Hello fellow salespeople. Are you finding that prospects are becoming less engaged in cadences every year? Do you still send emails or rely on other touch points like social and cold calling?
Stephen Abouldahab
Are cadences dead?
22
Cadences are dead in the sense that most reps are just going with the "set it and forget it" approach.
Little or no relevance, little or no personalization.
You'd almost be better off doing nothing.
Little or no relevance, little or no personalization.
You'd almost be better off doing nothing.
I use all possible means of contacts in my cadence. Imo that’s the way it should be. How can somebody not use a cadence?
Until there’s a better way 🤷🏻♂️
Yup. Cadence really just means a regular series of touchpoints...
Curious what you do when they have completed your cadence? Add them to a nurture cadence and stop calling?
My problem is that I would have 5-10 steps and if there was no activity they would get moved out. In my industry, I find that they are more likely to pick up the phone than respond to email, so I move them to a phone-only cadence once they have completed the initial cadence.
My problem is that I would have 5-10 steps and if there was no activity they would get moved out. In my industry, I find that they are more likely to pick up the phone than respond to email, so I move them to a phone-only cadence once they have completed the initial cadence.
The last action is a breakup email. If no reaction there are 2 options. Reach out to the cfo/chairman/biggest shareholder or leave them be for 6-9 months
Market is very big. Reaching one person in a company is never a good idea as it reduces the engagement %
Breakup email is always a good party shot that could engage with nothing to lose.
Timing, timing, timing.
They're not going to engage until they need what you have. But how will they know that they need you or that you have what they need if you're not reaching out?
Cadences aren't dead, and they need to be multithreaded. Offer something of value to a targeted audience, like an event, from time to time as well, not just email blast after email blast. Call. Connect.
That said, you're not ever going to get 100% engagement on cold outbound, but again, if you're not out there hustling, you're not going to make those connections you need.
They're not going to engage until they need what you have. But how will they know that they need you or that you have what they need if you're not reaching out?
Cadences aren't dead, and they need to be multithreaded. Offer something of value to a targeted audience, like an event, from time to time as well, not just email blast after email blast. Call. Connect.
That said, you're not ever going to get 100% engagement on cold outbound, but again, if you're not out there hustling, you're not going to make those connections you need.
In my opinion, they are dead, yes. There's more people working in tech sales, more tech companies getting funding, more people trying to work out a GTM (go to market) strategy that included some type of cadences.
Once cadences became the norm, prospects got better at spotting the cadence and moving it to their trash. Then IT departments got tools to do the same, and those tools got better.
Same concept as an arms race. You get a gun, I'll get a machine gun, and so on.
I've personally noticed that my cadences produce less and less each year, and you can't just write up a creative way of asking the same questions to solve that. Still agree with others that say "gotta try everything" though.
Once cadences became the norm, prospects got better at spotting the cadence and moving it to their trash. Then IT departments got tools to do the same, and those tools got better.
Same concept as an arms race. You get a gun, I'll get a machine gun, and so on.
I've personally noticed that my cadences produce less and less each year, and you can't just write up a creative way of asking the same questions to solve that. Still agree with others that say "gotta try everything" though.
Yeah. I am finding the same. I am primarily focused on calling.
☠️
🦐🦐🦐
Use everything you can. I think that leaving a voicemail + email + linkedin message in rapid succession has help me break into cold prospects.
Every place I've worked cadences were just a multi-touch mix of emails, calls, and any other touchpoint over the course of 30 days or whatever the time period was. The emails were a mix of some canned junk marketing sent over and completely personalized emails. But it was laid out like day 1 phone call, day 2 LinkedIn, etc., etc. until completed. And then they'd be handed off to a nurture cadence or a marketing cadence, whatever.
I don't know why they'd be dead. What's the alternative? Just haphazardly reaching out with whatever you feel like reaching out with that day? I can definitely see cutting down or eliminating the canned emails, and beefing up the calling efforts, but you still need some way of organizing your efforts.
I don't know why they'd be dead. What's the alternative? Just haphazardly reaching out with whatever you feel like reaching out with that day? I can definitely see cutting down or eliminating the canned emails, and beefing up the calling efforts, but you still need some way of organizing your efforts.
Sounds about right
I still see engagement in my cadences but I also mix things up quite a bit with my messaging within those. Use a variety of methods to get in front of my prospects.
What types of results are you getting? Just email wont give you the results that combo of email, call, linkedin or any other methods would.
Anyone who relies o blind cadences is fooling themselves. You need to target the company and person you're calling if you want to be effective. Think about what would motivate you to action if someone called you and do that yourself.
Summer is always brutal - and there are so many people attacking your prospects with the same messaging and timing and generic bullshit they're burnt out.
Get on the phones, lazy reps swear by email waiting for the tide to turn, it won't especially with AI.
Get on the phones, lazy reps swear by email waiting for the tide to turn, it won't especially with AI.
I use cadences often but I personalize them as much as I can.
They never were alive for me. Especially automated cadences were never a thing for me to say the least.
I like to have a structure and make sure that my activities ( emails or calls) are aligning with what I had planned out, but then again - no cadence as such. A structure, only.
I like to have a structure and make sure that my activities ( emails or calls) are aligning with what I had planned out, but then again - no cadence as such. A structure, only.
Like others mention it is timing. It is your job to make sure you have built the relationships and sold you solution over time to deserve a seat at the table when the prospects are ready to make a change or need a solution. I will go visit potential customers in person as well, and I always bring donuts or cookies or some treat for the staff. I’m in medical device so the cadences and the full sales cycle may be different.
Not dead for the true professional.
I still use cadences to ensure constant follow up, but each step is personalized and manually actioned to some degree
personalized, nope
No. What's in your cadence is probably stale. Best way to get a meeting, is still to just pick up the phone and call someone.
Just do better cadences
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