Are you ready to maximize outbound prospecting success?
Sales cadence software provides the structured framework for inbound teams to execute high-converting, automated outreach campaigns that fill the pipeline. Learn how to leverage these tools to boost sales productivity in 2023!
What is Sales Cadence Software?
Sales cadence software is designed to help sales teams automate and streamline their outreach to prospects in a structured manner. But what exactly does that mean? Here’s a deep dive into what sales cadence software is, how it works, and the key ways it supercharges sales prospecting efforts.
Sales Cadence Software Defined
A sales cadence consists of a predetermined sequence of touchpoints for engaging and nurturing prospects. This can include actions like sending emails, making calls, or connecting on social media. The goal is to build rapport with potential buyers and guide them through a journey that ultimately leads to a sale.
Sales cadence software takes the legwork out of managing these sequenced outreach efforts. It allows you to set up timed actions like sending initial emails, following up with calls, scheduling social outreach, and more. The system then handles executing the cadence automatically, freeing up your sales reps to focus on higher value activities.
In essence, sales cadence software acts as a “robot assistant” for your team’s prospecting activities. You program the robot with your ideal outreach workflows and sequences. Then, it diligently goes to work contacting prospects on your team’s behalf, following up at just the right times and tracking everything in one centralized place.
Understanding the Sales Cadence Process
The typical sales cadence process looks something like this:
- Identify your ideal prospects. Good sales cadence software integrates with your existing CRM and sales intelligence tools, making it easy to build targeted prospect lists.
- Create sequenced outreach campaigns. Map out how you want to engage with prospects over time. For example: Send connection request on LinkedIn, follow up with email in 2 days, call in 4 days if no response.
- Personalize messaging. Use merge tags, customizable fields, and messaging templates to craft tailored outreach for each prospect.
- Schedule your cadence. Set start times and dates for your sequenced campaigns to be deployed automatically.
- Track prospect engagement. Sales cadence tools log interactions and notify you of replies or interests from prospects.
- Optimize your approach. Use insights on performance to identify what works and enhance your prospecting efforts.
Following this sales cadence process enables you to take a highly structured approach to outbound prospecting. The focus is on multiple, non-invasive touchpoints via different channels over a period of days or weeks to gradually capture leads’ attention and nudge them towards a sale.
How Sales Cadence Software Supercharges Prospecting
The automated nature of sales cadence software brings some major advantages and upgrades to prospecting activities:
- Consistency: Software diligently follows up on every lead without fail. No more dropped balls.
- Scalability: You can engage far more prospects than manually feasible. Send 100, 500, or 1000+ sequenced campaigns simultaneously.
- Time savings: Automation handles tedious prospecting tasks, freeing up reps to have deeper conversations with warm leads.
- Personalization: Merge tags, dynamic fields, and messaging templates allow tailored outreach at scale.
- Insights: Robust analytics provide the feedback needed to refine strategies and improve results.
These benefits allow sales teams to cast wider nets, engage more prospects in a personalized way, accelerate the nurturing process, and close more deals. It’s no wonder sales cadence software has become an indispensable tool for outbound success.
Key Features of Sales Cadence Software
Now that we’ve covered the basics, let’s look quickly at some of the key capabilities and features commonly offered in sales cadence software:
- Email sequencing – Drip campaigns with scheduled email follow-ups
- Calling tools – Click-to-call, call logging, voicemail drops
- Task reminders – Alerts for pending social outreach or calls
- CRM integration – Sync contacts, activities, record interactions
- Analytics – Track opens, replies, interests, and engagement over time
- A/B testing – Experiment with different email copy and messaging
- Reporting – See full context on outbound efforts and prospect activity
- Easy prospecting – Import lead lists, enrich data, group and segment
- Team collaboration – Share campaigns, sequences, and insights across the team
With these core feature sets, sales cadence software aims to provide everything you need to execute sophisticated prospecting campaigns, monitor their performance, and continuously improve. More advanced tools will offer even more in-depth functionality using AI and machine learning to optimize sequences and messaging. But essentially, facilitating and scaling structured outbound outreach is the primary focus.
Putting It All Together
In summary, sales cadence software gives sales teams an automated framework for running sequenced, multi-channel outreach campaigns. By programming rules-based workflows and touchpoints, it ensures prospects are contacted consistently at just the right times. This helps convert more cold leads into sales opportunities.
With built-in personalization options, calling and emailing functionality, robust analytics, and CRM integrations, sales cadence tools provide end-to-end capabilities for elevated outbound prospecting. They allow organizations to scale outreach in a targeted, structured manner that gets results.
Benefits of Using Sales Cadence Software
Implementing a sales cadence process powered by dedicated software brings some compelling benefits that give your prospecting efforts a real edge. Here’s a closer look at some of the major advantages sales teams can realize by adopting sales cadence software.
Increases Prospecting Efficiency
One of the biggest perks of sales cadence software is the sheer efficiency it introduces to formerly manual and time-consuming prospecting tasks. No more copying and pasting emails, keeping tabs on follow-ups, or logging activities across disparate tools.
