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

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.