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[Music] as a sales manager you probably have a set of sales playbook so you want your reps to follow for certain types of products and prospects with high-velocity sales Cadence's you can program your preferred sales outreach patterns right into Salesforce this lets your sales team efficiently help prospects along the journey from prospective buyer to actual customer when you build sales Cadence's reps can easily see which prospects are due for which outreach whether it's an email phone call text message or some other method when your reps start using your sales Cadence's their work becomes faster and easier you can report on which sales Cadence's are most effective make changes to your outreach and the report on whether your new sales Cadence's result in better outcomes before you build your first sales cadence think about what the journey from potential customer to buyer should look like for your customers how would you like sales reps to communicate to your potential buyers and what would you like them to say what series of customer interactions will result in the most lead conversions you build sales Cadence's from the high velocity sales app in salesforce the HVS app appears as a console view making it easy to see everything you need to create and manage your sales Cadence's when you open the HVS app you see the work queue where sales reps will look to see the sales Cadence's they're working on and which of their prospects are due for each sales outreach in each sales cadence creating a sales cadence is simple you just create the sales cadence record and then add your outreach steps the only challenging part is deciding what outreach you want your sales reps to do to add a sales cadence we'll choose sales Cadence's from the navigation menu now we're ready to build a sales cadence that your reps can follow when their work queue first you'll give it a name and a description next you can start adding outreach steps in the sales cadence builder just click the plus icon to add an outreach step for the first step in this sales cadence we'll add a call step a call as a sales action so we'll click action for the call step we'll add a name and description you can also choose a call script for your sales reps to follow when reps make the call from their work queue the script appears automatically when you're finished with the details for each outreach step save it when you use a call script or email template for a step its name appears below the step to see a preview of the call script click the I icon after a call step you can add a branch step that puts the prospect on one of two outreach sequences depending on the results of the sales call rule branch steps use the call result field which represents the results of the call next choose the call result you want to branch on meaningful connect means the sales rep spoke with the prospect successfully when you click Save the sales cadence builder creates two branches in your outreach sequence if the call results in a meaningful connect the sales cadence uses the steps you add to the yes branch otherwise the sales cadence uses the steps you add to the no branch let's add an automatic email to the no branch if the call does not result in a meaningful connection the sales cadence will send the target a simple follow-up email let's call this email Auto follow-up and use the automatic follow-up template for soft leads on the yes branch we can add a weight step to let some time pass before the next sales outreach we'll add a two-hour wait now let's add a sail step to the yes branch for leads who responded positively to the introductory call we'll have the sales rep send them a manual email with more information about the newest product line now we can create another branch in the sales cadence to customize the sales outreach depending on whether the lead opens that email for this branch will use a listener which listens for whether or not the lead opens the previous email tell the listener how long to listen for and whether to advance the sales cadence as soon as the target opens the email or only after the listening period expires we'll advance this sales cadence when the target engages on the no branch after the email we can add another automated email step using the same cold leads template as before let's call this email auto follow up to four leads that do open the previous email we can add another sales step to the S branch let's add a custom step that instructs the sales rep to send the lead a LinkedIn in mail for the in mail step we'll add a custom step and include instructions to our sales reps to send the Linkedin in mail after the LinkedIn custom step we'll add a final phone call to try and convert the lead at the end of each branch in your sales cadence you can link to another sales cadence any leads that reach the end of that branch will be automatically added to the linked sales cadence if you want to remove prospects from the sales cadence when a specific event occurs you can automate that with sales cadence rules you can easily remove prospects from their email as invalid with the exit on hard bounce rule for example after adding and saving the last step and setting any sales cadence rules you're ready to activate your sales cadence you can only add prospects to your active sales Cadence's with your sales cadence active you can start adding prospects to it such as leads contacts and person accounts just go to a lead record and click Add to sales cadence now that you have a sales cadence with some prospects your sales reps can see the sales cadence along with which prospects are due for each step in their work queue you can also see your sales Cadence's and AD prospects in the sales app in the sales Cadence's tab you can see all your sales Cadence's and the prospects added to each of them the sales cadence targets related lists shows you all the prospects added to the sales cadence the sales cadence steps related lists shows the number of calls made emails sent and emails opened for each step in the sales cadence you can also add prospects to your sales Cadence's from the sales app when you use sales Cadence's you can report on how each of them is doing the sales cadance engagement report tells you which of your sales Cadence's are getting the most attention from your prospects for each sales cadence you can see how many emails were opened how many calls have been made and more other reports let you see details of how many leads your sales Cadence's are converting which sales reps are making the most calls and what the results are there are reports about prospect engagement with your emails and call scripts - and there are einstein analytics dashboard showing sales reps performance email and call engagement statistics sales cadence performance and more to learn more check out these resources or join us on the trail at trailblazer salesforce.com