How to Build a Cadence Portfolio in Salesloft Instead of One Generic Sequence.
You are setting up or reviewing your cadences in Salesloft and wondering whether to use one sequence for everyone or build separate ones for different situations.
A single cadence forces you to treat an inbound demo request the same as a cold prospect you have never spoken to. Those two people are in completely different places. The timing, channel mix and message that works for one will feel wrong to the other. Salesloft makes it easy to maintain several cadences at once, so there is no reason to compromise.
Where it goes wrong
One-size-fits-all cadences produce average results across the board. Inbound leads go cold because the first call comes a day late. Cold prospects unsubscribe because the pacing is too aggressive. Neither group gets the right treatment.
What you'll be able to do
You can build and maintain a small set of cadences in Salesloft - each matched to a specific situation - and add prospects to the right one from the moment they enter your pipeline.
How to do it
Start with three cadences
Start with three cadences: inbound high-intent (short, phone-heavy, fast), cold outbound (longer, multi-channel, spaced out), and re-engagement for no-shows or stalled deals. Add more only when you have data showing you need them.
For inbound cadences, put a call step at Day
For inbound cadences, put a call step at Day 0 as the very first step. Salesloft will surface it the moment you add the prospect. Speed matters more here than anywhere else.
For cold outbound, vary the channel across steps -
For cold outbound, vary the channel across steps - call, email, LinkedIn touch - and keep spacing to roughly two touches per week per channel. Build the breakup email as the final step so the cadence always ends cleanly.
Clone an existing cadence when you want a persona
Clone an existing cadence when you want a persona or vertical variant. Change the messaging, keep the structure. This is faster than building from scratch and easier to compare later.
Review step-level performance in Salesloft reporting once a month
Review step-level performance in Salesloft reporting once a month. If a specific step has a low reply or connect rate, change that step rather than rebuilding the whole cadence.
See the difference
An SDR has one cadence for all prospects. An inbound demo request comes in at 9am. The cadence starts with an email on Day 1 and a call on Day 3. By the time the call happens, the prospect has already booked with a competitor who called within the hour.
The same SDR has a separate inbound cadence. Step 1 is a call, due immediately. They dial within 15 minutes of the form fill, reach the prospect, and book the meeting on that first call. The cold outbound cadence runs separately for prospects they are working from scratch, with a different pace and message.
You can build and maintain a small set of cadences in Salesloft - each matched to a specific situation - and add prospects to the right one from the moment they
How you'll know it's working
You have got it when every prospect you add to a cadence is in one that was designed for their situation, and you can explain in one sentence why that cadence fits them.
Questions people ask
How do you build a cadence portfolio in salesloft instead of one generic sequence?
A single cadence forces you to treat an inbound demo request the same as a cold prospect you have never spoken to. Those two people are in completely different places. You can build and maintain a small set of cadences in Salesloft - each matched to a specific situation - and add prospects to the right one from the moment they enter your pipeline
What is the most common mistake to avoid?
One-size-fits-all cadences produce average results across the board. Inbound leads go cold because the first call comes a day late.
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