What is Sales Cadence?
Sales cadence is defined as the systematic sequence of engagements or follow-ups used by a sales rep or team to engage with prospective customers. A sales cadence helps guide sales reps by creating a predictable and consistent series of actions to perform.
The elements of sales cadence
When creating a sales cadence, one needs to consider schedule, method of outreach, and messaging.
Schedule: How frequently and regularly should you reach out? Method of outreach: Should you call, email, text, message via LinkedIn, etc.Message: What do you say when you call, leave a voicemail, or message them via email or social media?
Sales cadence example
Your sales cadence is likely to vary for different kinds of prospects. For example, you’ll use a different cadence for a cold lead on LinkedIn than you would for a real-time lead that just filled out a form on your website.
Here’s an example of a short sales cadence:
- Day 1 ASAP: Call 1, Script 1, Voicemail 1, Email 1
- Day 2 morning: Call 2, Script 2, Voicemail 2, Email 2
- Day 3 morning: Email 3
- Day 5 afternoon: Call 3, Script 3, Voicemail 3, Email 4
- Day 7 morning: Email 5