Conquer Your Top Funnel: A 2-Track Sales Cadence for Faster Lead Gen in Tech Sales

Ditch the Dance, Get Down to Business

Let’s be honest, tech sales can feel like a crowded dance floor – everyone’s vying for attention, and it’s easy to get lost in the noise. You send out emails that vanish into the abyss, make cold calls that get met with polite resistance, and wonder how to turn these “maybes” into paying customers.

Sound familiar?

It’s a struggle I faced in the early days, too. But here’s the thing: you don’t need a fancy sales routine or the latest moves to succeed. What you need is a strategic approach – a well-defined sales cadence that gets you noticed and builds genuine connections.

But here’s the problem with static cadences: They treat every lead the same, which is like showing up to a salsa club in cowboy boots. It might get a chuckle, but it won’t win you any dance partners (or close any deals).

Know Your Audience (Before You Hit the Floor)

Just like you wouldn’t wear cowboy boots to a salsa club, your outreach methods need to resonate with your target audience. Dig deep into your ideal customer profiles (ICPs) to understand their preferred communication channels and buying habits. Are they more likely to respond to a personalized email or a social media message? Do they prefer short and sweet interactions or detailed explanations?

By understanding your audience, you can tailor your outreach strategy to their preferences, increasing your chances of getting noticed on the crowded dance floor.

The Solution: A 2-Track Cadence for Tailored Outreach

This revamped cadence, informed by my experience in the trenches of tech sales, categorizes leads into two tracks based on their initial engagement:

• Group A: The No-Shows – These are the “cold” leads who haven’t responded to your initial attempts (think wallflowers at the back of the club).
• Group B: The Engaged Bunch – These leads have shown some interest, like opening an email or clicking on a link (they’re at least checking out the music!).

Track 1: Multi-Channel Outreach for the No-Shows (Group A)

(Days 1-3): Let’s break the ice:

Use this template as email #1 in your sales cadence:

Cold Email Template (Seadaka)

Subject Line (Short & Catchy – under 50 characters):

• Highlight a pain point: “Stuck Project? Seadaka Boosts Your IT Team” (48 characters)
• Offer a solution: “Concept to Launch: Free Consult with Seadaka” (49 characters)
• Personalize: “[Company Name]: Grow with Custom Digital Solutions” (58 characters)

Body (Concise & Engaging, 3-4 Paragraphs):

• Personalize: Use the prospect’s name and company.
• Start with a question: “Is your IT team stretched thin, causing project delays that could cost your business time and revenue?”
• Offer a solution & outcome: “Imagine having a reliable and experienced software development partner to help you achieve your goals faster. Seadaka acts as your extended IT team, freeing you up to focus on core business activities.”
• Clear call to action (CTA): Spark interest in a solution discussion without pushing for a meeting (e.g., “Are you interested in exploring how Seadaka can help your business grow with custom digital solutions?”).

• Day 1: Send a personalized introductory email. Highlight a relevant pain point for your target audience, drawing on your expertise in the tech sales industry. Make it clear you understand their challenges, not just selling something.
• Day 2: Follow up with a connection request and a brief, non-salesy message on social media (e.g., LinkedIn). Tailor the message to their recent activity and show you’re paying attention.
• Day 3: Consider a brief cold call (if relevant) to highly targeted prospects. Remember, tailor the call to address a specific pain point or trigger you discovered in your research. Don’t be afraid to ditch the script if they seem like a hot lead! Here’s the secret sauce: personalization trumps a rigid script every time.

(Days 4-6): Take a strategic pause. Focus on research and crafting follow-up messages for Group B.

(Days 7-11): Re-engagement for the No-Shows:

• Day 7: Attempt another call. If unanswered, leave a concise voicemail mentioning your email and offering a consultation.
• Day 8: Send a follow-up email summarizing your previous outreach and offering a valuable resource (e.g., blog post, white paper) related to their industry challenges.
• Day 11: Final Push: Attempt a final call. If unanswered, leave a final voicemail summarizing your efforts and offering a consultation (e.g., visit your website).
• Optional: Day 14: Break-up Email: If there’s no engagement throughout the process, send a polite email thanking them for their time and leaving the door open for future contact. There’s always next dance!

Track 2: Nurturing the Engaged Bunch (Group B)

(Days 4-6): Let’s keep the conversation flowing:

• Day 4: Personalized Engagement & Nurturing: Engage on social media by commenting thoughtfully and sharing relevant industry news. Demonstrate your knowledge of the tech sales landscape and how you can help them navigate it. Position yourself as a trusted advisor, not just a salesperson.
• Day 5: Nurturing: Send a friendly email or social media message reminding them of your previous outreach and offering a free consultation.
• Day 6: Nurturing: Showcase your expertise by sending valuable, non-sales related content relevant to their industry (e.g., blog post, white paper).

Beyond the Cadence: Tech Sales Efficiency Tools

This cadence is just your first move. Here are some additional tech sales tools to optimize your workflow and improve efficiency, allowing you to focus on building relationships:

Discovery to Close – Efficiency:

• Utilize Phone Burner (built-in CRM) to manage calls, texts, and emails from a single platform. This streamlines communication and reduces the time spent switching between different applications.

AI for Note Taking

Leverage Fathom’s AI note-taking for capturing key points during calls and demos. According to CSO Insights (2023), the average salesperson spends 2 hours per day on administrative tasks. AI note-taking frees up valuable time for selling activities by automating the transcription process.

Video Conferencing:

• Choose Google Meet or Zoom for seamless video calls and meetings. Video conferencing fosters stronger connections and engagement with potential customers compared to traditional phone calls.

Chrome Extension for Follow-Ups:

• Explore extensions like Yesware or Streak for user-friendly follow-up automation and scheduling. These tools integrate with your email and can automatically send follow-up emails based on pre-defined templates and triggers (e.g., if a prospect doesn’t open your initial email).

Optional: Automated Follow-Ups (For Teams):

• Consider a platform like Salesloft or Outfunnel for more robust sales automation features. These tools allow you to create multi-step follow-up sequences with personalized emails, social media messages, and even SMS outreach, ensuring timely communication and nurturing leads through the sales cycle.

Remember: Choosing the right tools depends on your specific needs and budget. Start by identifying the areas where you spend the most time on administrative tasks and then research tools that can automate or streamline those processes.

The Final Step: Make it Your Own

This cadence is a blueprint, not a ballroom dance routine. Experiment, adapt it to your unique selling style, and track your results. Remember, the key is to build genuine connections with your prospects.

So, ditch the generic emails and cold calls that leave prospects feeling cold-shouldered. Embrace a dynamic, personalized approach that gets you noticed on the crowded dance floor of tech sales. Now get out there and close some deals!