Sales cadence automation for Research and Development

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do you know why so many sales reps struggle with prospecting well it's not the nerves or the hassle or the fear of rejection typically it is the indecision what do I do next what do I say and when do I say it that's where sales cadences come in a sales Cadence takes all the guess work out of the equation by planning out exactly what you should be doing who you should be reaching out to and how you go about doing all of it because prospecting doesn't have to be hard and to prove it I'm going to share a proven sales CAD template in this video and the most scientific way to implement it hi my name is Will and I make selling simple now as I promised let's start this video off with a a bit of a science lesson and I know I know I know I know I know science isn't everyone's favorite subject but when it comes to developing your perfect sales Cadence the scientific method is absolutely vital plus it's probably a lot easier than you think all you have to do is make a hypothesis which is just a guess about why something is going to occur or not occur then you're going to test that hypothesis in a real world experiment if the experiment works then you keep this within your Cadence if not then you remove it and finally you learn from these results and then you start over and over again see it's pretty easy you make a guess you test it you refine that guess and then you change your Cadence based on the results now with this specific Cadence I'm going to show you in this video I've already done a lot of the hard work for you because we've tested it and thousands and thousands of sellers within salesman Academy I've tested and had success from this as well but to be clear every industry Market business product customer is different so to have massive success with your sales Cadence you need to cater them to your own needs and that's what the scientific method will do for you you need to take what works and then bend and twist it to make it incredibly incredibly effective and as author and Coach taibo Maurice told me on a recent salesman podcast interview so I could see that so it's based on yeah testing a lot of things getting feedback and being you know smart enough I guess to look at what is working and but is not working all right so with that being said let's jump into the sales Cadence itself now this Cadence I'm going to show you is a great framework and a great choice if you've got a buyer who perhaps doesn't quite understand all of the value that you offer just yet maybe you are working for a startup maybe you're working for a large company but this is a new product that you're bringing to the market because how do you solve the problem of having having an uneducated buyer well you simply educate them and just to give you a quick Refresh on sales cadences in case you're unfamiliar sales cadences are made up of two main parts you have first activities these are the individual tasks within the overall Cadence itself this could be a phone call an email a Outreach on social media then you have plays a play is a series of activities that happen in Rapid succession in a single moment on a single day if you have more than one activity in your play then we call this a multi-touch play and often the results of a multi-touch play lead to more than the sum of their parts a multi-touch play is often way way more effective than a single touch play Within A overall sales Cadence so a one step would be like making a phone call call calling Prospect and a multi-step would be like making a call then following up with an email does that make sense okay good well let's now check out the Cadence itself so on day one we might do a multi-step play we're going to email the Prospect and then connect with them on LinkedIn day three we're going to do a one step we're going to em email the buyer and we're going to link the buyer's pain to a case study to build trust within that email itself day six we'll do another multistep we'll call leave a voicemail and then email a link to another case study and reference all of this within the call the voicemail and then the email day 10 we're going to do another multi-step we're going to call leave a voicemail to explain that we're going to send an email and then we're going to send what we call a pattern interrupt email day 14 we're going to do a one step so we're going to send an email we're going to provide some hard data on the problem that the buyer is faced faing and how we can potentially help them day 18 another one step so an email and this is a straightforward ask for a meeting no more beating around the bush be assertive here and then finally day 20 a multistep a call a voicemail and then a breakup email on the back of those two touch points and there you have it tons of opportunities to educate your prospects on the value that you can offer and you will build enough Intrigue within this Cadence to Warrant someone booking a meeting with you and a final Pro tip here generic insights within a Cadence like this that someone could just Google and find for themselves are not going to work if you want to truly stand out from the crowd sending buyers the same untargeted crap that they get day in day out it's never going to do it instead especially especially in that first email you've got to get personalized and then throughout the rest of the sales Cadence you've got to get creative you've got to Target the buyer's exact pains their exact goals their exact desires so do your research because the more spot on your messaging is to your ideal customer Persona or your Isis P the more likely you're going to get your buyer's attention and of course the more likely you are to book a meeting close a deal make some money and that's what I care about that's what I want to see happen for you so there you have it put the Cadence to use test it keep refining the Cadence using the scientific method and keep getting better and better every day and if you enjoyed this video why not click the video that's on the screen right now and continue making selling simple