Sales cadence, also know as a sales sequence or sales workflow, refers to the frequency of a sequence of communication between a salesperson and a prospect. It could be a mix of phone, email, and social connects. The point is to identify the shortest and most efficient way to communicate your value to the prospect. Documentation is important for identifying the best cycles and learning from failures.
DiscoverOrg reps put prospects through an 18-touch-point process over a six-week period that maximizes response rate.
Example of a sales cadence: