By The PhantomBuster TeamCreating a solid sales cadence can be challenging. No matter your experience level in lead generation, a clear plan makes all the difference.
In this post, we'll discuss five examples of effective sales cadence. You'll learn practical steps and how to use different touchpoints to better connect with your prospects.
AI highlights
A sales cadence is a planned series of steps for sales reps to connect with potential customers.
To build a successful sales cadence, you can use LinkedIn messages, emails, calls, and voice messages.
Make sure to personalize each step, build cadences for your target audience, keep tweaking and improving, and automate your outbound strategy.
There are many ways to set up cadences, from short or long sequences to digital or traditional methods.
Track key metrics, such as open rate and acceptance rate, so you can adjust your cadence if necessary.
Best sales cadence automation tools:
PhantomBuster is perfect for automating your sales cadence with features like data scraping, LinkedIn engagement, and CRM updates. Pricing starts at $56/month with a 14-day free trial.
HubSpot Sales Hub is an all-in-one sales tool that helps you manage leads, automate sales tasks, and track performance. Prices start at $20/month for the Starter Plan, which includes essential CRM features.
Gong is a sales intelligence tool that analyzes customer and team data to provide actionable insights. Depending on the license, pricing varies from $1,050 to $1,600.
What is a sales cadence?
A sales cadence is like having a game plan for reaching potential customers.
It’s a schedule that tells your sales team when to send emails, make phone calls, or send LinkedIn messages. This helps guide prospects from the first contact to buying your product or service.
Think of it as a roadmap. It shows your sales rep exactly what to do and when so you can connect with quality leads at the right times and in the right ways.
This keeps your team on track and ensures no potential customer gets forgotten.
What are the best channels to use in a sales cadence?
When it comes to sales cadences, choosing the proper channels is key. You want to reach your prospects where they are most active and responsive.
Let’s break down the best channels for your sales cadences and how they can fit into your sales strategy.
LinkedIn message
LinkedIn messages are perfect for reaching out and warming up prospects.
Start by liking and commenting on their posts. This shows you’re genuinely interested in what they’re sharing. After interacting a bit, send a friendly message to introduce yourself.
It’s a great way to start building a relationship from the beginning.
LinkedIn is an excellent platform for staying connected throughout the entire sales funnel.
You can use it to keep in touch, share helpful information, and continue engaging with their content.
Emails
Emails are really useful at every stage. They’re a good way to stay in touch without being too pushy.
Emails can be personalized to address specific needs or concerns, making them an effective tool for nurturing leads. Whether it's a quick check-in, a thank-you note, or sharing a case study, email offers more flexibility and convenience
For example, after an initial meeting, you can send an email summarizing what you discussed and outlining the next steps.
You can also use emails to share case studies, whitepapers, or any other content that might be valuable to the prospect.
This keeps the communication line open and provides useful information that can help them decide.
Phone calls
Even though phone calls are a traditional B2B prospecting method, they're great for getting personal.
After sending an email or LinkedIn message, pick up your phone to build a stronger connection.
You can answer prospects' questions and help them make informed decisions over the phone. It's perfect for clarifying any points that might be unclear in writing.
Plus, phone calls add a human touch that emails and messages can't. It shows you're willing to talk directly, which is reassuring to prospects.
Voice messages
Voice messages add a nice personal touch. They’re perfect for quick follow-ups and showing enthusiasm that text can’t convey.
Voice messages make prospects feel connected and valued, making them more likely to respond. Also, it's a nice break from emails and texts.
You can also get quick, clear answers to questions with voice messages. Adding them to your sales cadence can build stronger relationships with prospects.
But be very careful with this one! A voice message can be a nice personal touch if the prospect already knows you. But for a first interaction, it might come off as too intense.
Sales cadence best practices
A good sales cadence should follow specific guidelines. They’ll help you connect more effectively and get better results with your own sales cadence.
Use personalization at each step
Make your messages personal at every step.
