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We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered - Sales Hacker

We analyzed 25,537 B2B sales conversations using AI — here are the 5 things we discovered - Sales Hacker | The MarTech Digest | Scoop.it
Insight #1: The “Talk-to-Listen Ratio”

The average B2B sales rep spends between 65–75% of a call talking, leaving only 25–35% of the call for listening. 43/57 seems to be the golden ratio.

Insight #2: When, and How Often, Should You Discuss Pricing?

The data tells us pricing should come up roughly 3–4 times during a call(preferably after value has been established). When pricing is discussed too early in a call, less than 3 times, or more than 5 times, the odds of closing the deal tend to shrink.

Insight #3: Prospect Timing Signals

There is a positive correlation between winning the deal within your forecast, and the customer responding to the timing question with the word “probably.” When a prospect responds to your timing question with some variation of “We need to figure out X”, there is a negative correlation of getting that deal closed within your estimated forecast.

Insight #4: Use Risk-Reversal Language

When sales reps remove the risk of purchase by touting customer-protecting terms, the probability of closing the deal skyrockets by 32%.

Insight #5: Coach Salespeople with Real Calls
CYDigital/marteq.io's insight:

This is a MUST READ! CT and download the .pdf!

 

marketingIO’s Outsourcing delivers the vetted talent you need under your complete management and control. Contact us to see how. #MarTech #DigitalMarketing

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The #1 Productivity Investment Sales Teams Are Making This Year [Research] - HubSpot

The #1 Productivity Investment Sales Teams Are Making This Year [Research] - HubSpot | The MarTech Digest | Scoop.it

iNeoMarketing’s Outsourcing delivers the vetted talent you need under your complete management and control. Contact us to see how.

CYDigital/marteq.io's insight:

That's a great question: with the investment dollars into CRM, is there sufficient ROI to justify further spending on sales productivity apps, and if so, which ones?

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