Get live with the new feature introduced in Inside Sales Box that adds rhythm to your B2B inside sales workflow. Rhythm, as the name suggests, lets a sales person to leverage simple yet systematic process to reach out to the leads. It follows a series of sequenced actions like calling and emailing with social touchpoints like Twitter, Linkedin, etc, or even messaging at periodic intervals of time to nurture your leads over time with a sales platform tool.
Why Should We Implement Rhythm?
- It puts a military grade order to the sales process – a disciplined approach with time-bound aspects on all the stages, for example – a sales manager will get to monitor the progress of a sales rep at every phase of lead nurturing.
- Rhythm is important to ensure that your sales team focuses on the right activities for lead engagement in their daily schedule. It upholds the strategy undertaken by a sales manager to improve sales productivity by validating a consistent workflow approach for reps in the organisation.
- It ensures that everybody in an inside sales team gets involved with the same organised process to accelerate the lead conversion over time.
So, If you are looking out to turn every business lead into an opportunity, then you must stick to an organised structure like sales rhythm (or Sales Cadence as the industry calls it).
Building Your Own Rhythm
Before you start off to build a rhythm, you need to look out for the leads that you wish to connect. Next, create the rhythm and define the stages with the activities like phone calls, emails, and even the social drips you wish to apply. While building a sales rhythm, reps have to set the time interval for each step in hours or weeks (1 hour, 10 days, etc.). These time intervals then correlate with the steps defined in a rhythm on whether it should commence with that particular step or not. If a rep misses out any step as per the schedule, the rhythm will not proceed further until the rep begins with that pending step. As the rep gets underway with the step, the rhythm moves forward.
Sales development reps can set up a rhythm consisting of emails, calls, Twitter follow-ups or Linkedin invites/messages. Apart from this, reps can perform other activities on rhythm such as visiting a website of the lead. Let’s suppose, you create a rhythm called ‘Prospecting’, then you might want to include the following steps in such a rhythm.
Step 1: Visit website of the leads with whom you wish to engage on day 1.
Step 2: An introductory email accompanied by the selection of an appropriate email template on day 1.
Step 3: Engage with the lead on Twitter on day 2.
Step 4: A follow-up email on day 4.
Step 5: A rep may choose to call on day 5.
Step 6: Again, an email to know about the lead’s interest on the product on day 7.
Step 7: Finally, a breakup mail on day 8.
Thereafter, set the entry and exit criteria for the leads in the rhythm. Right after creating the sales rhythm, add the leads to start engaging with them. Let’s say, you have added 20 or 30 leads to Prospecting. To begin with step 1, visit the website of the leads individually and mark it as done. After that, the rhythm moves to step 2. Here, select ‘start emailing session’ that ensures to send an email to every lead one by one. Further, you can choose to skip a lead and proceed to email the next lead in the pipeline. Meanwhile, you can engage with the lead on Twitter. Once its is done, the rhythm proceeds to step 3. On moving to step 4 of the rhythm, click ‘start calling session’ to start calling your leads one by one. Again, here the reps can choose to skip a lead in the session and move to the next lead.
The Rhythm proceeds with the completion of every stage and finally you end up with a systematic approach of following all the leads consistently.
When an inside sales team in a company follows such a standardized approach to outreach prospects, they definitely tread the path towards more growth. So, sales managers can tailor out your own rhythm for your sales development team and eventually, win as a team.