What is a cadence and how to follow it

June 08, 2022 08:08

What it is

Cadence is a structured sequence of sales activities that you follow when approaching a lead.
Following the right cadence when contacting a lead is crucial.

The right cadence leads to predictable sales revenue, helps you build business relationships and structures your approach to sales.

Because we know it is easy to lose track when you are prospecting several leads at the same time...

Bloobirds' cadence section helps you organise your pipeline and follow up on leads in a consistent, systematic way.

Our cadence is super flexible and allows you to create different sequences for each qualified company and change them anytime.

In this way you can prospect leads with a customised approach and avoid wearing them out.

It is divided in three sections each to track a different type of event:

Outbound activity

The first three rows keep track of outgoing and incoming calls, emails and LinkedIn messages.
The fourth row counts customised tasks that you register manually.

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Inbound

This section is synchronised with your company's Marketing inbound platform and it can also be manually recorded.

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This row registers the inbound marketing activity carried out by a lead, such as subscribing to a newsletter, downloading an e-book or signing up for a workshop.

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Status change

The last row is dedicated to track the company's status change.

Every time the company status is modified it is counted as one, even if it was to a previous stage and back into the current one.

In this example, the company has changed status twice since the cadence started.

How to follow it

Activity

Suggested

On the cadence calendar you will see suggested tasks for every day: call, email, LinkedIn message.

Once completed, they will be marked with a number that indicates the attempts.

In this case, there has been a call and a LinkedIn message sent.

Custom

You can also schedule your own tasks, these will show in the Tasks row.

When you complete a task, this will be registered in the cadence with a number.

Filters

Use the filters on the top right of the cadence to customise cadence view by time, type of activity or lead.

Time

Daily view

Weekly view

Monthly view

Type of activity

Filter the activity by:

Any kind: all activity carried out
Attempts: whenever there has been an attempt to get in contact either successful or not
Touches: an attempt where contact has been established
Incoming: indicates the direction of the attempt, when incoming the lead has taken the initiative to get in touch
Outgoing: indicates the direction of the attempt, when outgoing the SDR has taken the initiative to get in touch

Screenshot_2020-06-01_at_20.42.26.png Note: Tasks and QC status change do not correspond to any of these filters and will always be shown in the cadence.

Lead

Filter by lead:

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Today button

Click on it and it will take you straight back to today's cadence activities.

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How it is registered

Attempts and touches

Every time you try to get in touch with a lead, a contact attempt will be registered.

If you are successful and manage to contact the lead, a touch will be registered as a Correct Contact.

The count for attempt and touch is different for leads than for companies:

Leads: counts an attempt and touch every time they take place.
Companies: counts only one attempt and touch a day, even if you have done several in one day.

When a lead is contacted, the status of the lead and the company will go into Contacted and the cadence stops.

In order to keep track of the company, you must plan next steps so that the company will appear in the Scheduled section, otherwise you may lose track of the company on the task bar.

To make sure you do not miss any of your companies, under the Prospect section, the tab Inactive contains a list of companies without a next step programmed.

In any case, you can always retrieve the qualified company from the Lists section.

Numbering

Here you find a guide on how to read the different numbers that appear on the cadence:

	Daily view - scheduled & incomplete
	Daily view - scheduled & completed
	Daily view - non-scheduled & completed
	Daily view - scheduled & incomplete, with unscheduled task completed
	Daily view - scheduled & completed, with unscheduled task completed
	Multiple days view - scheduled & incomplete
	Multiple days view - scheduled & completed
	Multiple days view - non-scheduled & completed
	Multiple days view - scheduled & partially completed, with non-scheduled completed
	Multiple days view - scheduled & completed, with unscheduled task completed
	Inbound or Company Status changes (< 10)
	Inbound or Company Status changes (>= 10)