How to Build the Ultimate Sales Cadence

The Brandon Bornancin Show

English - January 24, 2019 13:45 - 10 minutes - 8.31 MB - ★★★★★ - 73 ratings
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This is the coolest thing we've done at InsideSales.com. We did a study to figure out what sales reps BELIEVE they do in an outbound sales cadences, versus what reps ACTUALLY do and the results were fascinating!

You can see the results here: https://blog.insidesales.com/sales-development/outbound-sales-cadence/

We examined the pillars of a cadence, attempts, media, duration, spacing, and content. Here is what we found:

ATTEMPTS:

-Believed: 15.1

-Actual: 3.5

-Optimal: 7

MEDIA:

-Believed: 4 types

-Actual: 2 types

-Optimal: 3+ types

DURATION:

-Believed: 28 days

-Actual: 24.6 days

-Optimal: 6-8 days

SPACING:

-Believed:1.9 days

-Actual: 10.4 days

-Optimal: 1-2 days

CONTENT:

-See the data