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Call cadence for an inbound demo request

Savages, I'd love to get your thoughts.


We are in the medical technology space, and operate (through outreach) on a 8 call, 6 auto email sequence over 14 business days for inbound leads.


If they engage with us, they are automatically taken out of the sequence and worked at the AE's discretion.

Inbound Demo Request - 8 Calls, 6 Emails in 14 business days
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๐Ÿ‘‘ Sales Strategy
โ˜๏ธ Software Tech
๐Ÿ’‰ Medical
7
paddy
WR Officer
2
Director of Business Development
If it's inbound just call them...the email thing seems excessive
Gaspo
Good Citizen
1
Head of Sales
Agree with the sentiment, we have a target SLA of 10 minutes on an inbound demo request (during business hours), at 15 mins the original AE loses the lead if no call has been logged.ย ย 

The lead capture on the phone number is often the front office number (vs a direct line, we are changing it to "mobile" this week).ย ย 

Interesting stat - that first phone call is only answered 12% of the time (n=1500).ย  Which makes alternate methods of contact necessary.

barney2021
Tycoon
1
Account Executive
Have you tried live chat or chatbots on your website/ demo request form webpage for instant conversation with prospects?ย 
Gaspo
Good Citizen
2
Head of Sales
Yes, great call out - we do have a chatbot that quickly transitions to a live SDR on our site.ย  That being said, much of our inbound comes from external, static publications (like a "request a demo" link on a white paper or a third party partner referral).
barney2021
Tycoon
1
Account Executive
Nice, I know a guy that is awesome at setting them up on various different pages if you need a hookup. I love getting the notification when they are on the pricing page on chat! Forget chat, they get a phone call instantly.ย 
Gaspo
Good Citizen
2
Head of Sales
Iโ€™ll keep the idea in my back pocket and if we decide to go that direction, will hit you up. ย Thank you for the offer!
deathbysales
Politicker
1
Strategic Accounts
Thatโ€™s a touch a day? Are you doing auto sends on the weekends? Or two touches in a day? Seems excessive and if I was in the receiving end of that I would send you to SPAM or unsubscribe.ย 
Gaspo
Good Citizen
1
Head of Sales
Emails are auto sends, not on weekends, with relevant CPT rates and other industry info related to our product/offering (med tech).ย ย 


The biggest hurdle for our team is getting a hold of these practice mangers / DMs, even after they have requested a demo (50% close rate on demos but only a 8% MQL > Close rate). Calls are spaced out:

Day 1 - 2 - (15 mins to first call or the lead is re-routed)
Day 2 - 1
Day 3 - 1
Day 5 - 1
Day 8 - 1
Day 11 - 1
Day 14 - 1
RedLightning
Politicker
1
Mid-Market AE
Speed to lead is crazy important for inbounds. 5 mins is the golden number - call before that and your contact rate is through the roof.

I'd say not enough. Call ASAP day one, email if no answer, Call in afternoon; Day 2 call, 2x, day 3 call & email.ย 

Basically, front load it so that over the course of a business week you hit about 12 total touches.
Gaspo
Good Citizen
2
Head of Sales
Couldn't agree more with "speed-to-lead" - post 7 minutes there is a substantial drop off in reach-rate, post 20 min is basically cold.ย  My take is - they requested a call, so don't feel bad about spamming them.

We call ASAP, FO by email then call again same day.ย  This low reach rate is an interesting dynamic in the med-tech space that was not a factor in fin-tech.

I have been mulling over the idea of reducing the auto route to 10 minutes, but with a team size of only 8 AEs that means a lot of bouncing around / lead reassignment + email notification will occur.

Thanks for your insights.
Kinonez
Celebrated Contributor
1
WR Enthusiast
I think it's way to much for 14 business days, specially if you only need one positive touch to hand them off. I would reduce the amount of emails and place powerfulย  CTA to try to engage with them.
slaydie
Politicker
1
Account Executive
Seems a bit excessive. I keep my inbounds to a 2 call, 3 email sequence and that's worked for me. If they don't get back via phone or email they aren't interested and you are just wasting your timeย 
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Fenderbaum , ย  IYNFYL , ย  TheIncarceration ย  and 95 people voted
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