By using a cadence flow in your outbound, you will organize your company and increase your chances of closing a deal. Cadence flow: meaning Day after day we look for ways to improve B2B sales processes . Among the forms most used by companies that practice active prospecting is the outbound cadence flow . But before we go any further, we need to understand what a cadence flow is. Do you know when you need to follow a step-by-step guide to resolve certain situations? With cadence flow it's the same thing. You will strategically organize how prospecting will be carried out, using different communication channels. It is very unlikely to be able to catch the lead's attention or close a deal on the first contact, especially when we talk about the B2B market. It takes that insistence when we want to talk to another company. Only through a cadence flow will your company be able to structure itself efficiently to achieve its objectives. A survey carried out by Meetime showed that 32% of respondents make up to 4 contact attempts before giving up on a lead . In a study carried out within its own customer base, Meetime revealed that 85% of its leads are gained only after the sixth contact attempt.
This shows that by having a well-structured cadence flow, you won't waste leads. But now, before we go any further into the subject, we need to talk a little about our dear old outbound. Do you already know each other? How outbound works In a simplified way, outbound is the way to actively prospect for B2B customers, that is, you don't wait for leads to contact you, as is done in inbound . In fact, the sales funnel itself ends up working in a different way. Many companies prefer outbound prospecting, but why? The answer is quite simple: great results in a short time. Yes, by carrying out active prospecting, you are saving Job Seekers Phone Numbers List an increasingly scarce resource, time. It is much more productive to talk to people who are part of your ICP and demonstrate a legitimate interest in your product or service than waiting for leads that in many cases only waste your sales team's time. Later we will talk about how to get leads that are part of your ICP, for now we will focus on the outbound cadence flow. Cadence Flow Setting up an outbound cadence flow Step 1: meet the lead To set up an effective outbound cadence flow, it is essential to know the lead that will be approached.
This involves carrying out research on the lead's company, to understand its industry, its customers and any other relevant information that may be useful for a more organized approach. Going desperate not only wastes business chances, but also consumes the seller's time. By getting to know the lead, the salesperson can establish a greater connection during the first stages of the process, which can be valuable for future sales negotiations. For example, if the salesperson knows that the lead's company is launching a new product, he can mention this in the approach, demonstrating that he is aware of and interested in the company's activities. Therefore, knowing the lead is fundamental to the success of an outbound cadence strategy. With this information, the salesperson can communicate more effectively, establish a connection with the prospect and increase the chances of success in sales negotiations. Step 2: approach the lead It is essential to define how the structure of the lead approach process will be. To define the ideal outbound cadence flow, you need to take into account your company's average ticket, which can greatly influence salespeople's efforts.