Research Brief: Improving Value Communication on Sales Calls

More than 60% of salespeople now conduct at least half of their meetings over the phone or online. Whether you’re an inside or outside rep, one thing is clear: virtual sales meetings are a big deal. But how can you actually improve your value communication in these remote selling environments?

There are many opinions, but not much actual research—until now. This study, conducted with Dr. Nick Lee, a professor at the Warwick Business School, tests a range of approaches, all with an eye to answering one key question: How do you become more compelling and memorable when you’re not in the same room as your prospects or customers?

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