Cadences as a Habit, Not a Superstition

I treat sales cadences like a habit stack. Pick the channel that matches how buyers actually change state. Add supporting touches that do one job each. Fewer steps, better reasons.

Instrumentation keeps you honest:

– If a touch doesn’t do its job: books a next step, surfaces an outcome, flushes a blocker—rewrite it or kill it.
– Inspect “no shows” and “no replies” as design feedback, not rep failure.

The goal is pipeline math you can explain because the motion is simple enough to describe on a single whiteboard.