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Cadence Ideas for selling through a Broker (Third Party Gatekeeper)
I’d love to hear some best practices on handling a sales cadence that may not involve the end customer until later in the sales funnel
SheenaJohnsonAnswer
Salesloft Employee
October 11, 2024
Hey there! Excellent question -- here are a few best practices to consider:
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Use Automation Rules:
- Automate lead entry into the Cadence to ensure no leads fall through the cracks.
- Use automation to trigger leads directly into the Cadence when a prospecting Cadence ends.
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Leverage Multi-Touch Cadences:
- Combine phone and email steps to increase the chances of engagement.
- For example, add a phone step immediately before an email step and leave a voicemail referring to the upcoming email.
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Evaluate and Iterate:
- Regularly evaluate the performance of your Cadences to ensure they are driving outcomes like Meetings Booked or Opportunities Created.
- Iterate on the Cadence by making changes based on what has worked well and what hasn't.
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Use "Other" Steps:
- Incorporate "other" steps as reminders to take specific actions that may not involve direct customer interaction, such as internal meetings or strategy sessions.
Check out this post that focuses on Maximizing Your Pipeline with Full-Cycle Outbound Cadences.
Let us know where you land! If anyone else has ideas, we’d love to hear them!