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What is cadence in sales? How can it affect the growth of your business? To find out more, read on and learn about cadence definition, elements, and most importantly, how a sales cadence can benefit your business.

RELATED: Four Laws To Build A Sales Cadence

In this article:

  1. The Art of Creating a Sales Cadence
  2. The Definitive Guide to Sales Cadence
  3. How to Start Your Sales Cadence Strategy
  4. What Winning Sales Reps Do to Double Their Contact Rates
  5. How to Build Sales Cadence That Actually Works
  6. What’s a Sales Cadence?

Cadence Definition | What Is Sales Cadence and What You Need to Know About It

Cadence Definition: Although cadence may seem music-related, in sales, it refers to a workflow reps follow during prospecting.

1. The Art of Creating a Sales Cadence

sales cadence assessment | Cadence Definition: What A Salesperson Should Know | cadence definition | click to read

How do you start when you are trying to reach a prospect?

Should you call, should you email, or leave a voicemail? How many times and what time of the day?

Every sales representative executes a ‘cadence’ when they reach out via email, phone, or using social media. The cadence helps to initiate a conversation with a potential prospect.

On that note, without knowing what the best practices are, sales reps are at risk of failing the sales cadence test.

If you want to find out how you can improve your sales cadence, you need to find a way to measure it first. InsideSales provides a nifty test in the article linked below that will help you find out how your sales cadence measures up against others.

Before you can start testing out a new sales cadence, you need to find out what works and what doesn’t first. You can also take the assessment found in the article linked above to find out how you’re doing.

Click to read How Good Is Your Sales Cadence? Take the Test!

2. The Definitive Guide to Sales Cadence

two people discussing on a table | Cadence Definition: What A Salesperson Should Know | cadence definition | winning sales

When sales reps reach out to prospects via email, phone, or using social media, they execute what is called a sales cadence. That is if they simply don’t give up after one phone call or email.

Research shows you have a higher chance of contacting leads when you are persistent in your outreach. However, the data also shows that increasingly, sales reps give up too soon on leads.

A sales cadence helps you get into the cycle of constant contact with your prospect. By having a set of next movements set up, you prepare yourself to get into the groove of not giving up after one contact with a lead.

Click to read A Guide to Build a Winning Sales Cadence.

3. How to Start Your Sales Cadence Strategy

Woman on the phone smiling | Cadence Definition: What A Salesperson Should Know | cadence definition | email phone or using social

There are an art and a science to building a sales cadence, and only a blending of both will allow you to get through to the best prospects.

When executed correctly, a sales cadence can nearly double your contact rates. It is the path that sales professionals follow to success.

Of course, you should always optimize this winning sales cadence piece-by-piece. Base your information off of data so you aren’t just changing it without rhyme or reason.

InsideSales.com has created the ultimate guide to building a winning sales cadence – and we’re giving it away for free. Use this guide as a starting point.

Click to read How to Build a Sales Cadence to Rule Them All.

RELATED: The Sales Cadence Tool You Need To Generate More Leads

4. What Winning Sales Reps Do to Double Their Contact Rates

Sales Prospecting For the Pros | Cadence Definition: What A Salesperson Should Know | cadence definition | phone or using social media

Prospecting is grueling work, and most sales reps fail due to lack of trying. Data from InsideSales Labs shows that the most utilized sales cadence is one single email when trying to contact leads.

It’s an appalling number, given that most prospects need around six touches to respond.

We’ve teamed up with Michael Pedone, CEO of SalesBuzz, to see what makes a winning sales cadence and a great sales conversation.

A winning sales cadence involves more than the number of times a sales rep contacts a prospect. It also includes how long intervals between contacts are, the length of these contacts, and more.

Once you know more about what makes a triumphant sales cadence, try and incorporate these elements in yours. See for yourself if it works for you or not.

Click to read Sales Prospecting For the Pros: 5 Secrets to Build a Winning Cadence.

5. How to Build Sales Cadence That Actually Works

Process to Building a Sales Cadence | Cadence Definition: What A Salesperson Should Know | cadence definition | phone or using social media

Building sales cadence is crucial because it helps you get your prospects to move faster down the sales funnel. At the same time, you’re bettering and optimizing your sales activities to get the most results with the least effort.

Sales cadence shouldn’t be rocket science — it should be in the arsenal of every decent, hard-working sales rep. This should be the case even if it’s to spite Marketing that you upheld your part.

In this post, I’ll give you all the elements you need to design your own triumphant sales cadence.

In this article, you can find out more about what each element of this sales cadence structure means. When building your sales cadence from the ground up, make sure that you consider these core elements.

Click to read The 5 Step Process to Building a Sales Cadence That Works.

6. What’s a Sales Cadence?

flatlay shot of tools on a table | Cadence Definition: What A Salesperson Should Know | cadence definition | email phone or using social

If you’re working in sales as a representative, manager, or even a sales leadership position, you’ve probably heard sales cadence before. If you haven’t – don’t worry about it.

Besides, you’re probably doing it every day without giving it a second thought.

At InsideSales.com, we’ve perfected the art of building and executing sales cadences and established best practices in the field. We know precisely when you should contact your prospects, how long to persist in your attempts, and which communication media you should use.

Having the right sales cadence ensures things will run smoothly and efficiently. Actually, a cadence is a key concept anyone in a sales leadership position should utilize.

Click to read 26 Things a Sales Cadence Tool Should Do For You.

We hope this article has helped you get a basic understanding of what sales cadence is. Aside from that, we wish you’ve learned more about how it can benefit your organization.

Remember to check out the cadence resources we’ve provided to help you get to know and define cadence better, and ultimately improve your prospecting and overall results.

Want to know more about sales cadence? Ask your questions in the comments section below!

Up Next:

Cadence Definition: What A Salesperson Should Know https://blog.insidesales.com/cadence/what-is-cadence/

Editor’s Note: This post was originally published on December 7, 2018, and has been updated for quality and relevancy.

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