With sales cadence software, your sales reps can take a hands-off approach to many routine prospecting activities. The software does the heavy lifting, allowing your team to direct their time and energy towards higher value sales conversations.
Just look at some of the specific ways sales cadence tools drive major efficiency gains:
- Automated sequencing – Set it and forget it cadences run on autopilot
- Bulk personalized messaging – Merge tags for scale without sacrificing personalization
- Scheduled reminders – Stay on top of timely follow-ups without constant oversight
- CRM syncing – Eliminates duplicate data entry across sales tools
- Email automation – One-click email sending, no copying and pasting required
- Progress tracking – Ongoing prospect engagement monitoring with instant notifications of any replies or interests
- Performance analytics – Deep insights without compiling manual reports
With this level of automation and consolidation of prospecting workflows under one roof, sales teams experience huge efficiency jumps. No time is wasted on redundant tasks or tracking down information across different systems. The result? Reps spend their time actually selling rather than managing tedious prospecting activities.
Drives Consistency in Outreach
Even the most diligent sales reps can occasionally drop the ball on follow-ups when prospecting manually. It’s challenging to maintain consistency across so many prospects when you have to depend on your memory or disjointed tracking methods.
Sales cadence software takes the potential for human error out of the equation. Once you set up your cadences, the system unrelentingly follows the prescribed outreach sequences you configure without fail. No missed touchpoints, no forgotten prospects, no dropped balls. Just predictable, structured communication timed for optimal results.
This consistency in outreach is a game changer when it comes to driving higher connection and conversion rates with cold prospects. Broken cadences or large gaps between touchpoints gives leads a chance to disengage. Automated sales cadence tools keep the flow of communication regular and consistent, applying just the right amount of helpful “sales pressure” to generate interest.
Allows Personalization at Scale
Personalizing messaging is an important tactic for boosting prospect engagement and conversions. But doing so manually presents challenges when you’re prospecting at scale. Sales cadence software, however, makes personalization a breeze.
When sending one-off emails, you can easily incorporate merge fields to include the prospect’s name, company, location, or any custom attributes your CRM stores to make messaging more familiar. You can create email templates with dynamic fields that automatically populate with the recipient’s data upon sending.
Beyond mere name personalization, some sales cadence tools even allow you to segment your prospects and set up customized engagement tracks or cadences based on attributes like:
- Company size
- Lead source
- Prior engagement levels
This advanced personalization enables you to tailor both the sequencing and messaging to be as relevant as possible to each prospect you engage. The result? More meaningful connections and increased sales readiness.
Provides Robust Analytics and Reporting
Attempting to manually track and analyze your team’s prospecting performance across dozens or hundreds of prospects would be a nightmare. Sales cadence software makes it easy with robust analytics and reporting.
In any quality sales cadence tool, you’ll find a rich set of tracking and reporting features to help you monitor and optimize your prospecting efforts, including:
- Prospect engagement tracking – See who opened emails, clicked links, replied
- Campaign performance reporting – Open rates, click through rates, reply rates for each campaign
- Multi-channel analytics – Engagement metrics for email, calls, social outreach
- Sales rep performance – Individual stats and metrics for coaching and motivation
- CRM pipeline tracking – Monitor deal progression with seamless syncing
- Win/loss analysis – Identify what outreach works for closed deals
With these detailed insights, you can continuously fine-tune your prospecting process to achieve better results. See what outreach sequences, channels and messaging works best to convert prospects. Identify patterns among successful conversions. Optimize areas that need improvement. Sales cadence analytics bring invaluable visibility that drives prospecting success.
Motivates Sales Teams
Let’s face it, manual prospecting activities like sending repetitive cold emails or logging call after call can feel like a grind for sales reps. It’s not the most stimulating work for top performers who want to be closing deals.
With sales cadence software automating many of these repetitive tasks, reps are relieved of the most mundane aspects of prospecting. This allows them to focus on more satisfying, engaging work like interacting with warm leads, pitching, negotiating deals, and closing sales.
By saving time on execution, sales teams can devote more energy towards higher value conversations that actually move opportunities forward. The tedium is removed while still ensuring structured prospecting happens behind the scenes through automation. This keeps reps motivated by allowing them to focus on the most rewarding, impactful sales activities.
More Prospecting With Less Headcount
Sales cadence tools also provide the leverage needed to increase productivity and scale prospecting efforts dramatically without expanding the sales team.
Consider this hypothetical scenario:
A sales rep sending individual prospecting emails typically makes initial contact with around 50 leads per day manually. But leveraging email automation and cadence software, that same rep can deploy 500+ sequenced, personalized email campaigns per day while spending time more effectively.
This allows a modest team of just 4 sales reps to initiate a high volume of prospecting touchpoints equivalent of what may take 40 reps to accomplish manually. And the small team can better focus their energies on interacting with the warmest leads and driving conversions rather than getting bogged down executing repetitive prospecting tasks.
By maximizing productivity, even smaller sales teams can achieve prospecting at impressive scale and higher revenue goals with the help of sales cadence automation.
Putting It All Together
When you step back and look at the big picture, implementing sales cadence software has a transformative impact on prospecting and outbound sales efforts. Reps can efficiently execute high volumes of personalized, automated outreach campaigns that convert more cold prospects into sales opportunities.
