This is the sequence structure that my reps have used to book 1000+ outbound meetings

Plus: what everybody gets wrong about prospecting sequences

Writing a great email is a very small piece of the outbound battle (even though a lot of people don’t do it well).

If you really want to win on outbound though, you need to build killer sequences.

A sequence tells a story over time.

A great sequence takes into account that:

1. Not all use cases are going to resonate with a person

2. Regardless of how good your call or email was, maybe they were just busy in that moment

3. It’s just not a priority right now

4. They don’t need your solution or already have something in place

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Vince Castillo just posted this today and I think it’s a very important reminder in understanding buyer behaviour and meeting your buyers where they are at.

When you outbound a prospect, you have to realize that 90% of people fall in the lower part of this triangle.

What does this mean ?

It means that when you think about the buyer journey (image below), most of your prospects are in the awareness phase. It means that your job is to raise awareness and educate them.

Not necessarily to push for a meeting right away. And definitely not to continuously ask for a meeting across your entire sequence.

Almost nobody get’s sequences/cadences right. Here are 6 tips you need to optimize for positive replies:

Context: Here is the sequence structure that I currently use, it’s very much based on Sam Nelson’s Agoge Sequence: