Cadence strategy
- 2. Meet Your Speakers Mónica Cottrell Professional Services Consultant Ginger Tranter Senior Manager, Customer Education
- 3. © 2019. SalesLoft. All Rights Reserved. Housekeeping Items • All lines are muted • Recording will be emailed a few days after the webinar • Use the Q&A box
- 4. © 2019. SalesLoft. All Rights Reserved. Today’s Agenda Dos and Don’ts of Cadence Planning Examples of cadence Differentiators Q&A
- 5. Cadence Strategy Do: Follow your process Execute multitouch, multichannel Include instructions Use A/B testing
- 6. A/B Testing: Email Step
- 7. © 2019. SalesLoft. All Rights Reserved. Don’t Worry about getting it perfect Make a cadence for everything Leave it as one step Cadence Strategy Professional Services
- 9. © 2019. SalesLoft. All Rights Reserved. Prospecting- Inbound Example Cadence Structure Prospecting- Inbound DAY 1 Step 1: Email: Automated Step 2: Other: Data integrity Step 3: Phone: Morning - Leave VM Step 4: Phone: Afternoon DAY 2 Step 5: Phone: Morning Step 6: Social: LinkedIn connection Step 7: Phone: Afternoon - Local Dial DAY 3 Step 8: Phone: Morning Step 9: Email Step 10: Other: Data integrity Step 11: Phone: Afternoon DAY 4 Step 12: Email: Break up DAY 5 Step 13: Other: Nurture? Engage rapidly & personally with inbound leads Leverage Automation Rules
- 10. © 2018. SalesLoft. All Rights Reserved. Engage rapidly & personally with inbound leads Source: TOPO
- 11. © 2019. SalesLoft. All Rights Reserved. Prospecting- Outbound Example Cadence Structure Prospecting-Outbound DAY 1 Step 1: Phone Step 2: Email: Follow up from call DAY 3 Step 3: Email with Vidyard DAY 4 Step 4: Phone: No VM DAY 5 Step 5: Phone Step 6: Other: Social touch of choice DAY 7 Step 7: Email: Interesting article DAY 12 Step 8: Phone: Use drop VM DAY 16 Step 9: Email: Break up Touch channels and Frequency Execute a high number of touches in the first 10 business days...
- 12. © 2018. SalesLoft. All Rights Reserved. Data-science optimized outbound cadence: 15-touches over 16 business days Day 1 Day 2 Day 3 Day 4 Day 5 Day 6 Day 7 Day 8 Data integrity + Social Follow Call 2 (AM) Call 4 (AM) Social connect Email 3 Call 1 (VM) Call 3 (PM) Email 2 Call 5 (VM) Email 1 Day 9 Day 10 Day 11 Day 12 Day 13 Day 14 Day 15 Day 16 Call 6 (AM) Call 7 (PM) Call 8 (VM) Email 4 Email 5 Move to nurture
- 13. Pulse Check
- 14. © 2019. SalesLoft. All Rights Reserved. Open Opportunity Example Cadence Structure Open Opportunity DAY 1 Step 1: Other: LinkedIn Connect Step 2: Email: right after meeting/demo DAY 8 Step 3: Email: Next steps Step 4: Phone: Call & text DAY 12 Step 5: Email: Follow up Step 6: Phone DAY 21 Step 7: Email: Case study DAY 40 Step 8: Email: Break up DAY 50 Step 9: Other: add to close lost cadence
- 15. © 2019. SalesLoft. All Rights Reserved. Closed Lost Opportunity Example Cadence Structure Closed Lost DAY 15 Step 1: Email: recap break up DAY 31 Step 2: Email: include personalized Vidyard video DAY 47 Step 3: Email DAY 63 Step 4: Email DAY 80 Step 5: Phone: No VM DAY 95 Step 6: Email DAY 112 Step 8: Phone: Leave VM DAY 142 Step 9: Email DAY 172 Step 10: Email DAY 198 Step 11: Phone: No VM DAY 232 Step 12: Phone: Leave VM DAY 250 Step 13: Email
- 16. © 2019. SalesLoft. All Rights Reserved. Referral Example Cadence Structure Referral DAY 15 Step 1: Email: checking in DAY 17 Step 2: Phone: Leave VM DAY 20 Step 3: Email: Follow up
- 17. © 2019. SalesLoft. All Rights Reserved. Expansion Example Cadence Structure Expansion DAY 1 Step 1: Social: LinkedIn Connect + follow Step 2: Phone Step 3: Email: Phone follow up DAY 4 Step 5: Email Step 6: Phone: No VM DAY 8 Step 7: Phone Step 8: Email: AB best practices Step 9: Other: Social touch of choice DAY 13 Step 10: Email: Feature Step 11: Phone: VM on feature DAY 15 Step 12: Phone: Afternoon dial, No VM DAY 18 Step 13: Phone: Morning dial DAY 21 Step 14: Phone: No VM Step 15: Social touch of choice DAY 22 Step 16: Email DAY 25 Step 17: Email DAY 26 Step 18: Phone DAY 27 Step 19: Social touch of choice DAY 29 Step 20: Phone: Final Step 22: Email: 5 different template options DAY 40 Step 23: Phone: Afternoon dial, No VM DAY 44 Step 24: Phone: Morning dial, No VM
- 18. © 2019. SalesLoft. All Rights Reserved. Renewal Example Cadence Structure Renewal DAY 1 Step 1: Email DAY 21 Step 2: Email DAY 42 Step 3: Phone: No answer, send text DAY 57 Step 4: Email DAY 81 Step 5: Email DAY 103 Step 6: Phone DAY 121 Step 7: Phone DAY 133 Step 8: Phone DAY 143 Step 9: Email DAY 150 Step 10: Phone: figure out next steps
- 20. © 2018. SalesLoft. All Rights Reserved. Rainmaker 2019: The Sales Engagement Conference Register: rainmaker.salesloft.com 50% off VIP Code: RainmakerVIP
- 21. Thank You!