Every sales representative executes a ‘cadence’ when they reach out via email, phone, or using social media to initiate a conversation with a potential prospect. The art of a cadence is determined based on a myriad of factors, fueled primarily by sales reps’ intuition regarding the company and contact being pursued. Because of the subjective nature of this exercise many cadences go south and lead disastrous results. Because of this InsideSales Labs decided to study the art of sales cadences and determine what companies are actually doing. Labs studied more than 14K cadences across nearly 9K companies.