Going with just your gut when figuring out how to contact prospects is not a great way to do sales. You’ll end up missing out on opportunities, or sometimes ticking off prospects by contacting them too much. The data-drive approach to sales allows you to learn from best practices from thousands of other companies, and create a sales cadence that works for your business environment.
The typical sales cadence, (the fundamental, so to speak) has an average of 3 touches, however there’s no one size fits all. Depending on the type of product or service you have, how your market is structured and how your sales team functions, you will need a different type of sales cadence. For example:
- Reps who follow up on inbound leads should focus more on aggressive methods such as the phone. This is especially if this is a transactional sale where deals are smaller and sales cycles are faster.
- Reps who go outbound to target contacts and accounts should start with more passive communication such as email or social, followed by more aggressive communication like the phone. This is especially true if this is a relational sale where deals are larger and sales cycles are slower.
The book focuses on results from research which includes over 14,000+ cadences, made up of 144,000+ total activities, across nearly 9,000 companies. The insights from this research is all peppered through the eBook, allowing you to draw conclusions which will lead to a winning sales cadence for your business.
Download the Guide to Sales Cadence
Download the “Definitive Guide to Sales Cadence” to learn:
- How many times you should attempt contact with prospects
- How long you need to wait between attempts
- What methods and messaging are most likely to result in a sale
- Strategies for phone call, voicemail, email and text messaging selling
- A bullet-proof strategy to create a sales cadence that works for your company and your sales model
This eBook includes free sales cadence templates to make your outreach cadence successful, best practices and a way to score your cadence to see how you’re doing compared to other sales professionals.