Beyond Cadence—The Importance of All Outcomes

 
For more than 20 years we’ve talked about multi-touch, multi-media, multi-cycle processes that multiply results. At least one software company literally took PointClear’s playbook, which includes details about the multi, multi, multi approach, and turned it into a red-hot piece of software. Wish I had thought of that.
Multi, multi, multi (which is multiple dials, voicemails, emails and in some cases direct mail across several sales cycles) has been re-termed “Cadence.” We think that’s great, because it’s a lot easier to say than what we used to call it.
Some people ask if voicemail and email should be part of the sales lead generation cadence. And my answer is, absolutely. Many of the leads we generate for clients are the result of a call back or email reply. In fact, some years ago a client closed a $1 billion deal when the prospect called us back after the 42nd