Streamline your IT sales process with sales cadence automation

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first thing is it's not all emails i think a lot of people just think cadences are just emails right so it's a combination of emails linkedin touches phone calls and then even things like sms or whatsapp if it's like a warm lead where they've given you permission with their with their number and then also within that we're kind of doing things that not a lot of other people do so we do like a video and we send videos um as some of the email steps we send a linkedin voice note so you're looking around seven to eight linkedin touches seven to eight emails and then 10 to 15 calls that's kind of what takes up the cadence and then why it's so many touches is that generally what we find there's two brackets people either convert at the start or the end of the cadence right so at the start of the cadence i know this is a problem and i want someone i need some help so i have a meeting with you or at the end of the cadence they need a bit more time so they don't convert in the middle because they need to be educated and then by the end of the cadence they're like do you know what i didn't know about this but this is actually a problem for me because you've sent them various bits of information and then the most important bit i think is when we say 30 touches people just think we're like spamming people right but all their touches are very thoughtful right so we admit we use a mixture of personalization going on their linkedin going on their company profiles seeing if there's what we call a trigger event recent job change opening a new office something like that um and then we combine that with like automation so like using something like apollo there's automated steps and personalized steps within that cadence one of our top paying customers last year um he actually responded to the seventh email it was actually the last email on the cadence most people is the last email on the cadence do what they we call a breakup email or what they call a breakup and we don't like that because we think it's disingenuous so what we do instead we do like a feedback email so this was actually a feedback email the guy was called mike so we put feedback from mike in the subject line we just thought um hey we'd love to get some feedback on the messaging you're a sales leader as we speak to other sales leaders did you have any feedback about how we can improve generally the aim of this is actually not to book a meeting the aim is actually just to get feedback so you can improve your messaging but what we found is people like the humble approach it's just different to most salespeople so the guy ended up contacting i remember he said um i guess this proves that please help approach can work i'm willing to have a meeting and discuss cadences and then they actually became a customer of ours so yeah it was a nice little success story