[53:53] 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.

Read show notes: [ Ссылка ]

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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 [ Ссылка ] and use the code Vengreso30%.

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Outline of This Episode
[1:54] Dave’s story and the history of how Inside Sales came about
[7:16] What is AI and what should sales pros be doing about it?
[12:58] Applying AI at work to increase effectiveness
[17:40] The typical sales cadence problems and how to fix them
[30:35] A LinkedIn outreach campaign that revealed prospecting effectiveness
[37:48] Email prospecting tips for better effectiveness

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Resources Mentioned
• [ Ссылка ]
• David on LinkedIn: [ Ссылка ]
• David on Twitter: [ Ссылка ]
• The State of Sales Development Report: [ Ссылка ]
• INFOGRAPHIC: The Truth Behind Successful Sales Cadences: [ Ссылка ]
• Dave’s all-time favorite movie: Billy Madison or Nacho Libre
• Cloudera: [ Ссылка ]
• Hortonworks: [ Ссылка ]
• Hadoop: [ Ссылка ]
• Marketo: [ Ссылка ]
• SalesForce: [ Ссылка ]
• Modern Marketing Engine Podcast – Bernie Borges [ Ссылка ]

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