Managers gain invaluable visibility into rep performance and campaign effectiveness to coach teams and refine strategies. Organizations effectively scale prospecting efforts dramatically without expanding staff. And salespeople are kept motivated by spending time on the most rewarding sales conversations.
With game changing advantages like these, it’s easy to see why sales cadence software has become such a hot technology, changing the face of modern prospecting. The bottom line? Any serious sales team needs to be leveraging sales cadence tools in order to drive productivity, optimize outreach, scale efforts, and hit revenue growth targets in today’s highly competitive markets.
Features to Look for in Sales Cadence Software
The sales cadence software market has exploded with tons of options offering different capabilities. With so many choices, how do you know what features are must-haves for your sales team? Here are some of the most important features and functionality to look for when evaluating sales cadence tools.
Powerful Scheduling Capabilities
At its core, sales cadence software needs to provide robust scheduling functionality to set timed outreach sequences and reminders. Here are some specifics to look for:
- Flexible cadence scheduling – Set start times, dates, and frequency of follow-ups
- Support for different sequence types – Email drips, call cadences, social sequences
- Recurring cadence options – Schedule repeating outreach campaigns as needed
- Time zone specificity – Send cadences adapted to prospect’s time zone
- Calendar view – Visual calendar to see scheduled sequences at a glance
- Sequence queue – View pending and in-progress cadences all in one place
- Out of office support – Automatic pause for out of office prospects
With powerful scheduling tools like these, you can precisely set the timing and frequency of your cadences to match the needs of your outreach strategy and align with customer buying journeys.
An obvious but critical capability is automation of follow-up actions based on set time delays or triggers. Here’s what to look for:
- Scheduled email follow-ups – Automatic email drips sent at predetermined intervals
- Customizable follow-up logic – Send follow-ups based on specific prospect actions (or inaction)
- Multi-channel follow-ups – Automated email, call, SMS, social follow-ups
- Intelligent follow-up intervals – AI-recommended intervals for best results
- Conditional follow-ups – Send different follow-up paths based on criteria
- Lead re-engagement – Automatically restart cadences for cold prospects who replied previously
This automation ensures consistent, timely, and context-aware follow-up happens flawlessly every time for each prospect. No more dropped balls.
As discussed earlier, the ability to craft tailored messaging for each prospect is key for sales cadence success. These options help fuel personalization:
- Dynamic merge fields – Individual merge tags to insert prospect data
- Custom variable support – Insert info from any CRM field into messaging
- Snippet library – Store reusable snippets of copy with merge fields
- Multi-channel templates – Reusable templates for email, voice, SMS, etc
- Per-cadence personalization – Customize messaging for each workflow
- Advanced segmentation – Tailor cadences based on prospect attributes
- Predictive content – AI-recommended content for each prospect based on signals
- Graphics personalization – Dynamic prospect/company images and branding
This allows you to make both high-level campaign-based personalization and message-level customization using the prospect’s data and context.
Insightful Analytics and Reporting
We’ve already covered the importance of sales cadence analytics. Here are some specific reporting features your software should offer:
- Prospect-level engagement tracking across channels
- Campaign performance reports
- Sales rep/team metrics
- Customizable reports – Pull reports for any period or subset of data
- CRM pipeline view and tracking
- Win/loss analysis for closed deals
- Exportable reports – Export to Excel, PDFs, CSVs
- Email metrics – Open, click, reply, bounce rates
- Calling analytics – Call duration, voicemails, connects
- Comparative A/B testing data – Compare message/subject line variants
- Dashboard overview – Centralized graphs and visuals
- Notifications – Real-time alerts for replies, successes, or issues
Robust analytics empower you to continuously fine-tune your cadences and strategy for improved results.
Easy To Use Interface
For sales cadence software to deliver value, your team needs to actually use it regularly. That means an intuitive user interface is critical.
Characteristics of a user-friendly sales cadence tool include:
- Clean, uncluttered screens and menus
- Logical, consistent navigation and layout
- Interactive step-by-step wizards for building workflows
- Visual calendar and pipeline views
- Drag-and-drop workflow designer
- Minimal typing through drop downs, checkboxes,autofills
- Keyboard shortcut support
- Robust search for finding anything fast
- In-line help, hovering tooltips, and documentation
- Notification central for at-a-glance updates
- Mobile optimization – Responsive design and/or mobile app
An easy learning curve and interactions that enhance efficiency (rather than impede) are vital for user adoption and sticky utilization.
CRM and Sales Stack Integrations
The best sales cadence tools don’t operate in isolation. They integrate with your existing CRM, sales engagement platform, and other martech solutions via APIs and connectors.
