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Sales prospecting cadence is a series of touch points throughout the sales process for your sales teams to be reaching out and speaking with leads. Ideally, the end of the sales cadence cycle will result in a conversion from lead into customer.
Throughout the course of this article, we’ll cover the following topics in depth:
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What sales prospecting is
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What sales cadence is
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What sales cadence examples tell your business
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How to improve sales cadence for your sales funnel
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Best practices for your sales team
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How to use phone calls and outbound sales cadence effectively
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How Kennected uses outbound sales strategy to own sales cadence
Read on to learn all about sales prospecting cadence; get the timing right and keep your business moving forward.
What is Sales Prospecting?
Sales prospecting is the process of using your content and advertising to draw in leads and find new potential customers.
Your target audience is reached through this content, and ideally leads will flow towards your business organically.
While organic lead flow is beneficial, manual sales prospecting may also be necessary for your business.
This may involve developing an outreach strategy for each sales rep, and that may include a phone call to someone they believe to be a good candidate for your business.
Manual prospecting can also be done through a follow up email or reaching out to existing customers to meet people in their network.
What is Sales Cadence?
Sales cadence is essentially a sequence for your sales team to follow.
It typically takes the form of a schedule for your sales reps to follow when it comes to outreach and communication with each lead.
Good sales cadence relies on the following items:
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The buyer persona
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The media for each communication channel
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The number of contact attempts
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The time between contact attempts
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Duration of cadence
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Content
A sales cadence example will often mirror success stories within your own business sales cycle or be molded from a popular model.
Winning sales cadence examples help most sales reps to stay organized and intentional throughout the sales process, and sales cadence software also exists to help achieve optimal sales cadence.
What Do Sales Cadences Tell Your Business?
The sales cadence framework your sales teams develop and use will tell your business a lot.
Here are just a few of the items shown through sales cadence:
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Sales pipeline efficacy
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The efforts of each sales rep
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Conversion rates
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Outreach strategy and efficacy
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Any pain points
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How to maintain the prospect’s attention
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Lead generation efforts
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Ability to reach target audiences
Since sales cadence consists of your sales process and the timing involved in that process, your business will benefit greatly from the information within it.
View your sales cadence as a work in progress, and use the data provided to help strengthen it over time.
How to Improve Outbound Sales Cadence
Here are a few sales cadence best practices to utilize in order to improve your overall sales cadence:
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Select Communication Medium
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Sales Cadence Duration
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Number of Touch points
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Spacing of Touch points
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Devising Content
Make sure to use multiple channels for your sales process and examine each closely to see their efficacy.
There will be trial and error, but you should embrace it.
Find the strategy that works best for you and go all in.
Best Practices for Sales Reps
Your sales reps are at the heart of your business.
They are the ones selling your products and working alongside your prospects in hopes of converting them into leads.
Above all else, they need to solidify their outreach strategies and ensure that their different outreach methods are successful.
Once they begin refining their strategy, they then can obtain more deals and use outreach channels with each deal moving forward.
They must also work to reduce any pain points leads may have throughout the sales funnel.
These pain points will look different from lead to lead, but it is up to your sales reps to keep leads flowing and engaged as well.
Sales cadence helps to guide sales efforts, but your sales reps are ultimately in charge of keeping themselves and each other accountable.
Make sure they own their work and are constantly looking to improve.
How to Achieve Well Defined Sales Cadence
Sales cadence is fluid and will likely change often.
However, this does not mean that you cannot have a well defined strategy and plan of action.
While some items within the sales cadence structure may change, some items should be kept the same.
One of these items is the usage of automation.
Automation tools within sales cadence, or within any business function, are critical to succeeding in that area.
It is extremely important that outreach is automated and messaging is as well.
This will help to streamline communication and ensure that no leads are lost in the shuffle.
Include an automation tool in your sales cadence structure and your strategy will succeed.
How Kennected Utilizes Effective Sales Cadence Everyday
Here at Kennected, we have realized the true power of automation.
Automation tools help to improve efficacy in all areas, so utilizing them has improved all aspects of our business.
Hop-On The Kennected Train
According to HubSpot, 61% of companies name their top marketing challenge is generating traffic and leads.
If you’re part of that 61%, keep reading because what you’re about to discover could be a game-changer for you and your business (like it has for thousands of people before you).
So many business owners & sales professionals that come to us are struggling to get ahead because they’re stuck relying on referrals, lead lists, or manual prospecting.
This is taking up too much of their time and isn’t creating the consistent income they’re looking for to fund the lifestyle they want for themselves and their families.
Four years ago, the founders of Kennected had the same struggles. They found that lead generation was way too complicated, expensive, and time-consuming, knowing there had to be a better way.
So they developed a new way of getting qualified leads that turn into new customers on the #1 platform for B2B lead generation… LinkedIn.
In the four years since we developed this lead gen strategy, we’ve earned a spot on the Inc. 5,000 list of Fastest Growing Companies in America.
And more importantly, it helped over 17,000 businesses get new leads and sales for THEIR businesses.
Want to see how it works?
Click here to see how you can use Kennected to fill your sales pipeline with qualified leads in less than 10 minutes per day.
The post Sales Prospecting Cadence: Get The Timing Right appeared first on Kennected.
source https://kennected.org/sales-prospecting-cadence/
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