Call cadence refers to the intended sequence and timing of sales or customer service teams’ outbound calls to opportunities or customers. The interval between each outreach attempt for consistent but respectful follow-ups can help maximize engagement without overwhelming recipients. Besides random, erratic calls, a well-thought-through call cadence keeps teams organized and practical.
The alternative is ad hoc or unstructured calling, often resulting in inconsistent follow-up and missed opportunities.
The figures that make up call cadence
- 70% of the highest-performing sales teams use structured call cadences, which increases conversions by 25%.
- Companies with a defined cadence see a 30% improvement in engagement metrics compared to those that call sporadically.
- Call cadence practices reduce wasted time by 20%, enabling representatives to focus on high-value prospects.
What the executives are saying about call cadence
A solid call cadence is like your sales GPS – it keeps things on track, builds momentum, and helps turn those prospects into die-hard fans.
It’s not about bombarding prospects with calls. Jeb shows us how a well-timed call cadence can totally level up your conversion rates and build stronger customer relationships.
Real call cadence cases
Snov.io implemented a customized sales cadence using the Pipedrive CRM platform, including multichannel touches:
- Personalized emails
- Phone calls
- LinkedIn messages
- Social touches
- Automated reminders.
Reduced administrative time led to relevant outreach and consistency in customer experience trust.
Another B2B sales team decided to try a structured sales cadence to increase outreach and conversion rates. They developed a multi-step approach: a personalized email, timely phone calls, and LinkedIn messages, each scheduled precisely to keep prospects engaged without overwhelming them.
How to fix the main issue with call cadences
Issue:
The common problem is that sales representatives often stray from a standardized call cadence over-call while others under-call, leading to missed opportunities and potential burnout.
Resolution:
Set clear guidelines and use automation to maintain cadence during calls. Training, coupled with real-time analytics, will also ensure every team member sticks to the plan for follow-up optimization.
How to ensure the highest ROI with call cadence
- Adopt a strong call analytics tool that is part of your phone system.
- Ensure real-time capture of all data through high-end connection APIs.
- Educate the team on working out call analytics.
- Real-time insight will facilitate process changes for seamless operations.
