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How many steps should my cadence be?
I’m slightly confused as to how many steps my cadence should be.
I realise the answer might be “how long is a piece of string” but at what point should I quit before I start pissing people off?
We back down the frequency if they don’t seem to be taking the bait, but we keep them around. Our sales cycles can be pretty long, so our “long term prospect” gets a contact every 6 weeks or so, possibly for years before they convert. The idea, in our opinion, is that some day they will get bad news or feel frustrated by a competitor and we want to be the first name they think of when they decide to go shopping.
My cadence (as per Will’s instruction) lasts for three weeks.
At that point I shift to quarterly (manual) follow-up.
I sell to surgeons and so I don’t want to piss them off with constant messaging.
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