Why work harder, when you can work smarter instead. Sales & Marketing Automation is reinventing everything.Through our partnerships with leading companies, we are able to implement and manage best of breed Sales & Marketing Automation tools. These new and cutting-edge tools allow us to:

  • Track and measure a prospects “Digital Body Language”
  • Develop a “Sales Cadence” and pacing of our outreaches
  • Create eMail campaigns
  • Create Landing Pages
  • Leverage web forms and “Web 2 Lead” strategies
  • Lead nurturing campaigns
  • Prospect scoring

Understanding the concept behind “Digital Body Language”.

Let’s say we send out an email to a list of prospects we have never talked to. Once they open it, we begin to track their interactions with us. Prospects are assigned a point value for every interaction they have, which might include things like:

  • Opening emails
  • Clicking on links
  • Visiting your website / web pages
  • Downloading White Papers
  • Downloading Videos
  • Attending Webinars
  • Filling out Surveys
  • Filling out Forms
  • Etc.


All of these interactions tell us their “Digital Body Language” in a quantitate Point system.  This then feeds directly into our CRM system and lets our Call Reps know who they should be reaching out to.

We have never talked to “John Smith” but he sure looks interested.

Another example could be…We tried talking to “John Smith” about 6 months ago and then things went completely cold, but now he is all over our stuff…maybe something over there has changed and we should reach out to him.

That’s “Digital Body Language”. It’s extremely powerful.

Developing a Sales Cadence.

One of the biggest problems most companies have, is that they have as many “Sales Processes” as they do “Sales People”. This is extremely bad because the organization doesn’t own any of the intellectual capital in the sales process. Instead, it’s actually owned by the individual sales people. If they leave or get hit by a truck, they take everything they knew with them. Everything they learned along the way is also gone.

Developing a “Sales Cadence” does a couple of really valuable things for your sales team. First of all, it creates a consistent and repeatable process where everyone is working a process and a system. We do A, then B then C. The value in a “Sales Cadence” really begins to stand out when you realize that you have a problem with step B. It’s a weak point in the chain that needs to be fixed.

An overly simplified example of a “Sales Cadence” might look something like this:

  1. Day 1 – Send an introductory eMail
  2. Day 3 – Call, Leave Voice Mail 1, Send eMail 2
  3. Wait 3 Days
  4. Day 8 – Call, Leave Voice Mail 2, Send eMail 3
  5. Wait 3 Days
  6. Day 12 – Send Direct Mail 1
  7. Wait 3 Days
  8. Day 15 – Webinar Invite
  9. Wait 3 Days
  10. Day 18 – Call, VM (Take Away), eMail (Take Away)


The second really valuable part of a “Sales Cadence” lies in conducting “Multivariate” or A-B testing on each of the individual components. Remember, the idea behind any sales process is to make it better, and you can’t make it better if you aren’t measuring and improving. What happens when you A-B test each little part is that you elevate the entire process and once that happens, the organization regains all of the intellectual capital in the sales process.