. Within 30 days, reply rates tripled. Meetings booked doubled. And suddenly, outbound didn’t feel so cold anymore.

That shift, from single-channel effort to multi-channel orchestration, made all the difference.

This post breaks down how you can do the same.

The Farmer vs. The Hunter: A Prospecting Analogy 🌱🎯

Picture two approaches to getting your next meal.

🧑‍🌾 The Farmer (Multi-Channel)

The farmer plants across different fields:

• One crop grows fast (quick-win channels like cold calls)

• One takes longer (brand plays like LinkedIn or podcasting)

• One needs regular care (ongoing engagement and follow-ups)

By diversifying, the farmer always has something ready to harvest.

T

hat’s the power of multi-channel prospecting. It builds familiarity, nurtures interest, and drives consistent results.

🎯 The Hunter (Single-Channel)

The hunter heads out with one shot. If they miss, it’s back home empty-handed.

This is what happens when teams rely on just one channel, like cold email, and hope for conversions. When that single stream dries up, so does pipeline.

What is Multi-Channel Prospecting?

Multi-channel prospecting is about showing up in more than one place so your prospect starts recognizing, trusting, and eventually responding to your outreach.

You’re not just sending a cold email. You’re building visibility, layering context, and creating a warmer path to the conversation.

Why It Works:

• More visibility: You appear where your buyer already spends time

• More trust: Familiar names get more replies

• More chances to connect: Not everyone checks email, but they do scroll LinkedIn

How to Build a Multi-Channel Prospecting System

Step 1: Target with Precision

Start with a clear list of ICP-fit accounts. Use:

• Firmographic filters (size, industry, tech stack)

• Intent signals (content views, hiring trends)

• Prioritization (who’s most likely to buy now?)

  
  

Quality matters more than volume here.

Step 2: Layer Your Channels

The magic is in the mix. Seeing you in multiple places builds mental familiarity and trust.

Step 3: Build a Cadence that Feels Natural

Avoid robotic sequences. Instead, build a rhythm of value and visibility:

• Day 1: Engage with their LinkedIn content and send a connection request

• Day 2: Email with relevant insight tied to their role

• Day 4: Follow up with a short, personalized call

• Day 7: Show a targeted ad featuring a case study

• Day 9: Second email with a clear point of view or pain trigger

• Day 12: Call again with a tailored value pitch

• Day 15: Send a small gift or handwritten note if it’s a priority account

By the time you ask for time, they’ve seen your name, your ideas, and your intent.

STRATEQS' Take: Cold Outreach Only Works When It Feels Warm

Buyers don’t want to be chased. They want to be understood.

The best B2B SaaS sales teams:

• Engage across multiple channels to build real familiarity

• Craft outreach that’s relevant, not robotic· Orchestrate touchpoints that feel human, not spammy

• If your outbound isn’t converting, the issue isn’t effort. It’s structure.

Let’s Build a Prospecting Motion That Gets Replies

Contact me to schedule a first call to:

• Diagnose where your outbound is falling flat

• Map a multi-channel cadence tailored to your buyers

• Design messaging that builds trust across every touchpoint

  
  

Let’s turn cold outreach into warm, qualified conversations.

👉 [Book Your Strategy Session Now]