Some integrations to look for include:
- CRM systems – Salesforce, HubSpot, Zoho, Pipedrive, Dynamics 365
- Email tools – Gmail, Outlook, Office365, Mailchimp, Constant Contact
- Calling, VoIP – Aircall, RingCentral, Vonage, Twilio, Five9
- Sales engagement – Outreach, SalesLoft, Groove, ConnectAndSell
- Calendar – Google Calendar, Office 365, iCalendar
- Live chat – Intercom, Drift, Crisp, Zendesk
- Marketing automation – Marketo, Eloqua, Pardot, SharpSpring
- Sales intelligence – DiscoverOrg, Demandbase, ZoomInfo, Clearbit
- Web/form analytics – Google Analytics, Mixpanel, Heap, Hotjar
- Events – Webhook support, Zapier integrations
This “connectivity” ensures data flows seamlessly between your sales cadence activities and other systems while allowing you to consolidate key tools into a centralized hub.
Lead Enrichment Capabilities
The best sales cadence tools have built-in abilities to enrich your prospect data on the fly to make outreach more targeted. Enrichment functionality may include:
- Real-time data append – Fill in missing fields like email, location, role
- Company data lookup – Fetch company attributes like industry, size, tech used
- Social profiles – Pull LinkedIn, Twitter, Facebook profiles
- Recent signals – Identify recent web visits, form fills, job changes
- Intent data – Technographic signals like keywords used, content views
- Contact validation – Verify if contact still works at the company
- Email deliverability checks – Avoid bad or invalid email addresses
- Graph search – Identify connections and organizational relationships
- Firmographic sorting – Segment and group similar prospects
- Ideal customer profiling – Tag prospects by how well they match ICP
This provides additional context to inform your prospecting strategy and personalize outreach for relevance.
Built-In Team Collaboration Tools
For larger teams, collab and workflow management features keep everyone aligned:
- Shared asset libraries – Centralized workflows, email templates, snippets
- Cadence assignment and scheduling – Assign sequences to specific reps
- Team hierarchy roles – Custom roles and permissions
- Universal inbox – Manage multiple mailboxes conversations in one place
- @mention notifications – Notify colleagues of specific prospect updates
- Activity streams – See recent prospect interactions across the team
- Shared goal tracking – Team/group leaderboards
- Record/screen sharing – Share emails, call recordings, screens
- Team chat/messaging – Built-in team communication channel
Smooth collaboration ensures better hand-offs between sales stages while making best practices and wins easy to replicate across the team.
Putting It All Together
At the end of the day, sales cadence software needs to make executing a regimented, multi-channel outreach strategy almost effortless in order to deliver results.
The key is to look beyond basic email drip campaign functionality and evaluate the complete end-to-end set of tools provided—from CRM-linked prospect data to in-depth analytics—that remove all heavy lifting for your sales reps.
With a powerfully equipped sales cadence platform, your team can achieve new levels of structured prospecting success with expanded reach and continuous optimization fueled by data-driven insights.
Finding the Right Free Sales Cadence Software
Choosing the ideal sales cadence tool for your team can be challenging given the many options. Here is a strategic step-by-step process for evaluating your needs, zeroing in on the must-have features, and selecting the best free or freemium sales cadence software for empowering your prospecting efforts.
Determine Your Goals and Requirements
Like any software purchase, the first step is getting crystal clear on your goals, use cases, and requirements. Some questions to ask:
- What are our main prospecting pain points and bottlenecks?
- What new capabilities and benefits are we hoping to gain?
- How large is our sales team and pipeline capacity needs?
- What other sales tools does the platform need to integrate with?
- Who will be the primary users and what are their technical skills?
- What level of analytics and reporting do we need?
- What outreach channels and sequences do we want to leverage?
- Are there specific use cases like account-based sales or lead reengagement?
- What is our budget? Do we require a free or freemium tool?
With a detailed understanding of your needs and vision for the software, you can narrow down the options and avoid overspending on unused bells and whistles.
Evaluate Key Features and Functionality
Next, armed with your requirements, you can start comparing solutions side-by-side and evaluating how well they meet your needs. Some key features to assess include:
Scheduling and Automation – Do the cadence scheduling and follow-up automation tools provide enough flexibility without being overly complex?
Personalization – Assess what personalization features are offered—dynamic fields, segmentation, templates?
Analytics – Review the analytics dashboards and reporting. Are they visually intuitive? Is historical data retained?
Integrations – Validate what specific integrations are offered for your other enterprise sales tools.
Ease of use – Sign up for demos and free trials. Test the interface’s usability and ease of workflow building.
Mobile access – Check availability of mobile apps or responsive design.
Lead enrichment – See what prospect data lookup and appending features come built-in.
Matching capabilities against your top requirements helps distinguish the contenders from the pretenders.
Consider the Learning Curve
An extension of usability is the ramp-up time and learning curve involved. Even if a tool meets all your needs on paper, it will languish unused if the platform is too convoluted for your team to pickup quickly.
When reviewing options, gauge aspects like:
- Is the interface and navigation intuitive?
- Are in-app tips, hover tooltips, and help documentation readily available?
- Does the workflow or campaign builder use interactive wizards?
- How long does it take to build your first cadence from scratch?
- Does the provider offer onboarding assistance and training?
- Is informal training readily available through YouTube videos and tutorials?
- How technical are the primary users and how much hand-holding will they need?
Look for platforms with modern UX design, interactive guidance, and a shallow learning curve to ensure rapid user adoption.
Review Available Integrations
It’s important to verify that the sales cadence tool integrates with your existing CRM and sales technology stack via APIs, connectors, or integrations.
