Is your sales department missing out on a lot of business opportunities? Have you considered that this could be related to the cadence flow?
In this article, we explain what an effective prospecting cadence is and how to define the best strategy for your team. Check out the details below!
4. Understand the role of Sell More in building the cadence flow
How does cadence flow drive commercial results?
A well-structured cadence flow is essential to achieve positive results in commercial prospecting . Its main function is to increase conversion rates through planned steps, which include defining:
Number of interactions required with prospects;
Intervals between each action;
Ideal communication channels such as emails , phone calls, messages or meetings.
The choice of channels and the frequency of interactions must be strategic, based on the behavior and preferences of the target audience.
But keep in mind that it is important to avoid india whatsapp data excesses . More contact attempts do not mean more success. The cadence should be adjusted to the customer profile and the stage of the sales funnel.
Therefore, a good cadence flow offers:
Greater organization of commercial actions;
Increased team productivity;
Improved conversion rates;
Reducing wasted opportunities.
This strategy strengthens engagement between leads and sellers, making approaches more assertive and helping to achieve goals.
In a challenging scenario, in which 73% of B2B companies fell short of their sales targets in 2023 - according to the Marketing and Sales Panorama -, not adopting an efficient flow means missing out on business and growth opportunities.
Read also: Sales diagnosis: what is it, how to analyze and do it?
Response time: important indicator for this process
To build an efficient cadence flow and improve the sales team's results, it is essential to monitor response time .
This indicator measures the interval between the customer's request and the first contact from the sales team , directly reflecting the agility and efficiency of conversions.
A high response time reduces prospect engagement, increasing resistance and the chance of abandonment. On the other hand, quick contacts reinforce the sense of urgency and increase the chances of conversion.
Adopting an SDR ( Sales Development Representative ) is an effective solution to reduce this approach period.
In fact, 67% of companies that use this professional achieve average response times of up to 5 minutes, optimizing initial service and lead qualification.
According to data from Meetime , making the first contact within 10 minutes can increase connection and call rates by 20% and 40%, respectively.
Therefore, measuring and prioritizing response time is essential to increase progress in negotiations and ensure more expressive results.