We all know how powerful of a tool Salesforce is. There’s seemingly endless possibilities for your team when you leverage what Salesforce has to offer. However, there are still thousands of applications available on the Salesforce AppExchange, and thousands of other software companies whose products integrate with Salesforce. Why is this the case you may be asking? Well, while Salesforce can do a lot, it can’t do everything. One of which is cadencing for sellers. There’s no Salesforce sales cadence available out of the box, but there are other solutions out there.
What is a Sales Cadence?
Before we get into the Salesforce piece of this, let’s talk about what a sales cadence is. While some companies may have different words for the same idea, at Salesvue we call it a cadence or plan. Essentially, this is when your tool is able to set up a timeline-like process for your sellers to follow when communicating with prospects or clients, with a series of tasks.
Sales Cadence Examples
With a cadence, you can prompt your sellers to make a phone call on Day 1, send an email on Day 4, then make a social media touch on Day 5. This is just one example of a cadence. These cadences can be made up of any number of different touches, or ways of communicating with the other person. Also, you can arrange these touch points to be as spread out as you want, or come in any order you want.
So, if this set up isn’t getting results for your team, you can always switch it up. Let’s say you start with a phone call on Day 1, but then send an email the next day on Day 2. Then, you can let those sit for a while and follow up next week with another email on Day 8 and a social media touch on Day 8 as well.
Why Are They Important?
These cadences are very important to a sales team’s efforts. To start, they can help create organization across your team. Some teams are made up of a bunch of sellers who all have their own processes. There could be 30 people doing 30 different things without the manager even realizing it. However, if you give cadences to your sellers, they all follow a consistent, measurable process.
Now, sellers can go into Salesforce at the beginning of their day and see all the tasks they have to do. Rather than checking their notepad, sticky notes, emails or whatever else they were using before cadences, all this information lives in one spot. It helps take the guesswork out of their day and shows them exactly what needs to get done to be successful. Furthermore, by aligning the team’s efforts and creating cadences, the manager can have better insight into what is actually going on.
Scaling Best Practices
The other big aspect of cadencing for teams is the scalability that they provide. With dozens of different processes being used across the team, it’s hard to find best practices. However, when everyone is using cadences, it’s easy to track what’s working and what’s not. If you see greater response rates to emails three days after a phone call rather than a week after, you can scale this across your entire team. Cadences help managers scale best practices so their low-level sellers can start performing like superstars.
The other part of best practices isn’t about timing. It’s about content. By having all your sellers using the same cadence, you can dictate what content they use. For example, you can give your sellers call scripts to use. If you have found a certain call script works best for your sales pitch, then you can put that call script in Salesforce and have all your sellers use it in their cadence.
Does Salesforce Have Cadences Out of the Box?
Now, knowing how much of a game changer cadences can be, surely Salesforce has a great option for them out of the box. This is not the case. Salesforce does have Sales Engagement, formerly High Velocity Sales, but to truly get the best experiences cadencing has to offer, you’ll be better off finding another software that works within Salesforce to provide these benefits. There are many sales cadence tools, and they are typically known as sales engagement platforms.
How Do Sales Engagement Platforms Work?
Sales engagement platforms are used by a wide variety of organizations to help in their selling efforts. These tools are a great way to help your sellers connect with their prospects and customers. Part of this communication is, as you may have guessed, cadences. There are many types of sales engagement platforms available, so finding the best one for your team is crucial.
How Salesvue Helps
Our pick for the best sales engagement platform for teams using Salesforce is Salesvue. Salesvue lives natively within Salesforce. This gives you all the power of a sales engagement solution in a single user interface within Salesforce. So, rather than having your cadences live in one platform, and your Salesforce data be in another, all this can be found in one spot using Salesvue.
How Salesvue and Salesforce Work Together
Salesvue makes it easy to create cadences within Salesforce and then easily load contacts into the cadence. Simply create your cadence in Salesvue, then add leads from Salesforce into the Salesvue cadence and you’re ready to start selling. Whether they’re prospects that your sellers are trying to close a deal with or current customers that you want to keep in the loop on company updates, these cadences are crucial to sales teams.
As you can see, both Salesforce and cadences are powerful tools. Even on their own they would help take a sales team’s efforts to the next level. However, imagine combining them into a single tool. That’s what Salesvue can do. With Salesvue, you’re able to create cadences to help your sellers be more productive and organized, provide better insight to managers into what’s working and what’s not and keep everyone working within a single user interface creating less confusion and helping streamline your team’s workflow.
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