Scrutinize what specific platforms are supported, such as:
- Your CRM system – Salesforce, HubSpot, Zoho, etc.
- Email tools – Gmail, Outlook, Office 365
- Calling and voice platforms – RingCentral, AirCall, Five9
- Calendar systems – Office 365, Google Calendar
- Sales engagement tools – Outreach, SalesLoft, Groove
- Marketing automation – Eloqua, Marketo, Pardot
- Sales intelligence – DiscoverOrg, ZoomInfo, Clearbit
This ensures seamless synchronization of data between platforms and eliminates manual duplication of efforts.
Compare Options Within Your Budget
Of course, cost is generally a factor in software selection. If you have specific budget constraints, filter your options accordingly.
Many formidable sales cadence tools offer free versions or freemium tiers allowing basic functionality with limits on contacts, emails, users, etc. Expanding to paid plans unlocks additional capabilities, larger capacity needs, and premium features.
Be sure to consider both current and projected future needs when selecting plans to avoid instantly outgrowing the features or limits of lower tiers.
Top Free/Freemium Sales Cadence Software Picks
Now let’s look at some top-rated free and freemium sales cadence software options worth considering.
Mystrika is an advanced cold email platform focused on maximizing deliverability and automating personalized outreach workflows.
- Only Cold Email tool that allow pre-header / teaser text for best Email Open rate. Demo Video.
- Personalized email sequence: Mystrika allows you to send add complete personalization to email sequences. You can personalize your email by adding First & Last names, Designation, City, and even have your own dynamic variables based on your need.
- Sender rotation (Beta): Mystrika lets you connect multiple (almost unlimited) email accounts to send your outreach, saving your reputation and increase your email deliverability.
- IP rotation
- “Success %” : Mystrika is one of the only cold email tool that allows you to see how many emails are landing in Inbox (and not in spam) via metrics called Success %.
- Email Warmup
- A-Z testing
- Comprehensive email warmup capabilities including new domain, new email address and dormant domain reactivation.
- Full deliverability toolkit: spam testing, blacklist monitoring, bounce handling and more.
- Dynamic personalization using merge tags, snippets and conditional content.
- Campaign analytics plus contact history and activity timeline.
- Unified inbox to manage all incoming emails and prioritize replies.
- Integrates seamlessly with every major email platform and CRM via webhooks.
- Achieve inbox placement rates exceeding 95% with proactive deliverability.
- Hyper-personalize content to resonate with each individual prospect.
- Monitor campaign performance and pivot strategies to improve results.
- Streamline workflow with a centralized interface to manage campaigns and conversations.
- Quickly launch remarkably effective cold email campaigns with minimal setup.
Mystrika offers a free forever plan with basic features, a Growth plan at $19/month, a Dominate plan at $79/month and custom plans for enterprise customers. 20% annual discounts are also available.
Thousands of sales professionals trust Mystrika as their secret weapon to book more qualified meetings and close more deals through cold email outreach.
Woodpecker offers a feature-packed freemium version allowing up to 2,500 contacts and 5,000 emails/month—ideal for small teams getting started. Key features:
- Drag-and-drop workflow builder
- Automated email follow-ups
- Voicemail drops
- Sales pipelines and gamification
- Unlimited users
- Basic CRM and contact management
Streak integrates with Gmail to provide free CRM and sales cadence functionality leveraging your existing email. Features include:
- Email sequencing and scheduling
- CRM contact management
- Pipeline view and lead scoring
- Shared team inbox
- Voicemail drops
- Email productivity tools
- Google Calendar integration
HubSpot’s freemium CRM tier includes solid sales cadence foundations like:
- Pre-built email templates
- Contact list management
- Automated email reminders
- Task scheduling
- Deal pipeline tracking
- Calendar meetings
- Mobile access
- User permissions
Pipedrive offers a very functional free plan with pipeline management, activity logging, deal stages, lead scoring, customizable views, reporting, and access controls. Expanding to paid plans unlocks features like automation.
Nutshell’s free CRM plan centers around pipeline management. Useful sales cadence features include multiple contact pipeline views, reminders, simple lead scoring, notes and activity logging, task management, and reporting.
Putting It All Together
In summary, be very methodical when evaluating your specific needs and assessing the sales cadence software landscape. Prioritizing essential features, usability, and seamless integrations for your tech stack and workflows is key to zeroing in on the right solution.
With a clear selection process, you can confidently choose affordable freemium sales cadence tools offering the must-have functionality to spark prospecting success. Then over time, you can always expand to more advanced paid versions with expanded capabilities as your business grows.
Using Sales Cadence Software Effectively
Getting the most value from your sales cadence software requires more than just signing up and letting the automation run wild. Here are some best practices for maximizing the impact of sales cadence tools by using them strategically and optimizing the execution of your outbound sequences.
Develop a Structured Outreach Strategy
The key to sales cadence success starts with developing a highly structured and strategic outreach plan, including:
Define your ideal prospect profiles – Build target lists and categorize leads based on attributes like industry, company size, tech stack, titles, etc.
Map prospect journeys – Plot the typical timeline and stages prospects move through—from awareness to consideration, evaluation, purchase.