Whether it's a connection request, LinkedIn message, email, or phone call, use the prospect’s name, mention their company, and reference something specific to them. This shows you’ve done your homework and aren’t just sending out generic stuff.
For example, when sending a LinkedIn connection request, reference a recent post they made or a shared interest. In your emails, mention a specific challenge their company faces and how your product can help.
Also, do not forget to identify the proper “tone of voice” to use, when contacting someone.
Build sales cadences based on the target audience
For a well-defined sales cadence, start by getting to know your audience. Who are they and what do they prefer?
Do they like emails, LinkedIn messages, or direct calls?
Luckily, you can use AI to understand your prospects better. For example, are they more active on LinkedIn or Facebook?
Check out this AI Prompting guide to learn how to use AI effectively.
So, once you know your audience's key information, tailor your sales cadence to fit their preferred communication channels. This way, you’re reaching out in a way that feels natural to them, making your outreach more effective.
For instance, tech-savvy professionals might prefer LinkedIn messages over cold calls, while executives might appreciate a well-crafted email.
By understanding these nuances and your target audience's pain points, you can design a personalized and relevant cadence.
Also, consider the timing of your touchpoints. Some audiences may prefer early morning messages, while others might be more responsive in the afternoon.
Analyze and improve
Always look for ways to tweak and improve your sales cadence.
Pay attention to what works and what doesn’t. Adjust the length of your cadence, try out different combinations of channels, and experiment with the number of touchpoints.
Keep testing different approaches to find the most effective strategy.
By continuously refining your process, you’ll improve your ability to connect with your audience and boost your sales results.
Use tools to track key metrics across your sales pipeline like open rates, response rates, and conversion rates. These metrics will give you a clear picture of what's working and what needs adjustment.
For example, if you notice a drop-off after the third email, it might be a sign that the content or timing of that email needs to be changed.
Automate your outreach strategy
Once you’ve set up your sales cadence, consider automating some parts of it. Automation makes it easier to handle more leads and keeps things running smoothly.
With a good automation tool, you can set up call reminders, automate your LinkedIn mass message campaign, and keep your contact list updated. This way, you won’t miss any follow-ups, and your outreach stays consistent.
For instance, tools like PhantomBuster LinkedIn Outreach allow you to create automated workflows that send follow-up emails after several days if there’s no response.
You can also automate reminders for sales reps to call or send a LinkedIn message. You'll make sure no leads fall through the cracks and your sales cadences run smoothly.
Plus, outbound automation lets you reach out to more prospects without sacrificing quality.
These automation tools save you time and make sure every part of your sales cadence works like clockwork.
Sales cadence examples
Creating the right sales cadence for your sales team can be tricky. Sometimes, it’s easier to start with a few templates.
As you go through these examples, think about which ones fit your audience best.
Tweak your chosen sales cadence example based on what you know about your product and your buyer personas.
1. LinkedIn engagement and pitch
The idea is to build relationships on LinkedIn with highly relevant leads before you pitch them.
Day 1: Follow them on LinkedIn
Day 2: Like posts
Day 3: Comment on post
Day 4: Send a connection request and a follow-up thank you InMail
Day 5: Send resource (ebook, report, whitepaper)
Day 8: Pitch personalized demo
2. Traditional B2B sales cadence
This one's good for industries where people prefer direct calls or face-to-face chats.
Day 1: Make the first phone call
Day 2: Send a follow-up email asking to book a meeting
Day 4: Try another phone call
Day 7: Send a personalized video message via email
Day 10: Try the third phone call
Day 14: Send a final follow-up email
3. The hybrid cadence
This sales cadence example combines traditional and digital touchpoints, so it works for any industry.
Day 1: Send a cold email introducing your company
Day 2: Make a follow-up phone call
Day 4: Send a LinkedIn connection request
Day 6: Send a second email with more product info
Day 8: Make a second phone call attempt
Day 11: Engage with their content on social media
Day 14: Send a final email offering a demo or consultation
4. The high-intensity cadence
You can use this for short sales cycles or high-urgency products to keep your brand top-of-mind.
