Use LinkedIn Connections and Explore More Settings

Learning Objectives

After completing this unit, you’ll be able to:

Maximize your LinkedIn connections for sales outreach using quick cadences.
Display key cadence fields on list views.
Maximize efficiency with Cadence Settings.
Turn on automated emails for quick cadences in Setup.

Sales reps can tailor settings and preferences to make quick cadences work exactly the way they want For example, reps who use LinkedIn can connect their account to make InMail available right from the cadence builder. Reps can set list views of leads and contacts to display key cadence data, and enable their cadence settings to coincide with their work schedule. Work with your Salesforce admin to enable customizations or selections that require admin permissions.

Use LinkedIn with Cadences

Sales reps know that tapping into their LinkedIn network can increase their leads and identify decision makers faster. By using the LinkedIn Sales Navigator for Sales Cloud, reps can do more with quick cadences. Purchase a Sales Navigator Team or Enterprise license from LinkedIn, then turn on the native integration. With LinkedIn Sales Navigator, sales users can send InMail and Connection Requests using quick cadences.

Another benefit of using the Sales Navigator is that it provides embedded LinkedIn profiles. This can help reps find the right buyers, and engage prospects and customers with personalized outreach messages.

Display Cadence Fields on List Views

As soon as Quick Cadences is enabled in Setup, you’ll want to take advantage of the cadence data that’s being captured behind the scenes about each of your targets. To see the data, enable the relevant fields on each of your list views. Make sure you can see the Cadence and Target Assignee fields in your list views of Leads, Contacts, or Person Accounts. You can also create a list view that shows only records linked to a cadence.

Navigate to the list view where you want to expose the fields.
If you’re using the sales console, switch out of the split view to see the List View Controls.
Select the List View Controls dropdown, and then click Select Fields to Display.
Add Cadence and Cadence Assignee to the Visible Fields. (Note that the Cadence Assignee field contains the Target Assignee.)
Save your changes.

Repeat the process for other relevant list views.

Maximize Efficiency with Cadence Settings

Use cadences to make all your sales efforts more productive. Check out these additional cadence features, and be sure your settings maximize the productivity potential that cadences have to offer.

Interact with the Sales Engagements Component

Remember all that data about cadences and targets that Salesforce tracks behind the scenes? The Sales Engagements component can display that data on individual records for leads and accounts. Sales reps can see which cadence a given prospect is in, their engagement activity, and their progress within the cadence. The Sales Engagements component must be enabled on the record page.

Boost efficiency using these settings available in Setup. Each is found in the Cadence Settings section of the Automate tab in Sales Engagement Setup. To access:

From Setup, enter Sales Engagement in the Quick Find box, and then select Sales Engagement Settings.
Click the Automate tab.

User Cadence Assignment Availability

Cadence Assignment Availability allows a rep to set specific days and hours when cadence tasks are assigned to them and appear in their To Do List. This is helpful for reps assigned to hours outside of 9 to 5, and work schedules that might include a Saturday or Sunday. With this setting turned on, users then add their available hours to the Cadence Settings section of their user profile.

Skip Weekends

Reps may prefer to use the Skip Weekend setting if they follow a Monday-to-Friday work week. This setting assigns cadence tasks to users on weekdays only. Calls, emails, and custom steps aren’t assigned on Saturday or Sunday, but instead, on the following Monday. (This setting can only be turned on if the User Cadence Assignment Availability is off.)

Use LinkedIn Sales Navigator with Cadences

If you use LinkedIn for networking and prospecting, you’ll want to enable this setting. It lets you include LinkedIn InMail and Connection Request in your cadence steps. Check with your manager or Salesforce admin to be sure the native integration of LinkedIn Sales Navigator is enabled.

Log Tasks from LinkedIn Steps

With this setting, Salesforce can log tasks from LinkedIn cadence steps. Without this setting, LinkedIn cadence steps like InMail and connection requests won’t appear in the Activity Timeline on target records. This setting is recommended unless you use Activity Writeback from LinkedIn to log LinkedIn tasks.

Automated Emails Settings

Create quick cadences that send emails automatically. With this setting, cadence creators can include email steps that send the email automatically using a template. It’s found in the Cadence Settings section of the Automate tab. Click enable Automated Emails and click Allow Auto Emails in Quick Cadences.

Sum It Up

Quick cadences streamline your sales workflow by adding scheduled reminders to your To-Do List or Work Queue. Set up the sales processes you use most often as quick cadences to send more emails, stay on topic during multiple phone calls, and follow up on more opportunities. Save time on repetitive tasks, close more deals, and drive success using quick cadences.

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