Align sequences with journey stages – Design sequenced campaigns that align with moving prospects progressively through each buying stage.
Determine optimal channel mix and cadence – Use data to identify which outreach channels and what touchpoint frequency works best for converting different prospect profiles.
Build campaigns for critical use cases – Construct tailored campaigns and workflows aimed at specific goals like lead re-engagement, event follow-ups, expansion selling, etc.
Set metrics and benchmarks – Define quantitative metrics and goals for each campaign and sales rep to track performance against.
With this strategic foundation, your sales cadence tool becomes the execution engine to deploy a deliberate, high-converting omnichannel prospecting strategy.
As emphasized earlier, personalization is imperative for connecting with prospects and getting responses. Some tips:
Research prospects – Review social media, press mentions, content they consume to inform messaging.
Localize touches – Reference locations, events, or news related to their area.
Speak their language – Use terminology and lingo from their industry.
Spotlight their pain points – Tailor messages to resonate with their role and business challenges.
Use inclusive language – Make them feel your solution is designed for companies just like them.
Be helpful first – Lead with value-add, not canned sales pitches. Send relevant content, tips, event invites.
Apply the 80/20 rule – 80% personalized content, 20% your sales messaging.
Thoughtful personalization demonstrates you truly understand each prospect as an individual.
Set Up Workflows and Automate
Sales cadence tools really shine when you take full advantage of workflow and automation capabilities. Best practices include:
Build reusable templates – Create templates with variables for emails, voicemails, social messages.
Automate repetitive tasks – Schedule reminders, data inserts, follow-ups.
Create conditional logic – Branch based on actions, inaction, attributes. Send different follow-up paths for VIP leads for example.
Sync across channels – Initiate email drips when prospects are called and text if emails go unopened.
Auto-update CRM records – Sales cadence activities auto-log in your CRM.
Auto-assign tasks – New leads meeting criteria automatically get routed into sequences.
Removing repetitive manual efforts maximizes productivity and ensures structured execution.
Continuously Analyze and Optimize
The data generated by sales cadence software provides the feedback loop to continuously refine and improve.
Review prospect engagement – Analyze interactions, sentiment, trends for insights.
Assess campaign performance – Response rates, conversions, velocity. Tweak poorly performing workflows.
Track rep metrics – Compare team member outreach effectiveness. Coach struggling reps.
Conduct A/B testing – Experiment with email content, creative, subject lines. Let data guide optimization.
Mine the analytics – Uncover who to prioritize, what works, common sale trajectories and triggers.
Listen to prospect feedback – Phone transcripts, surveys, reviews. Identify pain points.
Solicit rep input – They’re closest to the prospects. What tweaks do they suggest?
Learn from wins – Carefully evaluate what sequencing and actions paved the path for won deals to replicate success.
Continuous optimization through data-informed insights maximizes the impact of your sales cadences.
Organize Prospect Records and Pipelines
Maintaining highly organized CRM records and pipelines ensures your team can execute personalized, relevant outreach. Best practices:
Clean your CRM data – Eliminate duplicate contacts, fix inaccuracies, fill in missing fields like email.
Log all prospect interactions – Keep detailed activity records of every email, call, meeting.
Tag and categorize – Extensively use tags, categories, custom fields to segment and prioritize.
Score leads – Use lead scoring rules to automatically classify prospect sales readiness.
Organize pipelines – Structure deals stages to align with your sales process and cadences.
Assign structured follow-ups – Log next steps, reminders, pending activities related to each prospect.
Sync data – Eliminate silos. Centralize prospect data from LinkedIn, phone, web forms, events.
With rich organized data fueling your cadences, it ensures each touchpoint is highly relevant and moves the prospect appropriately towards a deal.
Executing an Omnichannel Cadence Strategy
Ultimately, excelling at sales cadence requires tightly aligning people, process, data, and technology to execute a coordinated omnichannel outreach strategy.
When your team, workflows, CRM, and sales cadence software all work together—guided by data-driven optimization—you get a scalable prospecting framework engineered for conversions. Leads seamlessly flow through personalized journeys tailored to their needs and engage through their preferred channels and mediums.
This data-led orchestration is the essence of sales cadence mastery. With the right foundational strategies and continuous improvement, your sales cadence software transforms into an engine for exponential pipeline growth and revenue.
The Future of Sales Cadence Software
The sales cadence software category is still in its early stages with immense room for ongoing innovation and development. Here’s a look at what lies ahead for sales cadence tools and some key trends to expect.
Expect Increased Adoption
There remains massive headroom for growth when it comes to sales cadence software adoption. Studies show that less than 30% of sales teams currently leverage dedicated sales cadence tools, but that is rapidly changing.
As leaders witness the performance gains achievable by early adopters, usage will accelerate. The combination of proven value, increasing competitiveness, remote selling trends, and evolving buyer expectations will drive widespread onboarding of sales cadence software over the next 5 years.
Forward-thinking sales organizations are already baking cadence automation into their strategic plans. And smart reps view mastery of sales cadence software as a critical career development skill as adoption swells.
Expect sales cadence tools to displace manual prospecting activities and become as ubiquitous as CRMs over the next decade.
