Bringing Cadence And Automation To Your Sales

The term sales is a broad one. It covers various aspects of business operations that eventually lead to the selling of a product or service to the end user or consumer. However, sales is not as simple as making a sale. A great deal of work and effort needs to go into a successful deal closure.

Prospects need to be sourced, relationships need to be built, and comprehensive solutions need to be provided to the end customers. There’s a reason why companies have a whole team dedicated to selling their products and services.

The sales team have the responsibility to reach out to people that may be interested in what the company has to offer and make contact with prospects that show some interest in that business.

Whether it is prospects that have shown interest before, or simply ones part of the target audience, the sales team have the responsibility to reach them and provide a solution that ends in a successful sale.

Evidently, there is a great deal of work involved in being part of the sale team and managing all of the responsibilities can feel overwhelming.

As the current economic crisis develops and the competition heats us, it’s more important than ever to use every tool available to speed up your processes and make your team the most efficient they can be.

Two things that can work in your favour to achieve this are a sale cadence, and sales automation. If you’re unsure about those terms, you can read more here about Cadence And Automation as we discuss the two areas in more detail.

Hopefully, by the end of this brief article, you will feel better equipped to tackle the modern day challenges of running a business in today’s hostile financial climate.

What Is A Sales Cadence

So, what is a sale cadence? For those musically inclined, you may have head the term cadence to describe a two chord progression that ends a phrase, creating either the sense of continuation or conclusion.

In sports terms, a cycling cadence is the measure of speed calculated as the number of turns of the pedal per minute, and in running or walking it’s the number of left and right foot strikes taken within a certain period of time.

In many ways, cadence is related to rhythms, patterns, measurements, and calculations. In sales, a cadence is simply a sales follow up plan, the route to be taken in order to pursue a prospect.

Following up on sales prospects is an essential aspect of making a successful sale. Prospects need to hear from your sales team many times before they actually are motivated to respond, never mind follow through with a purchase.

The positive point to remember is that a lack of response doesn’t equal a lack of interest.

Prospects may still be interested, even if you haven’t heard from them, and this can lack of response can be due to a number of factors. People receive tons of emails every day, and it’s easy for emails to get lost in the sea of spam.

With these being the case, prospects may have received a marketing email, but absentmindedly scrolled past it or deleted it straight away.

Furthermore, time is precious these days and scarce for many, as customers may have seen and read your email, but not had the time to reply or respond.

Additionally, you may have contacted the wrong individual within a business as your solution may not match their personal responsibilities and they likely have forgotten to forward the email on to the relevant member of staff or team.

The problem is that you don’t know why a person hasn’t responded unless you follow it up and adapt accordingly.

This is where a sales cadence comes into play. It outlines the sequence of touchpoints that a potential customer needs in order to establish a connection that will encourage an engagement or a sale.

Typically, you can create a sale cadence in the form of a schedule that both sales and marketing teams can collaborate on together so that multiple channel can all be coordinated from one central place.

This means that from one location everyone can keep track of contact made, whether it’s done through phone, email, direct mail or social media.

While a sale cadence sounds like quite a complicated things to create and map out, it will greatly help your business and your sales prospecting.

Fortunately, there are software solutions available that make it all a great deal easier, helping you to make the most of your time and hand over the cadence reins to an intelligent technological provider.

This kind of software can take out the guess work and the potential for human error, and allow your sales team to stay focused, organised, and efficient.

Sales software is a growing field and proving to become a tool of increasing value to businesses endeavouring to stay ahead of the competition and make a more efficient use of their resources.

What Is Sales Automation?

Many sales processes and procedures are time and consuming and laborious, taking up valuable time and sales people need to invest in building relationships with real people. To free up the time needed to take your sales team out of the office and out into the field, you need to implement all the automation tools you can.

Sales automation software automate the repetitive tasks that although mind-numbing, are essential to building profitable customer journeys and relationships. From lead generation, to sending automated follow up emails, sales automation tools are wide and varied, allowing teams to manage their processes and activities more efficiently and effectively.

The Bottom Line

Clearly, the role of sales is not an easy one, but it can be made easier with the help of specialised software tools to take the pressure off and speed processes up. While it may take some time and effort to do the research and find the tools you need, you will be glad that you did!

Additionals:

• Top Products To Sell Online In 2022
• 5 Ways To Start An Ecommerce Business
• 6 Ideas you can Use to Promote Business Products