What Is A Cadence In Sales And How It Can Help Your Results?

In this article, we will explore the importance of cadence in your sales prospecting. Cadence is the planned frequency and rhythm of your outreach to potential customers, and helps keep you organized and on track. By using a consistent cadence, you will be able to more easily measure your results and improve your techniques over time. Let’s take a look at some ways that understanding how to set up a cadence can help you build better relationships with prospects.

What is cadence and how can it help your sales prospecting?

In order to understand cadence, you first need to know what it is. Cadence is the planned frequency and rhythm of your outreach to potential customers. By using a consistent cadence, you will be able to more easily measure your results and improve your techniques over time. Let’s take a look at how cadence can specifically help you with your sales prospecting.

Why Should Your Company Have a Well-Defined Sales Cadence?

There are several reasons why your company should have a well-defined sales cadence. Some of the benefits include:

1. It will help you stay organized and on track.
2. You will be able to more easily measure your results.
3. You will be able to improve your techniques over time.
4. It will help build better relationships with prospects.
5. Your sales team follow the same framework

How Can Sales Reps Benefit From a Structured Sales Cadence?

There are several reasons why sales reps should follow a structured sales cadence. Some of the benefits include:

It will help them stay organized and on track.

They will be able to more easily measure their results

They will be able to improve their techniques and skills.

Sales reps can benefit from a well-structured sales cadence in many ways. It is only natural that they are eager to learn how this will help them, so let’s go over some of the benefits more conclusively.

Staying Organized and on Track

As has already been mentioned, sales reps have a lot of different tasks to juggle. It’s hard enough to prioritize each task with its own importance, let alone an efficient sales cadence.

A structured sales cadence is like having a set of guidelines for the entire day (or week). There will be no question as to what must be done next if it has already been put into a specific plan.

Of course, following a structured sales cadence is not just about keeping track of what you did and when you did it. It’s also about improving your strategies and techniques for each task that comes up in the day or week.

Measuring Your Results

We cannot stress enough how important measuring one’s results is to the success of a sales rep. It is probably one of the most important aspects to keep track of, since it allows you to constantly be aware of your progress.

It’s all too easy for a sales rep to believe that they are doing everything right, even though their results are hardly what they should be after working at it for so long. Having a structured sales cadence will allow them to make any necessary changes, focusing more on the important tasks and less on the ones that are not really making a difference.

Improving Your Skills

Following a structured sales cadence can be very beneficial when it comes to improving your skills. We all know how easy it is to get comfortable with our routine after some time, but this can sometimes make us lack the drive necessary to improve.

Having a set schedule for your tasks will help you stay more focused on what you need to do. It’s an excellent way to keep yourself motivated enough to try new strategies and apply any newly acquired skills as often as possible.

7 Sales Cadence Best Practices to Follow

A sales cadence is a series of steps or tasks that you follow when prospecting for new customers. Having a set sales cadence will help you be more organized and efficient when contacting potential customers. Here are 8 best practices to follow when creating your own sales cadence:

1. Define your target market.

Knowing who you’re targeting will help you focus your efforts and create a more effective sales cadence.

Your target market is the group of people you’re selling to. It’s important to focus your efforts and create a sales cadence that is effective for your target market. Knowing who you’re targeting will help you do just that. Decide on the size of your target market, what they are looking for within your industry, and who specifically you are trying to sell to. That way your cadence will create a more productive call-to-action where you’ll be more successful in the long run.

2. Identify your selling points.

Knowing what makes your product or service unique will help you communicate effectively with potential customers.

Your product or service may be unique in a number of ways. Perhaps you have a better price point, you’re the only company in your industry to offer a certain feature, or your customer service is unbeatable.

Whatever your selling points may be, it’s important to know them and communicate them effectively to potential customers. When you can articulate what makes your product or service stand out, it shows that you understand your industry and what customers are looking for. In turn, this can help close sales deals more easily.

Research your competition. You may find that your competition is doing something you hadn’t thought of, and being aware of it can give you the edge you need to be successful. Additionally, understanding your competition’s weaknesses can give you an advantage when pitching your product or service.

