B2B Sales Cadence: When to use Social Selling Touches

On this episode of the Social Selling Show, Will Barron and Daniel Disney talk about your B2B sales cadence and when to social selling touches. Social Selling Show Hosts: * Daniel Disney is the King of Social Selling, a best selling author of the Ultimate LinkedIn Sales Guide and keynote speaker. * Will Barron is the founder of Salesman.org where he helps B2B sales professionals master modern sales in just 28 days. Transcript: Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot studio. Welcome to the Social Selling Show. My name is Will Barron. I'm the founder of salesman.org. And joining me, co-host to this show, the king of social selling, Daniel Disney. Daniel, how's it going, mate?   Daniel Disney: It's going very well Will, excited to be back and digging into our next episode. This background shouldn't be around for much longer. I've got some exciting furniture coming in the next week or two to turn this into the new Social Selling HQ. So hopefully in a couple of episodes time, we'll be in a much more settled instead of box chaotic area. But excited to be back, Will.   What is a Sales Cadence? · [01:11]   Will Barron: We should probably reveal the curtain a little bit, we do batch some of these episodes. So Daniel hasn't been lazy if you see this episode a few weeks after the previous one, because we talked about you moving weeks ago now and anyone who follows you on social media as well, which will be a reasonable percentage of the audience, right? They might have seen that you're moving house. I don't know you did a LinkedIn post about it as well. So Daniel isn't being lazy, we just batch some of these episodes together so they come out a few weeks after each one airs. But with that, I couldn't get a good transition in the Daniel. I failed there slightly. We're going to talk about cadences in this effort. I thought the episode podcast timelines I could together, but I couldn't. We're going to talk about cadences.   Will Barron: Now I'm interested here in a few points to pick your brains on where social selling fits in with a more traditional sales cadence. And then cadence is on social media. Whether that be on LinkedIn, Twitter, wherever else as well, wherever we can find our potential customers, whether that's its own conversation in its own right. But to get started, can you just give us an idea for someone who isn't familiar with that word, cadence, perhaps someone like myself in medical device sales, who sold pretty much in person in field sales his whole career, what does cadence mean, especially in the world of selling via the internet?   Daniel Disney: Cadence Will, it's essentially a process. It's a series of activities you do throughout the sales process, depending on which parts of it to either prospect or again, through any other parts of the sales process. So a common sales cadence around prospecting would be, maybe you try them on cold call, then you leave a voicemail, then you follow up by connecting on LinkedIn, then you send them an email. We'll dig into all this today. But that is a cadence. It is a process. There are a lot of companies that don't have a cadence out there. They don't follow any guidance. And it's very much just shooting in the wind as such. And the reality is once you have some structure, you start to see generally good increases in results. So yes, it's a process.