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Sales Enablement
Sales Enablement
What is Sales Cadence?
A Sales Cadence is a planned sequence of outreach touches — emails, calls, LinkedIn messages — spaced over a set period to engage a prospect consistently without relying on memory.
Who Is It For?
Sales cadences are designed by sales development leaders and run by SDRs and reps.
How Is It Used?
It’s used to make outreach consistent and measurable, so follow-up doesn’t depend on individual habits.
- Combine channels rather than relying on one
- Space touches sensibly and vary the message across the sequence
- Personalize the opening touches with account research
- Test and refine cadences based on reply and meeting rates
Related Terms & Concepts
Frequently Asked Questions
How many touches should a sales cadence include?
Many B2B cadences run roughly six to twelve touches over a few weeks, adjusted by segment and results.
What’s the difference between a cadence and a nurture sequence?
A cadence is rep-driven outreach to specific prospects; a nurture sequence is typically automated marketing content sent to leads.