3. Shortlist the Channels of Communication

When it comes to sales cadence, it’s important to be mindful of the channels of communication you’re using. There are a number of different ways to reach out to potential customers, and each has its own set of pros and cons. Here are some of the most common channels of communication:

– Email: Email is a common way to reach out to potential customers, and can be very effective when used correctly. It’s important to make sure your email content is well-written and relevant to your target market. Additionally, you should time your emails so they’re sent at the right time for your target audience.

– Phone calls: Phone calls can be a great way to connect with potential customers and build relationships. However, making phone calls can also be time-consuming and tedious. Make sure you’re sending the right number of phone calls per day, and that they are being sent at a decent cadence.

– In-person: Making in-person connections with potential customers is a great way to get your face out there and set yourself apart from a lot of your competition. It may seem like common sense, but it’s important to find the right time and place to make these connections—which includes making sure you dress to impress.

– Social media: Social media can be a great way to interact with potential customers and build relationships. But, don’t overdo it! Posting too much statuses or tweeting too much can get annoying for customers. Make sure you are using social media correctly and finding the right cadence to make it effective.

4. Identify the Necessary Number of Touches

It can be difficult to know when to give up on a prospect. Sometimes, you may feel like you’ve put in a lot of effort and haven’t seen any results. Other times, you may feel like you’re not getting through to the customer. In either case, it’s important to be mindful of the number of touchpoints you’ve had with a prospect before giving up.

There’s no magic number of touchpoints that will guarantee success, but having too few or too many touchpoints can be a detriment to your sales process. Too few touchpoints may mean that you’re not putting enough effort into building a relationship with the customer, while too many touchpoints may mean that you’re overwhelming the customer and causing them to lose interest.

A rule of thumb is to aim for somewhere between 5 and 15 touchpoints before giving up on a prospect, depending on the cadence of your relationship.

Test our different numbers and see what works best for your market and cadence.

5. Create Useful Content

For outbound selling building trust is one of the most challenging aspects of sales cadence since you’re not privy to all of the information that customers are accustomed to receiving. One way around this issue is by creating articles, video or other engaging content that your potential customers can use on their own time without feeling like you’re trying to hard-sell them.

There are a number of different types of content you can create, including blog posts, e-books, whitepapers, and case studies. When creating this content, make sure it’s relevant to your target market and provides value to the customer. Additionally, make sure the content is visually appealing and easy to read.

This type of content is great for building trust and keeping your cadence consistent with current or potential customers.

6. Space out attempts

It’s important to space out your attempts to reach out to potential customers, in order to avoid overwhelming them. By spacing out your attempts, you’ll be able to create a cadence that is less intrusive and more likely to be successful.

There is no one-size-fits-all approach to spacing out your attempts, but a general rule of thumb is to wait at least a few days before reaching out again. This will give the customer time to digest your previous message and may increase the likelihood of a response.

7. Track your contacts and progress

Sales cadence helps to keep you organized and on track, but it’s also important to track your contacts and progress. By tracking this information, you’ll be able to measure your results and improve your techniques over time.

There are a number of different ways to track your progress, including using a CRM system, contact management software, or spreadsheet. Whichever method you choose, make sure it is easy to use and update.

Additionally, make sure to track the following information:

• Contact information
• Date of contact
• Type of contact (email, phone, in person)
• Notes
• Number of touch points
• Additional notes

Test and optimize

When you use cadence in your prospecting, you will be able to more easily measure your results and improve over time. This is because cadence allows you to be more consistent in your approach, which leads to better results. You can track your progress and make adjustments to ensure that you are getting the most out of your cadence.

By following a cadence you can better track your strategy and make decisions based on data. If you decide to use a cadence, you should find one that works for your sales approach and stick with it.

A good approach is to divide your cadence in blocks of time or number of touch points.

If you are unsure of cadence, you can experiment with cadences that are based on days, weeks or months for one block, and then adjust your cadences after you’ve had the opportunity to track results.

Start using cadence in prospecting today by creating a plan and following it. It might take some time before you start seeing results, but once they come, they will be substantial and long lasting!