Run a Cadence

SalesLoft Cadences make it simple to execute your sales process efficiently. After you create and add people to your cadence, you can carry out your sales tasks by seamlessly running through your cadence steps. 

In this article, you will learn how to use the cadence side panel and run cadences, including:

• Start Your Cadence
• The Cadence Side Panel Layout
• Sorting in a Cadence
• Cadence Actions from the Side Panel
• Run an Email Step
• Run a Call Step
• Run an Other Step
• Run an Integration Step

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Start Your Cadence

There are a few ways to begin, or launch, your cadence from within SalesLoft.

Start your cadence from any of the following options:

Cadences To-Do List: 

The Cadences To-Do List shows the cadences that have activity to complete.

To run a step from the Cadences To-Do list, follow these intructions: 

1. Go to the Cadences To-Do list in the bottom right of your Dashboard, aka the SalesLoft home page. 
2. Find the cadence and step type you want to take action on.
3. Next to the step name, you will see a blue Run Step button. Click Run Step.
4. The cadence side panel will expand on the right side of your window. You will be re-directed to the profile page of the first person listed in the cadence step will and prompted to take your cadence step action.

Run A Cadence (Rocket Ship Icon): 

1. In the upper right corner of SalesLoft, click the Rocket Ship Icon to Run a Cadence.
2. A list of open cadence actions will appear. Click Run Step next to the action you want to take.  

From a Person’s Profile Page:

1. Go to a Person’s Profile Page in SalesLoft.
2. If the person is currently on a cadence step, you will see it listed in the Cadences Panel located on the right side of the person’s profile page.
3. Select the Step listed. It will be listed as "the day: step number: step type". 

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Cadence Side Panel Layout

The cadence side panel expands on the right side of your window whenever you run your cadence. The steps on your to-do list will be listed in alphabetical order.

At the very top of the side panel, you will see the Sorted By menu. Use this menu to decide the order of your cadence steps and people.

If you launch the side panel from the Rocket Ship icon, a list of your cadence actions will appear. Similar to your Cadences To-Do List, select the Run Step button on the cadence action you're ready to execute. 

Once you click Run Step in the cadence side panel, each person with a step due will be listed on a tile. Each tile contains the following information:

• Person’s Name: The name of the person
• Person’s Role: The person's title or role at their company
• Person’s Account: The name of the person's account/company
• Opens: The number of emails opened by the person
• Clicks: The number of email links that have been clicked by the person
• Replies: The number of emails the person has replied to

The following person icons may appear next to the person’s name:

• Orange Dot: This person has previously replied to an email
• Red Phone Icon: This person does not have a phone number listed in their profile
• Red Mail Icon: This person does not have an email address listed in their profile

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Sorting in a Cadence

You can sort cadence steps and the people listed in the side panel to view them in the order that makes the most sense to execute your sales process. To sort within your side panel, select the Sorted By dropdown menu at the top of the workflow panel. 

When you launch a cadence, the side panel displays your list cadence steps. Since you typically run through your steps in the order they are presented, sorting the steps determines when actions occur in your daily lineup (obviously not included scheduled emails). 

You can sort the cadence steps by one of the following options: 

• Cadence Name: Breaks down each step due to be run within a particular cadence. When cadences are sorted by Cadence Name, the name of each cadence is a clickable link that takes you to the Cadence Overview Page. 
• Cadence Priority: Sorts steps based on the cadence priority as defined in the Cadence Settings. 
• Step Type: Sorts steps by the type of action that you will execute: Email, Phone, Other, and Custom.

Alternate between ascending or descending order by selecting the icon to the right of the Sorted By dropdown.

Once you select a step to run, your side panel lists out the people that are due for this step. The order of the people is the order that you will contact each person. You can sort the people list by: 

• Due On: Prioritize steps based on the due date of that cadence step.
• Last Name: Alphabetize your to-do lists by the Person’s last name.
• Account: Alphabetize your to-do lists by the account name.
• Account Tier: Prioritize steps based on the Account's previously defined tier.
• Starred: If you have starred a person in SalesLoft, you can prioritize your cadence list by the people who have been starred.
• Replied: To prioritize steps based off of prospects that have replied to your emails.
• Timezone Avoid calling people currently outside of office hours based on their timezone. Steps are ordered first by in-office status, then east to west. People without a time zone are displayed last. 
• Activity: Prioritize by the people who have completed the most activity (whether that’s email opens, completed calls, etc.).
• Missing Email: These people do not have an email address in their profile information.

Alternate between ascending or descending order by selecting the sorting option a second time.

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Cadence Actions from the Side Panel

Cadence actions offer additional tasks within the side panel. To view your cadence actions, hover over a person's name from the list of people running that step. Let's delve into the different actions you can take:

Open

Opens the log box and step action.

1. Hover over the Person’s name in the side panel.
2. Click Open.
3. The cadence step actions will open including:
• The profile page of the person
• The cadence action box (email window, call log box, or Other step log box)
• If the step is a call step, the dialer will also open

Profile

Goes to the person’s profile page.

1. Hover over the Person’s name in the side panel.
2. Click Profile.
3. The person’s profile page will open up in your SalesLoft window.

