What considerations should be made when establishing the velocity of your cadence?

The velocity of your sales cadence is crucial for effectively engaging potential buyers and ultimately closing deals. Establishing this velocity involves several key considerations that work together to shape your approach.

First, understanding the timeframe for an average sale is essential because it sets the pace for how quickly you should follow up with leads. Different products or services have varying sales cycles, and knowing how long it typically takes to move a lead through the funnel allows for a more effective and timely cadence.

Second, considering the typical buyer's profile is also important since different buyers may respond to outreach differently. For example, a B2B sales process may require more touchpoints and a longer cadence for executive-level decision-makers compared to mid-level managers who might be more responsive. Tailoring your cadence to the preferences and behaviors of your target audience is vital.

Lastly, the number of contacts in a transaction can influence the cadence velocity. In cases where more stakeholders are involved in the purchasing decision, a coordinated and thoughtful cadence is necessary to ensure that all parties are engaged appropriately, potentially requiring a slower, more deliberate approach to outreach.

Taking all these factors into account provides a comprehensive and informed strategy for establishing the optimal velocity of your cadence, making the answer that includes all these considerations the best choice.