The Art Of The Sales Cadence: How To Keep Your Pipeline Full

Sales is all about rhythm. It’s the ebb and flow of activity that keeps your pipeline full and your business healthy. To be successful in sales, you need to develop a sales cadence—a regular set of activities that you perform to generate leads and close deals.

Your sales cadence may vary depending on your business and your market, but there are some essential activities that every successful salesperson should include. In this article, we’ll discuss the art of sales cadence.

  • What is a sales cadence?
  • Why is having a sales cadence important?
  • How do you create a sales cadence for your business?
  • Tips for sticking to your sales cadence
  • The Lead Generation Sequence I personally use in my Sales Cadence
  • Conclusion

What is Sales Cadence?

A sales cadence is a pre-planned sequence of activities that a company uses to generate and qualify leads. The goal of a sales cadence is to move potential customers through the buying process with a sense of urgency.

There are many different types of sales cadences, but they all have the same goal in mind: to increase sales. A well-designed sales cadence will help you close more deals and increase your revenue. Sales cadences can be a powerful tool. You must consider your unique sales environment when designing a sales cadence that will work for you.

Why is having a sales cadence important?

A sales cadence is important because it helps you to maintain a consistent flow of communication with your leads, helps you to track and measure your progress, and keeps you organized. A sales cadence is simply a planned series of calls, emails, or social media messages that you send to your leads at regular intervals. A sales cadence can be used to communicate with leads at any stage of the buying cycle.

It’s important to have a well-defined sales cadence in place so you can ensure all leads are being contacted and nurtured in a consistent manner. If you’re not using a sales cadence, then you’ll need to work harder to keep your pipeline full and keep in touch with your leads.

How do you create a sales cadence for your business?

A well-crafted sales cadence can help you close more sales, increase customer loyalty, and improve your customer retention rates.

There are a few key steps you need to take to create a successful sales cadence for your business:

  • First, you need to develop a lead nurturing strategy. This involves creating content that is relevant and helpful to your target market. You also need to develop a process for following up with leads and moving them through the buying process.

  • Secondly, be sure to personalize each message as much as possible. Do not simply send out the same template email to everyone you know. Personalization is a crucial element of any relationship, whether it’s between two people or between a business and its customers. By sending an email that was specifically written for your customer, you are showing them that they are special to you.

  • Finally, always test and optimize. The most important part of your sales cadence is not the content, but how much conversion are you able to generate. Testing and optimizing your cadence strategies can improve conversions by significantly.

Tips for sticking to your sales cadence

No matter what you sell, you need to have a sales cadence. This is a set of guidelines that dictate how often you reach out to prospects, how long you wait before following up, and what type of communication you use.

When you first start working with a new lead, you should always follow up as soon as possible. Waiting more than 48 hours to contact a prospect is often too late. You should also be sure to personalize your messages as much as possible. Generic messages will not get you very far.

Finally, make sure you are always tracking your progress. This will help you in order to be successful in sales, it’s important to create and stick to a sales cadence.

There are a few tips you can follow to make sure you stick to your sales cadence:

  • Have a plan and be consistent. Having a plan for your sales cadence will help you stay on track, and being consistent with your messaging and contact schedule will help you build better relationships with your prospects.

  • Track your progress. Keeping track of how many leads you generated from each stage of your sales cadence will help you improve your process over time.

  • Use templates where possible. Having templates for your most common sales cadence tasks (such as emailing a prospect, following up, or sending a proposal) will save you time and help you stay organized. But also try to personalize those templates to fit customer needs.

The Lead Generation Sequence I personally use in my Sales Cadence: The Agoge Sequence by Sam Nelson

The agoge sequence is a lead generation sales sequence created by Sam Nelson, SDR Leader at Outreach. I use and recommend the agoge sequence for all outbound sales reps to use in their sales cadence. It is a 15-step process that helps to ensure your reps are always prepared for their next meeting, and that they are constantly moving prospects through the pipeline.

It is a great way to help close more deals.


Sales cadence is key to a healthy pipeline and top-line growth. In this article, we explored the different aspects of a successful sales cadence and offer tips on how to keep your pipeline full.

We hope you found this article helpful! If you liked this article, please follow us on LinkedIn for more such content.

Subscribe to Notesally Newsletter