If you’re looking for sales cadence examples, you’ve come to the right place! In this article, we’ll discuss how to create
Finally, we’ll give you tips on implementing
5 Sales Cadence Examples That Win (and What Lessons We Can Learn From Them)
You now have leads coming into the pipeline. Now what? What leads should your first contact? Do you prefer to reach out by phone or email?
How many times should a prospect be contacted? When should you call or send an e-mail to a prospect? Should you do Y or Z if a prospect does X? What should you do next?
If you don’t know the answers to these questions or aren’t sure what they are, then you will need to create a solid sales strategy for your sales team. Or perhaps your current one needs some refinement.
A solid sales cadence will improve productivity and efficiency by ensuring that reps are able to engage leads in a structured way.
This blog post will help you create a winning sales strategy by looking at successful examples. These cases are then discussed and practical tips are provided to help you implement these ideas in your own lead generation and sales process.
Sales Cadence: Some Basics
Let’s make sure we are on the same page by first defining some sales cadence preliminaries. What it is, why you need it, and what other items you should have.
A sales cadence simply describes the sequence of activities and methods that sales reps use to engage leads.
Your sales cadence is simply a list of steps you take to reach out to prospects and get them to agree to meet face-to-face. Click To Tweet
Once you have submitted the form, the sales cadence will tell how and when to contact the lead. Learn how to generate leads that will benefit your company.
A well-defined sales strategy will make your sales process more efficient and smoother. A sales cadence is essential for success.
- Provides consistency through a set of common procedures for reps to use
- Makes it easy to monitor and measure everything, making it easier to manage and optimize the sales process
- Reduces potential leakages or choke points, speeding up conversions
- This allows you to scale up quickly (such as increasing your team size or increasing your pipeline).
A sales cadence must be well-planned and executed. Experts believe that modern sales strategies require at least three channels (emails and phone calls) to make an impact.
Most experts agree that it takes six to thirteen touches before you can generate a valid leads. Click To Tweet
A CRM platform is a great tool for monitoring all of these activities.
Although sales cadences can vary from one type to another, the basic idea is the same: consistent, sequential touchpoints.
Complex sales processes can involve many touchpoints and a longer period of nurturing prospects (sometimes for several months), while transactional cycles require fewer touches over a shorter period of time (usually a few days or weeks).
Sales Cadence Examples
These proven examples will help you create or tweak your sales strategy.
Max Altschuler, Sales Hub CEO, is our first example of a sales cadence. This sales cadence is very popular and can be used as a reference.
Day 1 – Email/InMail Day 3 – Email in the morning; call in the afternoon Day 5 – Call in the morning, then leave a voicemail for the afternoon Day 7 – Email in the morning; call in the afternoon with voicemail Day 10 – Email and call in the morning
This sales cadence has 10 touch points, spread over 10 days. This sales cadence is simple, but it also has the following strengths.
- Uses all three channels (email and phone)
- Uses the law of immediateacy (i.e., touches aren’t too far apart)
- Uses voicemails and live phone calls
However, this sales cadence requires some improvement in the following areas.
- It takes very few touchpoints (most studies suggest that it can take up 13 touches to generate a valid lead).
- Waits to place a phone call until day 3. (If this were an inbound lead it would be best to call on day 1.)
This example is great for longer sales processes. One of InsideSales.com clients uses it:
Day 1 – Email1
- Day 2
– Call 1, Voicemail 1, and Email 2
- Day 7 – Call 2, Voice mail 2, and Email 3
Day 14 – Call 3, Voicemail 3, Email 4 Day 21 – Call 4, Voicemail 4, Email 5 Day 35 – Call 5, Voicemail 5, Email 6 Day 49 – Call 6, Voicemail 6, Email 7 Day63: Call 7, Voicemail 7, Email 8 Day77: Call 8, Voicemail 8, Email 9
This sales cadence can use up to 25 touch points spread across 77 days (a little more than two-and-a-half months). Its strengths include:
- Get started with email and then follow it up with a call on the next day
- Combine voice mail messages and live phone conversations
This cadence is a good fit for an outbound sales strategy that allows for longer sales cycles. However, there are a few weaknesses that need to be addressed:
- No social media component
- Schedules are too far apart from each others
- Relies upon a predictable and almost unpredictable mix of channels
We’re using a working, outbound sales cadence that was developed by InsideSales.com’s customer as an example.
Day 1 – Emails 1 and 2 Day 2 – Email 3 Day 3 – Call 1, Voice Mail 1 Day 4 – Social Media 1, Email 4 Day 5 – Call 2, Email 5, Social Media 2
This sales cadence packs lots of touches in such an a short time period (5 day) and works because:
- Uses all three channels (email and phone)
- Emails are used extensively throughout the entire process
- Variable mix of touch points from one day or another
There’s still room for improvement, especially since the cadence:
- So much activity in so little time, and the potential for overwhelming the prospect
- Wait for day 3 to follow email opening with a phone call
Brandon Huang is an SDR at Yotpo and shares a 22-day sales strategy that he claims helps him achieve consistent results.
Day 1 – Email Day 3 – Phone Day 4 – Email Day 7 – Phone
- Day 7 Email
Day 10 – Phone Day 12 – Email Day 14 – Phone Day 16 – Email Day 19 – Phone
- Day 21: Phone & Email
Day 22 – Nurture or Repeat
Spreads touchpoints for a 3-week period
Leverages Immediacy without being too aggressive
But, this sales pitch has some serious flaws:
- Limits the number of channels for phone and email only
- Waits for two days before following up on initial email with a phone call
- Does not maximize engagement per day (somedays could have included both phone and email activities)
Here’s an example
Day 1 – Prospect Research Day 2 – InMail Day 3 – Follow-up InMail Day 4 – Email Day 5 – Follow-up Email Day 6 – Phone
7 – Social Media (share an Article and Tag theProspect) Day 8 – Video Email
9: Social Media (engage prospect onLinkedIn) Day 10: Voice Mail
- Day 11 – Email
Day 12 – Phone or Email
Carlos Montero recommends that you set aside at least 22 days for all of these activities. The sales cadence is evident from the outline:
- Combines email and phone
- Rich content strategy (by including videos and articles)
- Strikes the right balance between persistence and disruption
Despite the solid results of this sales cadence there are a few things you should be aware of, especially since it is
- Requires more research Personalization
- Making reaching out at scale a little more difficult
Sales cadence examples can help you create a more successful sales process. By using a sales cadence, you can ensure that your team is following a consistent process and that they are always targeting the right prospects.Templates provided in this article can help get you started with creating your own sales cadence.