Finding the right sales cadence and then having sales representatives perfectly execute it is a complex process. The Sales Cadence Report 2107 from InsideSales.com shows that sales reps are misrepresenting their activities and making deal-breaker mistakes when it comes to their sales cadence. A sales cadence tool can help you automate your workflow, increase productivity and help you generate more leads.
Sales acceleration software has been proven to shorten the sales cycle and drive revenue growth. The technology is built for faster, more efficient sales teams with improved performance.
What is a Sales Cadence and Why You Need it
Sales cadence the a sequence of activities to improve contact and qualification rates – according to Gabe Larsen, director of InsideSales Labs. Sales cadence comprises of five elements: atempts, media, duration, spacing and content.
Ideally, your sales cadence should be specific to your company, your target audience, and your industry. All these factors add a degree of complexity to establishing an optimal sales sequence. However, sales leaders around the world need to put in the time to perfect their cadence strategy.
Optimizing your sales cadence when prospecting helps produce predictable revenue growth – the Holy Grail of sales organizations.
And this is where sales acceleration software comes in.
How Software Can Help Your Sales Cadence Strategy
It’s very common for sales reps to simply use a sales cadence at random. They will simply pick a sequence of sales activities that are comfortable for them, without any regard for what works for the customer.
Sales acceleration software can take the guesswork out of prospecting cadence – at the same time making sure your sales team is efficient and productive with execution.
Lead Scoring and Lead Prioritization
Sales acceleration technologies can help with lead scoring and lead prioritization. This will help you answer an incredibly important question for your sales development reps: “Am I contacting the right people?”
Achieving targets doesn’t rest on making more calls. It’s all about making the right calls, at the right time – when your prospect is more likely to respond.
Sales acceleration technologies powered by predictive analytics can show you:
- Who is more likely to respond, out of all your contacts
- Which medium they are more likely to prefer (email, phone calls, voicemail)
- What sales strategies are best for each stage of the funnel
Phone Prospecting Cadence – Call The Right Leads
Sales representatives prefer to email, rather than call, we know this for a fact. However, this doesn’t change the fact that telephone calls are the most effective prospecting tool.
Sales cadence software like Playbooks from InsideSales.com can help you determine what is the best time to call, to make sure your prospects answer the phone.
The software will prioritizes lists so reps focus their time on the prospects who are most likely to pick up the phone and begin their buying journey. You can measure prioritization in two ways:
- Likelihood to contact
- Likelihood to close
Sales acceleration software will analyze trillions of external data points related to the sales process. It will also assign a score to each lead from 1 to 100, based on this analysis. The higher the score, the higher your likelihood to close a deal.
This way, cold calls are a thing of the past, and your sales team is enabled and empowered to contact the right leads.
Email Cadence Matters – Get Visibility Into Your Pipeline
Email is currently one of salespeople’s preferred tools to contact customers or prospects. However, research shows it has lower contact rates than phone calls. So in the battle between phone versus email, the phone call definitely wins.
However, research shows that the most efficient sales cadences include multiple sales communication media: telephone calls, voicemails and emails.
It’s not worth ignoring any of these communication channels. But rather, it pays to be smart about how you use each of them.
With email, it’s best practice to contact leads as soon as they open your email or download whatever collateral or presentation you sent them
The InsideSales.com Vision application will show you in real time:
- When someone opened an email
- Which of your contacts clicked a link
- When a prospect visits their website and how long prospects viewed specific pages
- Which attachments are most successful based on downloads
- If an email was forwarded, and to whom
- Which content is most effective
This sales software will help you swiftly respond to buying signals and increase your conversion by using immediacy to WOW your prospects.
Sales Cadence Strategy
A strong sales cadence tools can easily increase productivity and efficiency for a sales organization. If you’re looking to find out more about generating more leads and achieving predictable growth using A.I.-powered sales technology, checkout the InsideSales.com platform. You’ll be amazed at what it can do!
Team using sales acceleration software have experienced revenue growth of over 30% in as little as 90 days.