More Robust AI Capabilities Will Emerge
Much like AI has transformed areas like email, document processing, and analytics, expect machine learning to rapidly elevate sales cadence software too.
Vendors are already harnessing AI, but capabilities remain relatively basic—limited to areas like spam filtering, autocomplete suggestions, or basic content recommendations.
The AI roadmap for sales cadence tools is far more expansive. Here are just some of the AI-powered features expected to emerge:
- Predictive lead scoring – AI evaluates signals to classify sales readiness
- Intelligent routing – Automatically assign leads to optimal sequences and reps
- Predictive analytics – Surface hidden trends, trajectories, and growth opportunities
- Content recommendation – Suggest specific content for each prospect based on buying stage and interest
- Writing enhancement – AI helps compose first drafts of personalized emails
- Sequence optimization – Continuously A/B tests and tunes sequences to maximize engagement
- Predictive lead prioritization – Identify lookalike profiles of ideal buyers
- Automated data hygiene – Detects bad or missing contact info and automatically enriches
Smarter automation will make sales cadence tools even easier to use while boosting results.
Tighter CRM Integration
Today’s disjointed martech stacks demand tighter cohesion. The most impactful sales cadence tools will integrate as seamlessly as possible into core systems like CRMs.
Expect deepening connectivity via:
- Embedded experiences – Access sales cadence functionality directly within CRM interfaces
- Unified data models – Centralized data layer reliably syncs contacts and activities
- Universal UI conventions – Consistent designs, terminology, shortcuts
- Contextual recommendations – Smart suggestions based on CRM data signals
- Predictive syncing – Automatic data exchange based on anticipated rep needs
- Workflow extending automation – Kickoff CRM workflows using sales cadence triggers
- Augmented intelligence – Shared dataset for coordinated AI assistance
The sales cadence tool should function as a gateway into other tools—not a separate island requiring extensive data replication. Tighter CRM bonds will support this convergence.
Specialization for Verticals
While core functionality remains consistent across sectors, expect sales cadence tools to offer more customizablePackages and vertical-specific components tailored to unique use cases.
E-Commerce – Highly segmented sequences based on customer types, order history, product affinities
Financial services – Compliance features, integration with required disclaimer forms and filings
Healthcare – HIPAA compliance, content aimed at specific practitioner types
Higher education – Sequences timed around admissions and enrollment periods
Non-profits – Donor nurturing features, fundraising focused content
Hospitality – Integration with PMS software, campaign templates for guest outreach
High-tech – Content on emerging technologies, workflows for trade-shows and launches
This industry specialization will help sales cadence tools deliver more precise, higher-converting sequences out-of-the-box for leading verticals.
Emphasis on Scalability
Sales cadence tools also need to keep pace with rapidly scaling sales teams and enterprises experiencing explosive transaction volumes.
Vendors are already cloud-architecting solutions to support elastic capacity demands. Expect even greater configurability including:
- Multi-tier architecture – Separate front-end, business logic, and data layers for efficiency
- Cross-region availability – Local in-country deployment options
- Usage-based pricing – Pay only for resources consumed
- Horizontal scaling – Add capacity by provisioning more nodes
- Optimized code – Performance improvements to do more with less processing
- Serverless options – Spin up compute on-demand to manage spikes
Delivering consistently snappy performance and 99.99% uptime amid surging data flows will be imperative.
The Rise of Sales Cadence Platforms
Finally, point solutions will increasingly give way to integrated sales cadence platforms uniting:
- Email and messaging channels
- Voice/VoIP connectivity
- Lead intelligence sourcing
- Predictive analytics
- Process automation
- CRM data and workflows
- Admin and reporting
This unified experience converges all the tools reps need to execute effective account-based sales cadences—no toggling between apps required. And with interconnected datasets, predictive AI can be applied holistically across activities for optimized sequences and recommendations.
The end vision is an intelligent omnichannel sales orchestration hub powering execution across the revenue engine.
The Road Ahead
While sales cadence software is already transforming outbound go-to-market models, much work remains to unleash its full potential.
But with advancing integration, intelligence, and versatility, sales cadence tools seem poised to penetrate deeply across virtually every B2B sales organization within the next decade.
Forward-looking companies recognize this inevitable shift and are proactively upskilling and adopting sales cadence software to gain a competitive edge. As the category continues maturing, expect sales cadence mastery to become a mandatory competency for achieving sales excellence.
Key Takeaways on Leveraging Sales Cadence Software
If one core theme has hopefully shone through, it’s that implementing a data-driven, omni-channel sales cadence process powered by automation delivers transformative results.
Let’s recap some of the key lessons and takeaways:
Organized Outreach Drives Results
A structured sales cadence strategy aligned to your ideal customer’s journey will consistently outperform uncoordinated prospecting scattershots. Developing sequenced multi-touch campaigns adapted to each prospect’s needs accelerates sales.
Automation Enables Scale
Sales cadence software allows small teams to achieve incredible outreach scale and puipeline volumes rivaling far larger teams through the power of workflow automation. Removing manual efforts through cadence technology is a force multiplier.
