Sales Cadence

Sales cadence is defined as the systematic sequence of engagements or follow-ups used by a sales rep or team to engage with prospective customers. A sales cadence helps guide sales reps by creating a predictable and consistent series of actions to perform.

The elements of sales cadence

When creating a sales cadence, one needs to consider schedule, method of outreach, and messaging.

Schedule: How frequently and regularly should you reach out? Method of outreach: Should you call, email, text, message via LinkedIn, etc.Message: What do you say when you call, leave a voicemail, or message them via email or social media?

Sales cadence example

Your sales cadence is likely to vary for different kinds of prospects. For example, you’ll use a different cadence for a cold lead on LinkedIn than you would for a real-time lead that just filled out a form on your website.

Here’s an example of a short sales cadence:

• Day 1 ASAP: Call 1, Script 1, Voicemail 1, Email 1
• Day 2 morning: Call 2, Script 2, Voicemail 2, Email 2
• Day 3 morning: Email 3
• Day 5 afternoon: Call 3, Script 3, Voicemail 3, Email 4
• Day 7 morning: Email 5