Monday, November 28, 2016

Really Interesting (But Not Surprising)

The clever folks at, who provide tools to record and apply analytics to sales conversations, uncovered the following really interesting (but not surprising) conclusion:

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.  In fact, increasing the prospect’s talk time from 22% to 33% significantly boosts opportunity win-rates.”

You can read the full article here:

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