This document summarizes scientific findings from analyzing 200 million sales interactions. The analysis found that nearly all of the top performing sales cadences included multiple touchpoints, with 80% including a phone call and email on the first day. The best cadences showed more sales efforts early in the process. Personalization also helped, with response rates doubling when personalizing communications for just 20% of customers. The document recommends focusing sales efforts early in interactions and extending them over time for better results.

1. Scientific Results to Deliver
Your Customer a Better
Experience
Kyle Porter
Chief Executive Officer
kyle@salesloft.com

7. Success requires a
harmonious blend of
Nurturing & Challenging
The truth lies in the tension
between two extremes.

8. Trying to Modernize Revenue

10. of customer loyalty is
measured on the sales
experience.
53%

11. …..but buying is harder, and changing

12. Research on 200 Million Sales Interactions
Cracks the Code on Cadences

13. The Analysis

14. DAY 1 DAY 2 DAY 3 DAY 4 DAY 5 DAY 6 DAY 7
Deep Dive on Top 100 Cadences Analyzed
98% of top cadences included multi-touch
80% included a phone call and email on day 1

15. Focus Your Efforts Early On
Frequency of sales touches should be greater early in the cadence and
should extend over time.

16. A Little Personalization Goes a Long Way

17. Scientific Findings:
● Nearly all of top cadences included multi-touch
● 80% included a phone call and email on day 1
● The best cadences show more effort early in
the process
● Get double the replies with only 20%
personalization

18. Success requires a harmonious
blend of Sincerity & Scale
The truth lies in the tension between
two extremes.

19. The best revenue teams codify process, deploy
actions, hold reps accountable, and
measure/improve performance

20. Three fun examples of sincerity
& scale to get you thinking...

21. Electrical
HVAC
Plumbing
Owner Office Manager Technician
Own_Plum GenMgr_Plum Tech_Plum
Own_HVAC GenMgr_HVAC Tech_HVAC
Own_Elec GenMgr_Elec Tech_Elec
Industry
Persona
1. Create your own Personalization Matrix

23. 2. Appointment Triggers

24. 3. Meeting Intelligence

25. Benefits of Automating Notetaking...

26. of customer loyalty is measured on the
sales experience.
53%
It’s the Buyer’s Experience with
you That Matters the Most

27. Thank you!
Kyle Porter
Chief Executive Officer
kyle@salesloft.com