Day 1: Send an introductory email and follow-up phone call
Day 2: Send a LinkedIn connection request
Day 3: Make a second phone call attempt
Day 4: Send a follow-up value-add email
Day 5: Send a direct LinkedIn message
Day 7: Make a third phone call attempt
Day 8: Send a final follow-up email
5. The long sales cycle cadence
This sales cadence is great for products or services that need nurturing and multiple touchpoints.
Day 1: Send an intro email outlining your value proposition
Day 3: Make a follow-up phone call with further explanation or a free consultation offer
Day 7: Send an email sharing a relevant piece of content (like a case study or guide)
Day 14: Make a second phone call to discuss previously sent content
Day 21: Send a LinkedIn connection request with a personalized message
Day 28: Send a final email offering a personalized demo or consultation meeting
Sales cadence KPIs to look at
When running an outbound sales cadence, you need to track specific metrics to see how well things are going.
Here are some key KPIs to keep an eye on:
Email open rate: Check how many people are opening your emails to see if your subject lines are working.
LinkedIn message response rate: See how many folks reply to your LinkedIn messages to gauge engagement.
Connection request acceptance: Measure how many of your LinkedIn connection requests get accepted.
Call-to-appointment ratio: Track how many calls turn into scheduled appointments.
Click-through rate (CTR): Look at the percentage of people clicking links in your emails to see if your content is hitting the mark.
Meeting rate: Find out how often prospects agree to book meetings or appointments.
Pipeline velocity: Check how quickly leads move through your sales process.
Churn or drop-off rate: See how many prospects lose interest or drop out from your cadence.
Feedback and responses: Gather feedback from prospects to understand their preferences and objections.
Best sales cadence tools for sales reps
It's hard to navigate sales when you've got so many prospects and touchpoints.
The good news is there are great tools to make your job easier. These tools help you manage leads, automate follow-ups, analyze data, and boost sales.
Let's look at some top options to speed up your workflow.
PhantomBuster
PhantomBuster is a lead-generation tool that works across different platforms. It’s great for sales teams looking to streamline their workflow.
With PhantomBuster, you can:
Find and scrape leads: Use data scraping to populate your sales pipeline.
Enrich your data: Get more insights using LinkedIn data and Sales Navigator.
Automate follow-ups: Set up single-action Phantoms to handle your social selling and follow-ups, so you stay on top of your outreach.
Run sales cadence tasks: Launch multi-action Flows to automate your tasks.
Keep your CRM updated: Sync everything automatically with your CRM.
Stay safe: Adjust settings to make sure you don't exceed LinkedIn's limits.
Pricing: After a 14-day free trial, PhantomBuster's pricing starts at $56 per month for an annual plan.
HubSpot Sales Hub
HubSpot Sales Hub is an all-in-one sales software that helps manage your sales process more effectively.
It's great to:
Manage leads: Provides a personalized workspace for managing leads and upcoming sales activities to convert more leads into deals.
Automate sales tasks: Create automated, personalized email sequences and follow-up tasks to maintain consistent communication throughout the sales process.
Track performance: Predict sales, track commercial activity in real-time, and support contact initiatives for sales teams.
Pricing: Starts at $20 per month for the Starter Plan and includes access to core CRM features, email scheduling, templates, sequences, and basic calling features.
Gong
Gong is a sales intelligence tool that analyzes customer and team data to give you actionable insights.
You can do things like:
Track sales pipeline: Spot risks and maximize opportunities.
Coach your team: Use data to guide your team.
Forecast revenue: Predict changes in your sales forecast.
Pricing: Gong has a custom pricing model, so you have to fill out a survey and get in touch. Some sources say it ranges from $1,050 to $1,600.
Conclusion
That’s it for this blog! Creating a solid sales cadence can up your game and help you connect with more prospects. These examples should make your sales process smoother and more effective.
If you’re ready to step it up even more, try PhantomBuster. It has great features to help automate your outreach.
