Sales cadence
What is sales cadence?
A sales cadence is a sequence of touchpoints between a company and its prospective clients that establishes a connection for engagement or sales. The sales cadence allows a company to better connect with prospects using methods such as email, social media, and phone.
The sales cadence starts with the first point of contact and continues with a pre-planned series of interactions until the prospect is converted into a sale or connection. The sales cadence offers a structured framework that every sales rep can follow, and the regular follow-ups can lead to the closing of more deals.
What are the benefits of a sales cadence?
A sales cadence allows for more focused efforts. Instead of wondering when to send a follow-up email or potentially sending the same email twice, the sales cadence ensures that everyone on the sales team knows what stage they are at with each prospective client. This makes it easier to track where the company is in the sales or networking process and lessens the likelihood of missteps.
Furthermore, having a sales cadence makes it easier to refine the sales process. For instance, the marketing team can see at which stage the company loses contact with its prospects, which allows them to make modifications that prevent prospects from dropping off at this same point.