Change Your Sales Outreach Based on Call Results

With Sales Cadence Branching, managers can create sales cadences that lead prospects through different outreach steps depending on the results of a call. For example, sales reps can follow one path when they speak to a prospect and another when they leave a voicemail.

Where: This change applies to High Velocity Sales in Lightning Experience. High Velocity Sales is available as an add-on in Enterprise, Performance, and Unlimited editions.

How: To enable branched sales cadences, first turn on Call Results on the Log a Call page in Dialer Setup. Call results are disposition values such as "Left Voicemail" captured when you log a call. Then map your Call Outcome values in High Velocity Sales Setup.

A branched sales cadence in the Sales Cadence Builder

When sales managers build a sales cadence, they can add a call step (1) followed by a branch step (2). For each branch step, choose which Call Outcome value to look for, such as Meaningful Connect or Left Voicemail (3).

Then add sales steps to the Yes and No paths. The sales cadence follows the Yes path when the Call Outcome matches the value selected. Otherwise, the sales cadence follows the No path. To check for more than one Call Outcome, add multiple branch steps.