Sales Cadence Simplified: The Best Habits for Making Money

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There is one sales technique that, while used by larger sales teams, is not often applied by individuals or small teams: the sales cadence.

Having a sales cadence can give you great results. It can help you build business relationships and structure your sales approach.

Below, we tell you what a sales cadence is, the benefits of using one, and how to create one.


What is a sales cadence?


A sales cadence is a contact sequence that helps salespeople better connect with potential customers. vietnam phone number material Sales cadences are scheduled for a set number of days and a variety of channels, such as email, phone, and social media. This helps build relationships and close deals.


Advantages of a sales cadence


Whether you're a team of one or 50, implementing a well-defined sales cadence can make your prospecting process much more efficient and effective.


Focused Effort

Headless chickens run fast, but they don't go far. For many, this sounds a lot like their haphazard approach to networking and sales efforts: lots of unstructured effort.

Sometimes sales teams will call a prospect and send a follow-up email right away. Other times, they'll wait a day in between. Often, they'll wait a day and forget to send the email.

Or, in the worst case, they lose track of where they are in the sales process and send the same email or make the same call twice. This can be a total disaster.

Sales cadences make it easy to keep track of where they are in the sales or contacting process. You always send a follow-up email or contact prospects every other day. With clearly defined rules for your sales strategy, you never run the risk of sending the same email twice or skipping steps in the sales process.

Easy tracking = easy refinement

Once you start using a clearly defined sales cadence, it becomes much easier to track and refine your sales process. Imagine you have a 5-step process that you can view in your CRM. At a glance, you can clearly identify where you are with each customer and where you tend to lose touch with your prospects.

With this information, you can begin to refine your approach. If you notice that outreach calls tend to be more effective later in the process, you can adjust your approach to reaching out to prospects once you have established a relationship via email or LinkedIn.

This data allows you to continually optimize your sales approach and improve your results.

Scalability

You might be able to get away with using the “headless chicken” approach to sales when you have one or two clients, but when you start working with 5, 8, or 10 clients at a time, or hiring salespeople, scalability becomes an issue.

You can’t mentally keep track of where each client is in the sales process or keep sales strategy aligned across a small, unstructured team.

Having a clearly defined sales cadence solves the problem of scalability. Not only will you find it easier to organize and track where different prospects are in your sales funnel, but it will also be easier to find more people to work with you.

A simple one-page flowchart is enough to illustrate to any new sales rep you hire the exact sales strategy you use so they can start making calls and engaging with customers right away.


Sales Cadence Examples


Sales cadences vary greatly between individuals, teams, and organizations. However, the frequency, method, and time of contact are always structured and consistent. Consistency and structure are what make sales cadences so effective.

These examples will show how anyone can benefit from using a sales cadence to define their sales process. We recommend you check out this AMA (Ask Me Anything) session with Sales Hacker CEO Max Altschuler . Below is an example of one of the sales cadences he has used to connect with prospects:


Day 1 : Email/InMail
Day 3 : Email in the morning, call in the afternoon
Day 5 : Call in the morning, voicemail message in the afternoon
Day 7 : Email in the morning, voicemail in the afternoon
Day 10 : Email and call in the morning