Best Practice Report

Sales Cadence Optimization: A Structured Approach To Revising Cadences To Drive Meaningful Interaction

November 15th, 2021
Seth Marrs, Principal Analyst
Seth Marrs Principal Analyst
Amy Hawthorne, Principal Analyst
Amy Hawthorne Principal Analyst
With contributor:
Robin Whiting

Summary

Revenue development reps (RDR) don’t typically govern the number of attempts they make to contact prospects. This leads to productivity inefficiencies, higher costs, and disgruntled prospects and customers. Sales engagement platforms (SEP) enable sales and revenue development teams to automate multitouch pursuit of active prospects and customers with the goal of assisting the progression of an opportunity. They enable teams to build, manage, and measure cadences in a coordinated, scalable way. This report discusses how this structured, iterative approach enables companies to implement optimized sales motions that lead to improved sales outcomes.

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