Importance
The purpose of a cadence is that it allows reps to structure their outreach in a way that helps eliminate ______________ and stay ________.
inefficiencies and organized.
A sales cadence is a scheduled sequence of ___________ created to establish a connection with a potential buyer.
touchpoints
When it comes to building a sales cadence, it's going to be a process of ___-and-____ until you find what works for you and your target audience.
trial-and-error
What are the different channels you could use? Name at least 4.
phone
social
There's no point in spending time building a sales cadence out if you're not able to measure its_________.
effectiveness
If you're prospecting without rhyme or reason, its _________you'll see consistent success in your efforts.
consistent
In sales, quick _____ are few and far between.
wins
When scheduling a cadence, _______ is everything.
timing
Organize the rest of your cadence to compliment the content you are sending through _______.
The 2 major ways to measure engagement are by looking at the _________rate and the total # of _________booked.
response
appointments
One of the biggest challenges salespeople face that a cadence can help paint a picture of what's working and what isn't.
Getting in touch with prospects
Name types of touchpoints (3)
phone calls
social media
Try different ______ and _____to see when your response and open rates go up, then stick to it.
days and times
Phone calls and _______ are an important part fo your cadence.
voicemails, which should be left consistently following any unanswered calls
For every prospect that goes through the cadence but was not reached successfully, consider placing that contact in a______ campaign.
nurture
By creating a systematic framework to follow, you'll come into work knowing exactly what needs to be done that day and for which contacts. Provide example of time wasters eliminated:
Random clicking on leads
Not knowing what to say next or what is my script for this scenario?
doing research instead
True or False
Sales cadences are generally the same across companies, teams, and even individuals.
False
They vary greatly.
For this reason, there's not a "one size fits all" template that's going to be 100% effective all the time.
An effective cadence will most likely run anywhere from ____to___ weeks in length. If you're trying to book appointments for a conference, your cadence should be shorter since your messaging you're sending out is specific to a certain date and event.
2 to 4
An effective social touch could be as simple as _____an article your prospect shared or sending them a brief _______.
liking
inmail
Response rate is the number of people who respond to a call-to-action. In this case, you’ll be looking at how many people replied to an ________, answered your ________, or interacted with you on_______.
email, phone call, social media
A winning cadence is also easily _________.
replicable
Key to success is having the ___________ to stick to it, staying consistent and making adjustments as you test out different strategies.
discipline
True or False:
It's better to have a shorter cadence with high quality messaging than to push out a long cadence that is redundant.
True:
Don’t add more touches just to increase the length of your cadence, especially if you don’t have fresh content to include.
Prospects know you're trying to sell them something, so it's your job to let them know why they should ________.
You can have the most carefully built out sales cadence in the world, but if the content isn’t relevant to the audience you’re targeting then it will rarely be effective. Across all of your touchpoints, your value proposition needs to be pointed, and consistent. Prospects know you’re trying to sell them something, so it’s your job to let them know why they should care.
Creating the perfect sales cadence isn’t easy, but with ongoing practice, you’ll start to pick up on what works best to connect with your target audience. By building out an organized framework of touchpoints, you’ll have more _________in your day-to-day and boost your overall _______.
structure
efficiency