Personalization and Timing Are Critical
Sales cadence success hinges on tailored messaging timed for maximum impact. Personalized copy, localized touches, and customer understanding build connections. Optimally spaced sequences timed to buying signals convert more leads.
Tools Are Just an Enabler
Sales cadence software provides the framework, but people, process, and optimization complete the package. Leveraging reps’ creativity, continuously improving based on data, and upholding structured use of cadence tools drive excellence.
Adoption Requires Planning
Don’t underestimate change management challenges. Sales reps may resist abandoning familiar manual practices. Executive buy-in, training, and leadership is key. Maintain focus on the huge efficiency gains, not just technology.
Start Small, Then Scale
See quick wins by picking focused use cases first before broad rollout. Starting with a small pilot group allows testing and refinement before expanding cadence adoption. Crawl, walk, then run.
Data Analysis Unlocks Potential
The analytics and insights generated by sales cadence tools become your roadmap for continuously improving performance. Data exposes what sequences, touches, and messaging connect with each customer profile. Then use those learnings to optimize every subsequent campaign.
Omnichannel is Worth the Hype
Orchestrating touchpoints across multiple mediums—email, voice, social, text, ads—is far more effective than over-indexing on any single channel. Omnichannel sales cadences present more opportunities for prospects to engage.
Automation Complements Humans
Technology cannot completely replace human creativity, relationships, and resilience. The highest returns come from combining the tireless efficiency of automated cadences with the intuition, strategic thinking, and emotional intelligence of skilled salespeople.
Quick Returns Justify Investment
The steep performance gains produced by sales cadence tools rapidly offset costs. Consolidating prospecting technology spend into a single sales engagement hub further maximizes ROI. With the revenue lift produced, sales cadence software delivers a compelling value proposition.
Future-Proof Your Strategy
Sales cadence mastery is becoming mandatory for outbound teams’ success. The trends are clear—adoption will only accelerate as AI makes tools smarter. Getting ahead of the curve positions teams to build a sustainable competitive edge.
The Time Is Now
Outbound sales is undergoing a revolution driven by process automation. Sales cadence software sits at the epicenter. By complementing enabled reps with scalable omnichannel orchestration powered by data-driven workflows, it provides an engine for exponential revenue growth. The time to embrace sales cadence tools is now.
For outbound sales teams, the opportunity has never been brighter to implement a structured cadence process supported by powerful technology. Seize the advantage before your competitors do!
Summary on Leveraging Sales Cadence Software
Sales cadence software provides a framework for executing highly structured prospect outreach across multiple channels. Here are some of the core lessons to take away:
- Sales cadence tools automate repetitive tasks like sending follow-up emails, scheduling social media outreach, and logging calls. This allows sales teams to scale prospecting efforts and increase productivity.
- When used strategically, sales cadence software enables continuous improvement through data-driven insights. Analytics empower teams to optimize sequences and messaging for improved results over time.
- Features like scheduling, personalization, and CRM integrations are table stakes. To maximize value, opt for platforms offering robust analytics, AI capabilities, and ease of use.
- Implementing sales cadence technology requires change management. Get executive buy-in, train staff on the new processes, highlight productivity gains over learning curves.
- Adoption is growing rapidly as early adopters achieve substantial gains. Forward-thinking companies are proactively embracing sales cadence software to gain a competitive edge.
- In the future, expect tighter CRM integration, vertical-specific use cases, and AI-powered capabilities to transform sales cadence tools into smart omnichannel orchestration hubs.
The bottom line – sales cadence software has emerged as an indispensable technology for modern outbound sales excellence. Take steps now to implement structured cadences and reap the rewards.
Frequently Asked Questions
What exactly is sales cadence software?
Sales cadence software provides tools to automate and manage sequenced outreach campaigns to prospects. It allows you to schedule timed actions like emails, calls, texts, and social touches to contacts.
How does sales cadence software work?
These tools integrate with your CRM to track prospect data. You build predefined workflows of touchpoints over time. The software then handles executing the cadence by deploying scheduled actions like sending follow-up emails or reminding reps to make calls.
What are the main benefits of sales cadence software?
Key benefits include increased efficiency, consistency in outreach, personalized messaging at scale, enhanced analytics and tracking, improved team productivity, and the ability to scale prospecting without expanding headcount.
What key features should I look for in sales cadence tools?
Prioritize must-have capabilities like scheduling, automation, personalization, analytics, ease of use, CRM integrations, and mobile accessibility based on your needs. Select tools offering features that align with your use cases.
How much does sales cadence software cost?
Pricing varies widely. Many tools offer free or freemium versions with limited capabilities. Paid plans unlock additional features, users, and contacts. Costs are generally subscription-based, ranging from $25 to hundreds of dollars per month depending on needs.
How can I maximize the value of sales cadence tools?
Success requires more than just implementing software. Develop structured outbound strategies, continuously test and optimize based on data, provide training, and focus reps on high-value activities to get the most from your investment.
What’s the best way to get started with sales cadence software?
Begin with a pilot instead of company-wide deployment. Set clear goals, pick focused use cases, and start small with a sample team before scaling. This allows you to test results and refine strategies before a broader rollout.