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How to Build the Ultimate Outbound Sales Cadence
insidesales.com
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We currently have the largest sales data base in the world with 6.7 trillion data points. That’s trillion with a T. I can’t believe this experiment had never been done before. I was excited as I’ve ever been about sales data with this idea. To make sure make sure we did it right, we studied the data across the pillars of a sales cadence. This is really important so listen to this. The pillars of a cadence are: “1) Attempts – the number of total touches on a lead or contact.” 2) Media – The different communication methods used
Outbound Sales Cadences – Going Beyond the Surveys “If you’ve been in the sales industry for a while, you’ve probably heard of studies that mandate we should contact people 15 or 30 times when prospecting.” I wanted to go beyond surveys.
Outbound Sales Cadences – Going Beyond the Surveys “The thing is, those studies are surveys and like most data, they need to be interpreted in the right context.” I wanted to go beyond surveys.
Here is what we found. With email, there are two big trends happening: “1) The short form email that is extremely personalized — that is just 25-50 words, but carefully planned and contain messaging which speaks to the prospect’s pain point. A lot of sales reps are successful with these short, to-the-point emails.” 2) The other trend is long form emails — they are killing it. A long form email might be 500-700 words, but can go as high as 1800 to 2000.
1) The short form email that is extremely personalized — that is just 25-50 words, but carefully planned and contain messaging which speaks to the prospect’s pain point. A lot of sales reps are successful with these short, to-the-point emails. “2) The other trend is long form emails — they are killing it. A long form email might be 500-700 words, but can go as high as 1800 to 2000.” Given these extremes that work very well for email outreach, it makes sense that the optimal number that we found for email length was an average of 300 words.
2) The other trend is long form emails — they are killing it. A long form email might be 500-700 words, but can go as high as 1800 to 2000. “Given these extremes that work very well for email outreach, it makes sense that the optimal number that we found for email length was an average of 300 words.” Voicemail is not dead, and it may get a boost with some of the automatic transcribing services services coming out lately from major phone operating systems providers. Shorter is better here, with under 30 seconds as a hard and fast rule.
Voicemail is not dead, and it may get a boost with some of the automatic transcribing services services coming out lately from major phone operating systems providers. Shorter is better here, with under 30 seconds as a hard and fast rule. “Research is showing InMails need to be under 150 words and text messages under 160 characters.” Direct mail is also one effective media for sales messages, as 64% of executives report they would read a direct mail piece. The most effective reported type of direct mailer is hand-written note cards, an oldie but goldie.
Video in email is another big trend, but only 10.4% of emails contain a video according to our data. The best videos are short or under 60 seconds. Research is showing InMails need to be under 150 words and text messages under 160 characters. “Direct mail is also one effective media for sales messages, as 64% of executives report they would read a direct mail piece.” Sales cadence is so foundational to prospecting if you are not doing it, you’re crazy. The data shows us that sales reps have a tendency to over-estimate what they do and when they do it, and the reality is painful to see. Previous studies we did showed that most sales reps stop after one phone call or one email, and that just needs to stop.
In Direct mail
Video in email is another big trend, but only 10.4% of emails contain a video according to our data. The best videos are short or under 60 seconds. Research is showing InMails need to be under 150 words and text messages under 160 characters. “The most effective reported type of direct mailer is hand-written note cards, an oldie but goldie.” Sales cadence is so foundational to prospecting if you are not doing it, you’re crazy. The data shows us that sales reps have a tendency to over-estimate what they do and when they do it, and the reality is painful to see. Previous studies we did showed that most sales reps stop after one phone call or one email, and that just needs to stop.
In Direct mail
Video in email is another big trend, but only 10.4% of emails contain a video according to our data. The best videos are short or under 60 seconds. Research is showing InMails need to be under 150 words and text messages under 160 characters. “The most effective reported type of direct mailer is hand-written note cards, an oldie but goldie.” Sales cadence is so foundational to prospecting if you are not doing it, you’re crazy. The data shows us that sales reps have a tendency to over-estimate what they do and when they do it, and the reality is painful to see. Previous studies we did showed that most sales reps stop after one phone call or one email, and that just needs to stop.
We currently have the largest sales data base in the world with 6.7 trillion data points. That’s trillion with a T. I can’t believe this experiment had never been done before. I was excited as I’ve ever been about sales data with this idea. To make sure make sure we did it right, we studied the data across the pillars of a sales cadence. This is really important so listen to this. The pillars of a cadence are: “1) Attempts – the number of total touches on a lead or contact.” 2) Media – The different communication methods used
Outbound Sales Cadences – Going Beyond the Surveys “If you’ve been in the sales industry for a while, you’ve probably heard of studies that mandate we should contact people 15 or 30 times when prospecting.” I wanted to go beyond surveys.
2) Media – The different communication methods used “3) Duration – The time between the first activity in your cadence and the last activity in your cadence.” 4) Spacing – The time between each activity.
Given these extremes that work very well for email outreach, it makes sense that the optimal number that we found for email length was an average of 300 words. “Shorter is better here, with under 30 seconds as a hard and fast rule.” Video in email is another big trend, but only 10.4% of emails contain a video according to our data. The best videos are short or under 60 seconds. Research is showing InMails need to be under 150 words and text messages under 160 characters.
In Voicemail
Given these extremes that work very well for email outreach, it makes sense that the optimal number that we found for email length was an average of 300 words. “Shorter is better here, with under 30 seconds as a hard and fast rule.” Video in email is another big trend, but only 10.4% of emails contain a video according to our data. The best videos are short or under 60 seconds. Research is showing InMails need to be under 150 words and text messages under 160 characters.