Salesforce

Opens the person’s Salesforce lead or contact record.

1. Hover over the Person’s name in the side panel.
2. Select Salesforce.
3. The Salesforce window will open in another tab.

Skip this Step

To skip a contact on a step:

1. Click the Ellipses (three horizontal dots).
2. Select Skip this Step.
3. The person’s name on the cadence list will fade away and a pop-up notification will appear to inform you the step has been skipped.

Remove From Cadence

If a person no longer needs to be on the particular cadence, you can remove them from the side panel:

1. Click the Ellipses (three horizontal dots).
2. Select Remove from Cadence.
3. The person’s name on the cadence list will be removed and a pop-up notification will appear to inform you the person has been taken off the cadence.

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Run an Email Step

Your cadence email steps allow you to send a series of templated emails to individual recipients.  

To run your email step, follow these instructions:

1. To get started, launch your cadence.
2. The workflow side panel pane will appear. Sort your list as you'd like using the sorting features at the top. 
3. Select Run Step next to the email step from the Cadences To-Do List. SalesLoft will redirect you to the profile page of the first person listed on the step.
4. The email window will appear in the bottom right corner, to the left of the side panel. The email window contains the following:
   • At the top left of the email window, you will see arrows surrounding a "number out of total people in the cadence step" (for example "< 1 of 5 >"). Use the arrows to view each email and make personalized edits for bulk email sends (Send All or Schedule All).
   • At the top right of the email window, you can collapse, expand the message box, or close it.
   • Check out The Email Window for more information each email component. 
5. Edit the message.
   • Use the information in the person’s profile or integrations like Owler or Crystal to add a personal touch to your email.
   • Select the Discard Changes button to revert back to your original template.
6. Send your email. Emails sent from a cadence will log in SalesLoft and Salesforce. From your cadence you have a number of sending options:
   • Send & Edit Next: will send the email, log it and open the email for the following person in your cadence list.
   • Calendar Icon: Edit your email and send at a later time.
   • Send All: Send your emails in bulk immediately.
   • Schedule All: Schedule your emails to be sent in bulk
     • Your Time Zone: Scheduled emails send at the designated time according to your set time zone. 
     • Person's Time Zone: SalesLoft detects when to send the scheduled email based on the Person's time zone.

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Run a Call Step

Trifling call tasks, like digging for contact information, struggling with what to say on a voicemail, and trying to track down a notepad for call notes, are easy to manage and execute from your call step.

Running a call step is similar to running an email step. To run your call step, follow these instructions:

1. Start your cadence. 
2. The workflow side panel pane will appear. Sort your list as you'd like using the sorting features at the top. 
3. Select Run Step next to the email step from the Cadences To-Do List. SalesLoft will redirect you to the profile page of the first person listed on the step.
4. The dialer will appear on the bottom right corner of the screen, to the left of the side panel.
5. Make your call.
6. Log your Disposition & Sentiment.
7. Select the appropriate log option:
• Log and complete: Saves your call activity to SalesLoft and Salesforce, moves your prospect to the next step in the cadence, and queues the next person on the call step.
• Log only: Saves your call activity to SalesLoft and Salesforce but leaves your prospect on the current call step, then queues the next person on the call step.
• Complete only: Moves your prospect to the next step in your cadence without saving your call notes, then queues the next person on the call step.
• Success: Logs your call activity as a successful touch, moves your prospect to the next step in the cadence, and queues the next person on the call step
• Minimize the log pane and move on to the next call using the steps above. You can always return to the log pane to save your call later.
8. Repeat steps 3-6 for every person in your list. You will move through each contact card individually until the cadence list is completed.

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Run an Other Step

While phone and email may be the primary components of your sales process, alternative touch points and methods can be used within your cadence. That's why we have created the Other Step.

The sky is the limit with other steps: add a social touch, send baked goods or swag, or research the account you’re prospecting. Whatever you want to add to your process outside of the standard email and call steps can go into your other step.

To run your other step, follow the steps below:

1. Select Preview and Run next to the other step on your Cadences To-Do List or Run Step next to the Other step listed in your side panel.
2. The profile page of the first person in your cadence list will appear along with the Other Step Log Box that contains instructions for your other step in the bottom right corner.
3. Complete your other step.
4. Log your other step like you would check a list off after you’ve completed the action. If you are connected to your Salesforce account, the other step will log there as well. You can execute your other step in two ways:
   • Log and Complete: Save your activity on an individual and move you to the next person on the other step.
   • Complete All: To complete all cadence actions in bulk.

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Run an Integration Step

Integration steps bring SalesLoft's most powerful integrations into your consistent sales process. 

Currently SalesLoft offers the following integrations steps. Click the link to learn more how to run each integration step:

• ZipWhip: send out text messages to your prospects.
• LinkedIn Sales Navigator: take one of the following four LinkedIn Sales Navigator actions within your cadence. 
  • Research: Read up on your prospect’s recent LinkedIn news or activities so you are familiar with your prospect and their company prior to your interactions.
  • Introduction:  Get introduced to a prospect through a mutual connection.
  • Connection Request:  Send a LinkedIn invitation to another person.
  • InMail: Message the prospect via LinkedIn InMail.