The Right Cadence Creates a Lead with a $1 Billion Company

One of PointClear’s business development representatives, working on behalf of a global software company, made 11 touches (calls, voicemails and emails) and his persistence paid off. He landed a huge lead for our client (with a $1 billion company).
The timing and number and type of touches makes up what is called a cadence, which must be carefully orchestrated. A typical B2B cadence includes five dials, three voicemails and three emails over a 10-day period (in this case it was nine days). This is, in fact, the cadence designed for the client in this example. 
Following is how we build a cadence for a client:
Execution Strategy
As an example, PointClear targets two contacts within each account location. These contacts are worked until completed or until the contact cycle is exhausted. We call that state of completion a disposition.
There are six dispositions that we assign a prospect: Lead, Pipeline,