How to Get Outbound Sales Development Cadences Right - Operatix

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1. Let’s dive into Michael’s outbound sales cadence strategy! “When people think of 30 touches, often they’re thinking of having 30 conversations. That’s not it. It can take 30 touches, essentially, to have one conversation.” Michael Hanson – Founder and Sales Consultant at Growth Genie

   In Outbound waste analysis

2. “Pre-pandemic, the average connect rate for a cold call was about 4%.” That has actually increased by about 1% — which doesn’t sound like much, but has huge implications for your outbound sales cadences and how to get them right.

   In Outbound waste analysis

3. Pre-pandemic, the average connect rate for a cold call was about 4%. “That has actually increased by about 1% — which doesn’t sound like much, but has huge implications for your outbound sales cadences and how to get them right.” Recently on B2B Revenue Acceleration, we spoke with Michael Hanson, Founder and Sales Consultant at Growth Genie, a master of outbound sales cadences.

   In Outbound waste analysis

4. Recently on B2B Revenue Acceleration, we spoke with Michael Hanson, Founder and Sales Consultant at Growth Genie, a master of outbound sales cadences. ““When companies outsource a challenge, they don’t have good playbooks, cadences, and messaging in place,” Michael observed.” Growth Genie can act as a virtual SDR manager, as well as helping companies optimize their cadences and playbooks.

   In Outbound waste analysis

5. “When people think of 30 touches, often they’re thinking of having 30 conversations. That’s not it. It can take 30 touches, essentially, to have one conversation,” Michael said. “Don’t ask for a meeting on the first email or LinkedIn message. Just ask relevant questions or share a bit of relevant content.” Other types of touches to consider are LinkedIn voice notes (a quick way to scale personalization), videos can take a long time – but this is a quick option, and LinkedIn surveys or polls (easy to respond to, great data about pain points) – purely asking for feedback on a questionnaire of pain points, so you can make the message specific.

   In Outbound waste analysis

6. What platform are you using to reach your ideal customer profile? “That’s a waste of a SDR, frankly. SDR’s should be doing outreach.” Give that job to interns or a junior sales person — or outsource it.

   In SDR and BDR roles

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