B2b prospecting cadence: the ultimate guide to creating yours!

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Confirmed: 80% of SDRs need at least five contacts to connect leads, but 44% give up after just one attempt.

Do you see the gap between effort and success?

So, if prospecting hasn’t been generating consistent results and your pipeline looks like the Sahara desert, this is the right text for you!

In it, you will understand how to save your sales pipeline with a well-structured cadence to increase your lead conversion rates.

This is where cadence comes in, ensuring you’re not one of those who give up too soon.

And if you already have a cadence, this is the time to review and critically analyze it, checking if it meets all the points that will be here!


What is B2B Prospecting Cadence?


Basically, it’s a planned set of interactions designed to connect with potential customers and turn them into qualified leads.

The objective is clear: to increase conversion rates and speed up the sales process.

But be careful, the effectiveness of your cadence depends on precise execution!

It’s not enough to just get in touch; you need to follow Poland telegram data a logic focused on generating interest and value for a meeting with your salesperson and hearing more about your solution.

At the end of the day, B2B prospecting cadence is a method, not luck!

But then who executes this s

Who should execute this prospecting cadence?


Typically, prospecting is done by the SDR (Sales Development Representative) or BDR (Business Development Representative).

Here you can quickly check the difference between each one:



BDR or SDR, who does the B2B prospecting cadence?



Having someone for this role makes the cadence much more efficient, as the person can dedicate all their attention to capturing new leads.

So, if you don’t yet have a professional for this role or are having difficulty finding one in the job market, don’t worry!

Discover our specialized service in recruiting new sales professionals!

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Learn how to hire salespeople for your B2B prospecting.





The Step-by-Step Guide to Structuring a More Powerful B2B Prospecting Cadence!


First, before you build your cadences, it is essential to do a strategic analysis.

In other words, build a line that explains why they will be that way, like a manual.

This way, you will be more assertive and you will also document the entire cadence creation process, which makes it much easier to standardize your prospecting team's approach.

So, follow the thread to understand what to do before putting the plan into practice:



Understand who your customer is and the best channel to find them


The first step to having an efficient cadence flow is to analyze the segment and size of the companies you want to prospect.

Only then will you define the best communication channels.

What you believe your prospect will be doing at the time you contact them, what their habits are, is they the type of person who is in front of a computer, available on their cell phone, paying attention to their email, or not, dictates your cadence.

With this analysis format, you already have a better idea of ​​which channels are most suitable for making contact!



Keep in mind how many contacts you should make


This topic is directly related to complex and business-to-business (B2B) sales.

As you need to show the value of your product, your company and, most importantly, this conversation, you need more time to approach them!

Therefore, the number of contacts within your cadence flow needs to be greater and more explanatory, as you are trying to make the lead see a need they have.

In this case, the buyer is still at the stage where he is not fully aware of the problem he has.

Furthermore, it is often necessary to contact the company's decision-maker , who may be the owner, partner or director, and these people are very busy and therefore require more attempts.

So you need to think about how many calls and messages you can make contact with.

To do this, make a list of the last clients you managed to contact and create a routine of approaches based on the pattern you find.

Now, it's time for you to build that qualified demand generation machine:



Learn more about B2B prospecting cadence



1. Define the channels for prospecting


In addition to knowing which means of communication your buyers use, remember that alternating between email, phone calls and social media increases prospecting efficiency.

So, you can use and abuse the channels to prospect, but don't do the same when defining the intensity of these contacts.

Remember, any contact made in excess can repel the potential customer rather than attract them!



2. Establish the intensity of your prospecting


Your flow can be short and with more interactions, as well as long and spaced out.

However, always keep this duality, because short and spaced out is very slow and inefficient, and long and with many interactions it becomes tiring, so look for balance!

Define this by analyzing the amount and type of content you need to present to potential customers.

Finally, assess whether the buyer’s profile is aligned with this approach!