What a cadence should actually look like

Once a list has been graded, the temptation is to work it top to bottom in the same way you always have. That leaves most of the benefit on the table. Each tier wants a different approach, and the differences are not subtle.

The numbers that answer

For contacts that reliably pick up, the play is call only. No voicemail, no email, no multi-channel sequence. Voicemails train people to stop answering, and an email arriving before you have spoken gives them a reason to feel already contacted. Call, and keep calling on a regular spacing.

Spacing matters more than volume here. Calling the same number twice in one day rarely helps and often hurts. Once every day or two across a couple of weeks reaches most of them.

The ones who are harder to catch

The middle tier is where a genuine multi-channel cadence earns its place. Call, leave a voicemail, send an email, call again. If they reply to the email, call them. Timing is more forgiving here because you are working a longer arc.

The ones not worth a dial

For the rest, the phone is not the channel. Email and LinkedIn until something indicates interest, then layer the phone back in. Dialling these is where most rep hours quietly disappear.

The single most common mistake is mixing tiers into one sequence. It averages your best numbers down to the level of your worst.

One number per contact

If a record has a mobile and a switchboard, pick the one that scored well and only use that. Working both halves your effective connect rate and doubles the chance of being flagged as a nuisance caller.