Why Unplanned Sales Activities Fall Short
Taking these two data points together, it’s not surprising that so many sales reps struggle to hit their quotas. But the secret to making more sales isn’t just making more calls or sending more email messages.
Connecting with the right prospects means balancing personalization and automation to reach the right people, at the right time – with messaging that nurtures them all the way through the sales process.
That’s where sales cadence development comes in.
Why Invest in Sales Cadence Development?
Most salespeople build their own cadences, whether as part of a formal planning process or more informally over time, as they learn what works and what doesn’t.
But Here’s Where Most Of These Sales Cadence Development Exercises Fall Short:
Too Short
They’re too short – they don’t create enough touch points to connect with today’s busy professionals.
Too Goal-oriented
They’re too goal-oriented – they focus more on closing the deal than on nurturing real relationships.
Too Inconsistent
They’re too inconsistent – they don’t use a structure that can be repeated, tested, and iterated upon.
As the team at Growth Genie has learned from our experience working with sales teams across many industries, building great sales cadences takes time – but there are easily repeatable formulas that can shorten the process and increase time-to-value.
Check Out Two Examples Of The Types Of Sales Cadences We Create With Our Clients, Often As Part Of A Larger B2B Sales Training Initiative:
A Cold Sales Cadence Case Study
Sales cadences can be particularly useful when it comes to cold sales outreach – as long as you deploy them in a smart, strategic way.
Cold sales outreach isn’t about spamming prospects into submission. Instead, a good cadence makes it easy to initiate conversations by offering something of value.
Here’s how we know it works…
The Result?
A 40% reply rate – from prospects we’d had no significant contact with before.
Post Demo: An Effective Sales Follow-Up Cadence
Imagine that you’ve just completed a demo or held an introductory call with a promising new lead. What comes next?
If you’re like most salespeople, you’ll…
Cold sales outreach isn’t about spamming prospects into submission. Instead, a good cadence makes it easy to initiate conversations by offering something of value.
Here’s how we know it works…
But while it’s a best practice in sales to always be working towards a predefined ‘next step’, what happens between those steps matters too
People Buy From People.
When the time comes to make a decision, prospects are much more likely to choose the vendors with whom they’ve built rapport – not the one they haven’t heard from outside of scheduled sales activities.
The 30-Touch Sales Cadence
When we put sales cadences into practice for Growth Genie clients, one of the models we most commonly recommend is the 30-touch sales cadence, which includes: