Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108

VengresoDigital Selling Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108
David Elkington podcast interview on what makes an effective sales cadence

Why Your Team’s Prospecting Methodology and Sales Cadence Is Broken, with David Elkington, Episode #108

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It’s hard to believe, but many sales leaders never give strategic thought to the implementation of their team’s sales cadence. What is a sales cadence? It’s a strategic sequence of sales activities that increase connections and enable you to better qualify leads. Every sales rep responsible for prospecting has some kind of sales cadence, whether they are methodical about it or not – and most are not implementing it either strategically or effectively.

On this episode of #SellingWithSocial, I invited my friend, Dave Elkington, CEO and Founder of InsideSales.com to share his data-based expertise on what makes for an effective sales cadence. He highlights many of the mistakes sellers make and worst yet that sales leaders never review and explains how to fix them. He also shares a very helpful set of tips for making prospecting emails more effective, so make sure you take the time to listen.

Not seeing good #salesprospecting results? Listen to these data-driven improvements you can make to your team's #sales cadence, with @DaveElkington of @InsideSales on #SellingWithSocial with @M_3Jr of Vengreso. #SocialSelling #LS2019 @AA_ISPClick To Tweet

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL – Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

The Biggest Problem With Your Sales Prospecting Methodology

There are a variety of data points Dave draws from to highlight the best practices of what goes into a winning sales cadence. But before we get to the solutions, let’s look at some of the biggest problems his company’s research has found in modern sales cadences.

During our conversation, Dave explained that many sellers operate according to what they believe to be true, but is really myths based on old data. Another reality is that derails effective follow up is that most sellers are only utilizing 2 channels to connect with prospects – phone and email. But the data shows that’s not enough to move the needle significantly or effectively.

The problem is that we are stuck using the outreach methods and tools that feel comfortable to us rather than reaching out in a way that is meaningful to the prospect. Listen to this episode to find out how to fix these and other problems in your sales cadence.

Minor Changes To Improve Your Team’s Sales Engagement By 100% Or More

Data shows that most sellers are only using two methods of communication to reach out to prospects. But if you mix your communication methods, even adding only one additional source, you will get a 400% higher engagement than if you just use two methods of engagement.

Here is another small change that will make a big difference. When surveyed, most sales departments believe they are responding to prospect inquiries within 24 hours. The reality is that it’s far longer than that. But the good news is that data shows that if you can figure out how to respond to their inquiry within 5 minutes, you’ll be 100x more likely to get the prospect to engage.

Do you see how data-supported practices are incredibly powerful for the modern sales organization when implemented correctly?

Trouble reaching your #Buyer? The problem is your #sales methodology. Improve results by 100%+ with these changes. Listen to @DaveElkington of @InsideSales on #SellingWithSocial with @M_3Jr of Vengreso. #SocialSelling #LS2019 @AA_ISPClick To Tweet

The Simplest Way To Know If Your Sales Cadence Is Broken

Is your sales cadence broken? Are prospects falling through the cracks or not being contacted in a timely manner? You don’t have to dig into your CRM to find out. It’s a lot simpler than that.

Dave suggests you use a generic email address – that of your child or your spouse – and fill out your own sales prospecting forms. Then sit back and watch what happens. Does your team respond in a timely manner? Do you get sent to the right person and are the solutions you inquired about provided to you effectively? Are the sales reps reaching out to you via a variety of methods?

It’s not rocket science and it doesn’t require a degree in Machine Learning technology to figure out that something needs to change. Take the time to test your department’s sales cadence and outreach. Would you respond to the messaging and the frequency?

How to Prospect Effectively Via Email

The typical seller does email prospecting when they feel fresh, and generally early in the day. Data shows that’s usually between 8 AM and 11 AM, with follow up being done later in the day. But Dave says that is backwards from what the data suggests is most effective.

Most execs or decision makers are very busy early in the day. If you’re prospecting during that time your message is likely going to the bottom of the priority list. The data indicates that the best time for prospecting is between four to five PM in the prospect’s time zone. When your email hits their inbox at that time of day, they are most likely to give it attention.

Dave says that one change can get you a 21% higher open rate. If you’re sending a cold email that includes an attachment, you should delay your outreach by one hour – between 5 and 6 PM.

Dave suggests that this finding can vary between industry and niche, so even though you just learned the general best practices, you need to apply it in a way that is informed by your knowledge of your own audience and your market.

Listen to this episode to hear the latest data-supported best practices regarding email subject lines, email length, and more. It’s all on this episode of Selling With Social.

Trying to drive up your #sales engagement rate with #buyers? @DaveElkington of @InsideSales shares essential #SalesTips on #SellingWithSocial with host @M_3Jr of Vengreso. Listen now! #DigitalSelling #SocialSelling #LS2019 @AA_ISPClick To Tweet

This podcast is brought to you by the Annual AA-ISP Leadership Summit. Receive a 30% discount on your registration. Join us this April 3rd – 5th in Chicago, IL – Visit http://bit.ly/AAISPVengreso and use the code Vengreso30%.

Outline of This Episode

Resources Mentioned

Connect with Mario!

Subscribe to Selling With Social

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Sales Leadership SummitClick to Tweets:

The #1 problem with your teams #salescadence is… Click here to discover 3 problems YOU can fix with @DaveElkington of @InsideSales on #SellingWithSocial with host @M_3Jr of Vengreso. #DigitalSelling #SocialSelling #LS2019 @AA_ISP #SalesClick To Tweet
Find out the simplest way to increase open rates with emails sent to your #buyers by your #sales team, with @DaveElkington of @InsideSales on #SellingWithSocial with host @M_3Jr of Vengreso. Listen now! #SocialSelling #LS2019 @AA_ISPClick To Tweet

 

Mario Martinez Jr.

Mario is the CEO and Founder of Vengreso. He spent 82 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually.   Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He is recognized as the Number 1 Top Sales Performance Guru in the world, named 2018’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional and in 2017 listed as the 6th Most Influential Social Selling Leader globally.   As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., the Examiner.com and the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, SAP, and Cisco. He is also known to open a speech with a Salsa dance.   Follow him on YouTubeLinkedIn, or on Twitter.

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