Idea Lab

Your sales cadence is only as effective as what you put in it. Don’t risk your opportunity pipeline by guessing what to include. In this checklist, you’ll get 10 science-backed tips to make your sales cadences more persuasive and motivating.

What motivates a lost customer to come back? Is there one message that’s more effective than others? And do their reasons for leaving affect their willingness to return? Get this research brief to find out.

Hear Dr. Nick Lee share some intriguing new research that suggests having a “hot hand” in sales isn’t just a myth.

How do buyers react to the chat box activity during a sales presentation? Does it improve engagement and focus, as some claim, or does it detract from the presentation itself?

When sharing slides during a virtual sales call, the presenter’s video is about 18x smaller. In this case, does sitting or standing change your audience’s experience during the presentation?

How many attempts are enough to get a meeting? What kind of content should you include in your cadence? And does the timing and order in which you send content affect how your prospects respond? Find out how to build a cadence that wins more opportunities in this report.

Should you turn your camera on or off during a virtual call? Dr. Carmen Simon led this neuroscience research study to learn how your buyer’s brain reacts to a virtual presentation with or without the use of a camera.

Your customer left, but is the relationship over for good? Learn how to win back lost customers in this research-packed webinar from Emblaze (formerly B2B DecisionLabs).

Dr. Jonah Berger, one of the world’s foremost authors and researchers on human decision making, joins Tim Riesterer, Chief Visionary at B2B DecisionLabs, to help launch a brand-new research and advisory service that provides insights based on rigorous research studies and real-world execution in B2B marketing, sales, and customer success.

How many attempts do you need to motivate your prospects to take a meeting? What kind of content should you include in your cadences? And does the timing and order in which you send content affect your prospects’ response?

A well-defined sales cadence, when well executed, can drive more engagement, interest, and pipeline opportunities at scale. But like any other sales conversation, you need the right combination of messages, content, and skills to win.

A field trial from Emblaze (formerly B2B DecisionLabs) reveals that sellers miss out on nearly 80 percent of meeting opportunities when they use fewer than five touches.