Research Preview: To Add “Friction” to Sales Calls, Or Not?


At a time when 61% of respondents conduct at least half of their meetings over the phone on on the web (and 38% conduct more than 75% of their conversations in these non-face-to-face environments), it’s clear that virtual sales calls are a big deal.

But what’s the best approach for being memorable and compelling in these environments? How, in other words, do you gain an edge? Is it simply about modifying existing engagement techniques to a phone or web conference setting, or do these environments demand a total rethink in terms of message delivery?

This article, published in the International Journal of Sales Transformation, is part one of a two-part series addressing these key questions—and previewing original research Corporate Visions conducted in partnership with Dr. Nick Lee, a professor of marketing at Warwick Business School in Coventry, U.K.

Read the article here

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Tim Riesterer

Chief Strategy Officer

Tim Riesterer, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve their conversations with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.

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