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How to Create a Multi-Channel Sales Cadence

When you get an influx of leads into your CRM from your company’s latest webinar or virtual event for your B2B sales team to follow up on, what do you do with those leads? Have you trained your sales representatives to go through and start calling the leads, or do they wind up as a lesser priority, potentially never being contacted? When you have sales cadence software, you’ll know that they’re being contacted almost automatically. Read on to learn what a sales cadence is; why you need a multi-channel sales cadence, and the steps to a smart cadence.

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Why You Need a Multi-Touch Cadence to Reach your Prospects

The concept of multi-touch sales development has been around for a long time. It primarily refers to the idea that multiple “touches” (contacts via email, phone, video, text, and social) will ultimately result in more sales opportunities.

“Cadence” refers to the number, sequence, and timing of various touches. Maintaining this cadence manually is virtually impossible and would require far too much of a sales person’s time.

 

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About the ConnectLeader B2B Sales Blog

The ConnectLeader B2B Sales blog is written to share productivity tips, tools, news, and other information relevant to managers and senior executives interested in B2B sales productivity, demand gen, inside sales, sales operations, and business development issues.

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